I decided to Resign!

I received a call and the first words I heard were, “I just resigned!”

It is not often that I receive a call like this so naturally I was curious. Frankly, I was concerned this may have been an emotional respond and I was hoping he was not rash in making the decision.

MAKE A DIFFERENCE FRONT COVERThe call was from a TV producer who watched an interview I did to promote my book, “Make a Difference: From Being Successful to Being Significant.” All he said was, “after watching your interview I realized what I was doing was not consistent with my Enlightened Self-interest, so I resigned.”

It all started several weeks ago when I was approach by a local television producer to do a 30 minute interview on my book. As we were going through the process I wanted to know the person a little better so I asked him why he was doing what he did (TV.) When I asked the question, “what’s in it for you?” he did not answer and skillful redirected the question. We planned the interview and set the date.

After the interview we had lunch and I asked him again why he did what he did. Again, he skillful deflected the question. I decided to let the issue drop. It was two weeks later that I received the call.

“After watching the interview,” he said, “I decided what I am doing is not consistent with my enlightened self-interest and I decided to resign. I have other project that I am more passionate about and I will pursue them.” As we talked I asked him why he made the decision and he said, “You did not try to get an invitation back and you asked me questions no one has asked me before. You seem to have my best interest in mind.”

After our discussion I reflected back and realized he sounded happy and excited as he told me about his plans.

If you want to watch the 26 minute interview, just press the play button. If you decide to buy and read the book please post your comments on Amazon.com as well.

 

Please let me know your thoughts.

Ron Finklestein
330-990-0788
info@businessgrowthexperience.com

 

How to Grow Sales – Tip 2 of 30

For the sales professional, when managing time, only one thing matters.

BGE time managment

Ron Finklestein

330-990-0788

Ron@ronfinklestein.com

Print

How to Grow Sales – Tip 1 of 30

How to Grow Sales – Tip 1 of 30

This is the first of 30 tips on how to grow sales and increase revenues. We will do one a week for the next 30 weeks.

The first tip is to understand the six questions your prospects want answered before they buy. These questions were developed and tested as a result of a sales call I had several years ago where I asked the sales representative these three questions:

1. Why do people buy from you?

2. What outcomes do they experience when they buy from you?

3. Who is your ideal client?

He could not answer any of these questions and after the call I realized I could not answer the questions as effectively as I thought I should. I developed the six questions to answer the questions above and to effectively communicate with the prospect the message that is important to them. I then tested these questions for several years with my client. I knew I was on to something as I watched businesses change; some almost overnight.

Included in this post is both the video and a handout that was used while doing a live training program. Please understand that my clients pay a lot of money to go through this process. This is real training; not a marketing message.

The link below is the handout for you to use as you watch the video. It is best to right-click (to download) on the link below and print this out as you watch the training. Please fill out the worksheet as you watch the video and see how your thinking changes about your product, your service and how you communicate with your prospects. This document does require a PDF reader. You can use Adobe or any other reader that opens PDF files.

Here is your handout: six questions audience handout

Below is a 52 minute video of live training program on the Six Questions and how to answer them. At some places the audio is less than perfect but still very understandable.

For those of you who like to read  (versus watching videos) you can go to the Business Growth Experience and download the Six Questions eBook. All you need do is enter your email address and the Six Question report will be emailed to you. It is not a transcript of the video. It has more content about why the Six Questions are important and a process on how to answer the questions.

If this is of value to you I would encourage you to share this post. You business associates and friends will appreciate you for sharing knowledge with them.

They, like you, will grow sales and increase revenues.

How to Grow Sales – Six Questions To Answer

Six Question Your Prospects Wants Answered Before They Buy from You, or stated another way, “Why Won’t People Buy From Me?”

Please share your thoughts.

To Your Success,

Ron Finklestein
info@businessgrowthexperience.com
330-990-0788

What is IT and Why IT is Important!

IT is not Information Technology. IT is ESI.

In our book, Make a Difference, we talk about the value of Enlightened Self-Interest (ESI for short.) In this short video (2 minutes and one second) we discuss this powerful concept to help you understand why you should care and how it will enhance your thinking and actions once implemented.

Enjoy!

What is Enlightened Self-Interest and why it is important to you to know how this will powerful concept will change what you do and how you do it.

If you want to learn more after watching this video – click here!

Post your comments. I love to hear from you.

Ron Finklestein

info@businessgrowthexperience.com

Check out our free report: Six Questions Your Prospects Wants Answered Before They Buy From You. Once you know the answers to these questions and communicate them to your prospects, it is not unusual for my clients to see a 20% increase in sales. Go to Business Growth Experience.

 

53 Things I wish I Knew BEFORE I Started my Business

53 Things I wish I knew Before I Started my Business:

  1. How to write a business plan
  2. How to execute a business plan
  3. How to find a good coach
  4. How to park my ego and ask for help
  5. How to network and build an effective network
  6. How to build effective relationships
  7. How to sell
  8. How to manage money
  9. How to use marketing to build a brand and attract the right client
  10. How to find the right customers
  11. How to ask for the order and not expect them to ask
  12. The value of surrounding myself with others who are better than me
  13. How to be vulnerable
  14. When to say no
  15. When to say yes
  16. How to take calculated risks
  17. The value of ethical leadership
  18. When to hire
  19. How to hire
  20. When to outsource
  21. What to outsource
  22. To understand what people were really saying
  23. How to value my product
  24. How to price my product
  25. Understanding of my ideal customer from both a demographics and psychographics perspective
  26. How to find a good accountant
  27. How to find a good financial planner
  28. How to find a good graphic designer
  29. To set my goal higher
  30. To go for the “no”
  31. Take more risks
  32. Forgive myself sooner when those risks fail
  33. Test for understanding
  34. Learn to say no
  35. Learn to say no again
  36. Reward myself more often when good things happen
  37. The power of a goal
  38. The power of a goal that I have to report on
  39. When to give up on  an idea
  40. When to act on an idea
  41. The power of planning
  42. The higher power of a plan “B”
  43. How to take better care of myself
  44. The power of a great diet
  45. How to get to the feeling of “belief” sooner
  46. Setting up a good filing system
  47. How to write a book sooner
  48. No caring what others would say
  49. Doing what is right
  50. Sleeping better at night
  51. How powerful “brainstorming” is in understanding a problem
  52. The power of having a database of trusted people who can help solve a problem and letting them
  53. The value of being a friend

Sincerely,

Ron Finklestein
ron@akris.net
330-990-0788
www.businessgrowthexperience.com

 

Is there a difference between loyalty and responsibility?

Is there a difference between loyalty and responsibility?

In one of my mastermind groups, one of the members discussed some potentially life changing decisions he would be making in the next few month.

These decisions would impact many people and depending on his decision, some not positively.

When he was asked what was important to him as he decided, he discussed loyalty. As we explored his description of loyalty I realized he was describing my definition of responsibility.

I can be loyal yet not chose to be responsible. I can be responsible and not be loyal.

I am not sure which is more correct – him feeling loyal or responsible.

It was true that he was responsible for whatever decisions he made but was the decisions he made come from a sense of loyalty or responsibility.

Dictionary.com define loyalty as the state or quality of being loyal; 1. Faithfulness to commitments or obligations. 2. Faithful adherence to a sovereign, government, leader, cause, etc. 3. An example or instance of faithfulness, adherence, or the like: a man with fierce loyalties.

Dictionary.com defines responsibility as 1. The state or fact of being responsible, answerable, or accountable for something within one’s power, control, or management.

I am thinking he has confused being accountable and being faithful.

This is a hard concept for me. Do you make decisions from loyalty or responsibility and if so how do you distinguish between the two?

Do you have the same understanding when making personal decisions and business decisions?

 

Sincerely,

 

Ron Finklestein
www.businessgrowthexperience.com

Half of Success is Just Showing Up!

Half of Success is Just Showing up!

I run Mastermind groups and several clients asked this question, “Why are people late or they don’t show up when they register for an event?”

A variation of that same question is, “Don’t they understand how much time, energy and money we invest?”

We can expend this question to include: Why won’t people return phone call, especially where a business relationship exists? I am not talking about a cold call.

I do not believe these are time management issues. I think they are behavioral issues: lack of focus, lack of clarity on what is important, maybe laziness.

Those questions are legitimate and in my opinion they reflect very badly on people who exhibit this behaviors.

When I have a sales call with a prospect I try to never be late. I believe it is a sign of disrespect when I am late. There are times when I am late. It may be a traffic accident, a call running longer than expected, etc. When I am in that situation, I call the person I am planning to meet and ask them if they want to continue with the meeting or reschedule.

I was on a radio interview promoting my latest book, Make a Difference: From Being Successful to Being Significant, and I was on the call exactly at 3 PM. She commented on my time management. I told her if I were not on time it would be the ultimate of disrespect to her and her schedule. She is busy. She has a radio program to run. She is dependent on the time slot the radio gives her. If I am late it puts her in the rough spot.

I was watching 60 Minutes and they were profiling Alabama football coach Nick Sabin.  One of his player was late for a team meeting and Sabin asked him why, “I could not get my earring out,” was his response. Sabin asked him this question, “Do you care more about your earring than this football team?”

Sabin was interrupted by someone who could not get his earrings out? Really. Shows you where his priorities are!

When you are late or do not show for a meeting or event, think of the message you are sending about who you are? Think of what the prospect thinks if you are late: are you dependable, can I trust you to do what you say you will do, will you blow me off again in the future, what will happen when I share with you my problems? They have a busy day and you are negatively impacting their schedule.

There are four rules all (sales) professional should implement daily:

  1. Do what you say you will do.
  2. Do it when you say it will be done.
  3. Don’t be late.
  4. Be a good listener.

As the old saying goes, “half of success is just showing up.”

Ron Finklestein
www.businessgrowthexperience.com
330-990-0788
ron@businessgrowthexperience.com

I could not believe he refused!

Last week my wife and I went shopping as some of our favorite places – second hand stores. I was preparing for total knee replacement and I needed some durable medical supplies (canes, walkers, ice packs, etc.)

The store we visited is called Kathleen’s Kornor. As you can imagine Kathleen is the owner and a friend. She is on West market Street in Akron, what is referred to as the Highland Square Area.

While visiting, the internet went down and Kathleen could not take credit cards.

This individual wanted to buy a roll of shelving paper and had no cash. He wanted to use his card, which could not be processed because of the internet problems.

I offer to pay cash and only ask that he pay it forward. He actually refused.

Not wanting Kathleen to lose the sales, I gave Kathleen the money. He offered to reimburse me $1.

As I walked out the store I simply asked him to pay it forward.

As I walked out the door I wondered why he resisted our simply request.

This got me thinking about all the times I refused help because of pride, time, embarrassment and other strange things we humans sometime do to ourselves.

So now I have a request I would like you to pay it forward. My Coauthor Dr. Tony Alessandra if offering a DISC assessment at no charge ($79 value). Here are the details. You can receive some great information and help someone at the same time.

To Your Success,

Ron Finklestein
330-990-0788
ron@businessgrowthexperience.com

Not making your sales numbers?

If you are not achieving the level of success you know you are capable of achieving, take five minutes and go through this sales assessment. There is no charge and I will not ask for your email address. This will give you an indication of what you need to do differently. If after taking this assessment you want to learn more, just send me an email.

Here is the link. http://businessgrowthexperience.com/do-you-need-us/

Business Growth Advisor

Ron Finklestein
330-990-0788
ron@ businessgrowthexperience.com

Learn why so many smalll businesses fail! Please join me

DocFred Presents Ron Finklestein-

Why does a small business fail?

                             Sept 20, 2013

 

Friday, Sep 20, 2013, DocFred with Ron Finklestein-Why does a small business fail?You will learn:

1- Why do so many small businesses fail?
2- What are the business issues business owner’s biggest weaknesses?
3- What prevents them from seeking help?
4-  What they can do immediately to start making a difference in their success and much, much more…

The Amazing Women and Men of Power Network and Raven International presents this Friday’s- Amazing Men of Power & Music

This show will broadcast twice Friday, Sep 20, 2013, 10AM and again at 4PM CST.

You can also listen in: Friday, Sep 20, 2013 or any time by going to Visions of Success Talk Radio. All links below:
http://amazingwomenofpower.com/radio/amazing-men-of-power/ (for Friday’s show on ITunes also, AWOP 24.7) or even today at

http://lifecareerbusinesscoach.com/visions-of-success/programs/

If you found this interesting, pass it on to a colleague, family member, or friend.
DocFred would love to hear your feedback on this subject. Email: fredsimkovsky@yahoo.com 

Sincerely,

 

Dr. Fred (DocFred) Simkovsky, CMCP
LifeCareerBusinessCoach.com

Make a Difference: From Being Successful to Being Significant

Make a Difference: From Being Successful to Being Significant

As I get ready to go to Washington DC to testify in a court cases, I received notification that my next book is being released. It is called Make a Difference: From Being Successful to Being Significant.

It is short read about a successful business owner who forgot why he is in business.

He lost a major sale and was on his way to the account to save the deal when he is in a car accident. A special teacher shows up and helps him understand that he can be both successful and significant by making a few simply changes in his life.

It is a story modeled after the many clients I had who struggled in growing their business and finally understood there is really no difference when you are successful because you are significant.

I invite you buy this book and incorporate these powerful lessons in your life. My hope is it will change how you think, what you do and how you do it.

If you want to learn more about implementing these concepts in your business please go to Business Growth Experience and download our free report. It is a good start.

Sincerely,

 

Ron Finklestein

330-990-0788
ron@ronfinklestein.com

 

 

Is the Amercian Dream Dead?

I was asked recently if the American dream was dead. I wrote a blog post and I wanted to share it with you.

I posed it on my business blog and instead of duplicating it, I am sharing the link.

I value your comments and the question is a legitimate question. Please share your thoughts. Here is the link.

Ron Finklestein
Business Growth Advisor

330-990-0788

 

 

 

Gmail Changes – Warning

Google is at it again. These changes have already been made to my account!

Gmail is rolling out new features for their inbox and they’re starting to automatically filter your email messages for you (this also applies if you use Google Apps for your business email address!).

The emails of many of the people I follow are categorized as “Promotions” and automatically making them skip your inbox and putting them in a separate folder (similar to your spam box now).

This means you won’t see any of our awesome emails (or emails from others you follow) in your main inbox unless you adjust your Gmail settings!

Gmail will implement these changes over time so you may not see any changes to your email yet.

But, it won’t be long before your inbox is going to look much different then it does now.

When this happens all you have to do is change one little setting and save your changes.

Here’s what to do:

Click on and drag one of the emails from us to the “Primary” tab. Then make sure you click “Yes” when the alert pops up.

If you want to completely remove these new tabs simply go to the Settings box in the upper right hand corner of your inbox and select “Settings”. Click on the “Inbox” tab and unselect all categories except “Primary” (remember to save your changes!)

And that is it!

Now you won’t miss out on any important emails from others you follow (including us!)

A special thanks to Joe Polish for make me aware of this! This too important not to share.

Ron Finklestein
330-990-0788
ron@ businessgrowthexperience.com

If you are in Northeast Ohio on 8/13 I invite you to join me for a sales lunch an learn. No risk or commitment on your part. Here are the details: http://saleslunchandlearn.eventbrite.com –  seating is limited so be sure to register early. I need to know how much food to bring.

Rynd Speaks

This is the first chapter of my next book. It is a parable on how Bob uses  the Nine Laws to solves some very difficult personal and business problems. The Book is called Rynd’s Nine Laws for Personal and Professional Success – Going from Success to Significance. My coauthor Mike Larocca and I are very proud of this book because of the compelling story, the easy read and lessons learned. It will be available on Amazon in shortly!

Please read and enjoy.

Bob’s Drive

 

“Why am I the only person in this office who can do sales?”

Bob is seated in an elegant office, in a luxurious black leather chair at a cherry wood desk, none of which he ever seems to notice. He’s wearing a tailored gray business suit. His jacket is draped over the back of his chair.

Bob is facing Richard, who wears a tailored navy Armani suit despite holding the title Inside Sales Manager and thus rarely leaves the office. Richard begins to formulate a reply, but Bob cuts him off.

“No, scratch that,” says Bob. “Okay, fine, maybe I’m not the only person who can do sales. But I am the only person who will do sales, who does do sales. It’s not difficult. Everyone we contact needs this service. It’s a great service. It’s simple to see this. It’s simple to explain this. But why am I the only person who’s actually doing the work?”

“I –”

“Don’t answer that. I’m not in the mood right now.”

Bob realizes that right now’s not the time for a reasoned conversation. After a brief, almost guilty look at Richard, Bob says, “Let me go calm down first. Then tell me what happened with Greg and the Eastern contract.”

My reaction was unreasonable, Bob realizes as he leaves his office. But being annoyed at this problem is not.

Bob briefly wonders how long it’ll take Richard to return to his own office, and almost smiles, but his amusement quickly gives way to his annoyance.

Bob doesn’t mind doing sales. He’s good at it. It’s not what he would have envisioned himself doing twenty years ago, but he doesn’t mind sales. Or marketing. Or customer service. Or even purchasing, receivables, payables, or payroll.

Well, maybe not payroll.

No, the problem is that he is either doing or overseeing all of them, in too much detail, being pulled in 94 different directions at once. He owns a business that grossed four hundred grand last year and he’s still working harder than he would in a 9-to-5.

It just doesn’t make sense.

Bob enters the break room and is halfway to the water fountain before he stops. The table is cluttered with napkins and plates. On the counter beside the sink are several bottles of soda.

Unfortunately, Bob’s secretary chooses just that moment to open the opposite door and enter the break room. Ella’s smart “office chic” business suit, silk blouse, expensive shoes, and styled black hair make her look almost as efficient as she actually is.

“This is just ridiculous.” Bob throws his hands in the air. “Am I a business owner or a babysitter?”

“Bob, I thought you were –” she begins.

“Am I the only person who is even marginally engaged in this place? I can’t believe I have to tell you to keep the kitchen area clean, to take out the trash, to answer the customer emails on the same day. It’s ridiculous that you don’t know all this. It’s ridiculous that you aren’t already doing all this. Is it ignorance or apathy? No, wait, let me guess – you don’t know and you don’t care.”

Ella knows this isn’t true. She also knows that Bob knows this isn’t true. She enjoys working for him most of the time, but he can overreact on occasion. She suspects it’s the result of keeping such a tight lid on his feelings, but it wouldn’t be appropriate to tell him that.

The atypical situation in the break room leaves Ella stunned for a moment. In that moment, Bob leaves the room. He’s out of the building before she ever gets the chance to tell him that the so-called mess was in fact Bob’s workers setting up the break room for his 45th birthday party.

Bob quickly drives his silver luxury sedan from the parking lot, enjoying its smooth handling and easy power. He always enjoys the first minute of every drive, before his thoughts and plans move to the front of his mind and distract him from his surroundings. The first car he looked at cost more than he was willing to spend, but he likes what he bought instead.

He drives half a block along the access road, stops at the intersection where it meets the four-lane “proper” road, turns left when the light changes, and starts using his hands-free phone.

“Ella, it’s Bob. I’m sorry about that. Really. I shouldn’t have done that, okay?”

“Sure.”

“I’m going to Eastern to see if I can save this contract. I don’t know when I’ll be back. I’ll keep you posted.”

“Okay.”

Bob drives his car onto the interstate and accelerates rapidly. He notices that Ella seems subdued, which makes him feel guilty. “I’m sorry I blew up back there. You do a great job. I’d be lost without you.”

“No problem.”

“Okay. Bye.”

Bob ends the call, swerves around someone who apparently doesn’t realize that interstates also have minimum speed limits, and makes another call.

“I’m sorry I blew up back there,” he tells Richard’s voicemail. “It’s not your fault. Since this is a local customer for a change, I’m going down there to save this one in person. Keep pulling those numbers together. I’ll catch up with you later.”

After quickly checking his GPS to remind himself which exit to take, confirming that his memory is accurate, he makes another call.

“Greg,” he says. “Bob. Tell me what happened.”

“I –”

“Give me the short version.”

Greg pauses. “The guy with the title Purchasing Manager does not, in fact, make purchasing decisions.”

Bob exhales.

“Exactly,” says Greg. “All that effort explaining what we do, winning over a guy – and we did win him over – who can’t say yes or no. He’s got to go run it by his boss, and we’ve never spoken to her at all –”

“And he’ll lose something in translation.”

“Right,” says Greg. “That’s exactly right.”

“So we find out who she is and then we start over again.” Bob bangs on his steering wheel in frustration.

“It gets worse. While we were busy with the gatekeeper, Dickson got into the company president. She’s the one making the decisions.”

“Oh… fudge.” Bob breathes deeply. “Dickson. How did they find out who the decision maker is before we –? No, never mind how they found out. The question is, how do we fix this?”

Oh great, he thinks, flipping on his headlights and windshield wipers. Rain.

“Recommendations,” says Greg. “Testimonials.”

“What about them?”

“If we start over now, we sound like salesmen.”

“That could be because we are salesman,” says Bob, chuckling.

“We know why we’re different from our competition, why Eastern should hire us instead. But we can talk ourselves blue in the face explaining that and it won’t be as effective as recommendations from our customers.”

“This is true,” says Bob. “But unless you know how to get our customers to drop whatever they’re doing and just jump in ahead of Dickson right now to tell Eastern just how great we are…”

Ahead of Bob, a car brakes suddenly. The lanes on this stretch of interstate have a way of suddenly ending or turning exit-only and panicking those unfamiliar with it, so he isn’t surprised, but he is annoyed. He swerves left and wonders why he’s so easily annoyed these days.

“We could always sabotage them,” Greg mutters, followed by a noise that doesn’t travel well from hands-free phone to hands-free phone.

“Did you just laugh nervously?” Bob asks.

“What?”

“I’ve read about that in books – oh, how I wish I had time to read books again – but I don’t believe I’ve ever heard it before. Was that a nervous laugh?”

“Um… no… um, I was just joking about sabotage –”

“Of course you were joking. Sabotage would be unethical.”

“It would,” Greg quickly agrees.

“So we don’t do that. We don’t sabotage Dickson. We reframe the job.”

“Reframe.”

“Sure. Reframe. If we’re bidding against an incumbent, we make the old entrenched methods look bad. If we’re the incumbent, we make our insider knowledge critical. If we’ve got a better reputation for data security, we play up the threat and likelihood of compromising a system. If none of our competitors provide a single point of contact, stress that we do and why it matters. If we’ve got a less experienced team, we play down the need for expertise and talk up our ability to do the same work at lower cost. If we’ve got a more experienced team, we play up the value of experience, and the peace of mind they’ll enjoy knowing that our people are all hired, trained, and in place. Make what we do best seem vital and what others do well seem not so important. Stress the critical importance of anything we know that our competitor doesn’t. Reframe.”

“Ah,” says Greg.

“Ideally before they call for bids, of course.” Bob takes the exit that leads from the interstate he’s on to the interstate he wants to be on. “Oh, have they called for bids on this yet?”

“Not yet.”

“Great! We are in there! We can help them decide what to stress in the RFP. If Dickson can beat us on what does matter to the customer, we bid on what should matter to the customer. Can you meet me in –”

Bob is driving in the leftmost of five lanes, which quickly narrow to four and then three lanes, and he needs to shoot to the far right lane within the next mile. This particular stretch of interstate brings out the worst in the lane jockeys, no matter the weather, especially if there’s a slow-moving bus or truck.

Bob is momentarily distracted by his phone call and therefore unaware of the car on his right, in his blind spot. The car veers to its left and smashes into Bob’s car at 73 miles per hour.

The road is newly wet, when the asphalt is at its slickest. Bob’s car skids. Badly.

Failing Forward,

Ron Finklestein
330-990-0788
ron@ businessgrowthexperience.com
www.businessgrowthexperience.com – Download the free report
www.businessgrowthexperience.net – Sales Membership Site – try it today!

 

 

Choice Points!

What is a Choice Point?

A Choice Point is a point in time where you choose – make a decision to do something different.

In one of my mastermind groups, we were on-boarding a new member and each member discussed the value they received as a member:

  • I am lonely because there is no one I can discuss important issues with. My wife doesn’t understand, my employees have hidden agendas, and others simply do not understand the complexity of what I do.
  • I need someone to hold me accountable. I know what to do but many times I won’t do it.
  • When I am making a big decision I ask myself what questions would my mastermind group ask me. I make better decisions as a result.
  • There are no hidden agenda and I know the feedback I receive is real. The members only have my success in mind.
  • And I could go on!

Each member came to a point in their career where they made a decision to get involved, to be committed. They came to a Choice Point and made a decision to do something different.

Choice Points can be the results of external events (the economy, death in the family, divorce, etc.) The can also result from internal events (decision to get married, have a child, change jobs, etc.) A Choice Point comes from the need to do something different. It can be embraced as a positive event and proactively embraced or actively resisted.

One choice suggest acceptance. One choice suggests struggle.

It is a choice – a Choice Point!

Some members join the Mastermind and actively embraced the change. Others joined the Mastermind and resisted the groups’ participation. The ones who resisted are no longer members. The ones who proactively embraced the Mastermind are growing personally and professionally. It is just a choice!

To Your Success,

Ron Finklestein

Check out http://www.businessgrowthexperience.com and download our free report: Six questions Prospects Want Answered Before they buy.

If you work in Northeast Ohio and want to attend our Sales Lunch & Learn events please click here http://saleslunchandlearn.eventbrite.com.

 

 

What I learned at my Sales Lunch & Learn

What I learned at my Sales Lunch & Learn

I do a monthly lunch and learn sales coaching program each month. In an effort to reach more people I recorded the session and posted it on YouTube. The link is below. I do not plan to keep this public long so if growing sales is important to you, take some time to watch/listen to this video.

After a short while, I will make this video private and only my client will have access to it via Google Plus.

This video was recorded live as part of a coaching session to private clients of Ron Finklestein and the Business Growth Experience. Ron discusses some challenges sales people must overcome, what business owners expect from people selling to them and nine actions they must take to become more successful. To learn more on implementing these actions please check out our sales training web site at http://www.businessgrowthexperience.net.

If you prefer personal coaching, check out http://www.businessgrowthexperience.com and download our free report: Six questions Prospects Want Answered Before they buy.

If you work in Northeast Ohio and want to attend one of these Lunch & Learn events please click here  http://saleslunchandlearn.eventbrite.com.

 

http://youtu.be/nv_sfMZ8Vz0

Can I invite you to coffee?

Can I invite you to coffee?

I give myself permission to call people I want to meet and invite them to coffee.

Here is my approach.

“Hi Bill, this is Ron Finklestein. I been hearing good things about you and I would like to buy you a cup of coffee. I have no agenda others then getting to know you a little better. Are you open to having a cup coffee?”

I have never been turned down using this approach. It is not unusual for this meeting to be schedule out a few weeks but I have never been refused. I do this once a month and I do it for me. I want to learn what others do to be successful so I can be more effective at helping my client grow, prosper and get results.  

There are some things you need to know when you do this. Be authentic, don’t use it as a ruse to get in front of them and sell them something, be open to what you can learn, and be a good listener.

I recently did this with a gentleman who recently sold his business.

We had a great meeting and he told me why he met with me. “I never had anyone just want to have coffee with me who approached me the way you did. I was curious.”

During our discussion I asked him how I might help him achieve his goal. He said, “I never had anyone ask me that question before.”

I could tell there was something he wanted to share so I waited for him to make up his mind. Finally he told me that he wanted to get into coaching and he was concerned because he had no methodology. We then talk about my methodology and how it was created. I told him I could shorten his process if wanted to license my approach.

He had to leave to catch a plane and told me he would read some material and let me know next week if he wanted to proceed and learn more.

This all happened because I reached out.

I do group sales training and I shared this story with them. None could believe I would set up meeting without the purpose of getting business. I explained to them that you can have different purposes in meeting others: curiosity, networking, referrals introductions, problem solving, asking advice, etc.

The universe works in mysterious ways. I just follow my path and if I like someone I tell them. If I want to learn more I ask them and I never leave a meeting with someone I just met without asking these two questions:

  1.  What are you hoping to get out of our meeting today? I ask this because they are meeting with me for their reasons and it is useful to know what they want.
  2. What is your goal and how can I help you achieve it. People are surprised by this because most do not have goals. This helps bring some clarity to the meeting.

Give yourself permission to call someone you find interesting and ask them to coffee. Tell them you the truth; that you have no agenda and you just want to learn about them.  Watch how both you and the other person change. Be prepared to create some new meaningful relationships and be open to whatever the situation offers.

To Your Success (However you define it)

Ron Finklestein
330-990-0788
www.businessgrowthexperience.net (my sales training membership site)
www.businessgrowthexperience.com (my consulting site)
www.ronfinklestein.com (about me)

 

 

 

Our gift to you – our readers

Our gift to you –

 

As a sales trainer and business coach, one of the biggest problem I  see is lack of follow through-not because they can’t follow through – but because they do not remember to follow through. This is because they do not have a process, system or method that works they can use daily. This lack of follow through is most pronounced in the sales area.   

 

Dr. Tony Alessandra created an 60+ page eBook on how to sell collaboratively. The content of this book is extraordinary. It is a complete, proven process on selling that works. As a thank you for being a reader, I am making this eBook available to you.

 

Please read it, use it and implement what is discussed. It will make sales easy.

 

Just click on this link and you will be taken to the page to download the Collaborative eBook:

http://www.businessgrowthexperience.net/ron/

Enjoy!

Ron Finklestein
ron @businessgrowthexperience.com
www.busineessgrowthexperience.com

Have a Hero – Be a Hero!

Have a Hero – Be a Hero!

I am planning to do a series of posts on what people to do to make positive change in their life. I asked many people their tips and strategies for making change and have received over 100 good comments. Over the next several months I will be posting these tips and strategies. I am not sure if I will do all 100 but I will share some very good ones going forward.  

Before I post the first tip, let me give you some background. I wanted to help a client make some personal changes and I was getting stuck in helping him through some personal changes so I asked for some help. I sent out an email to several trusted advisors asking them how they introduce change in their lives and the outcome they experienced in introducing change. Their responses were incredible.

The most notable outcome they experienced in creating personal change is the expanding of their three foot circle. They created a more global view of the situation. They saw thing differently and they are better able to choose their response for the situation.

These articles will occur in no particular order. I am writing about them as it makes sense for me. I would encourage you to share with me you particular strategy for dealing with change, creating changes or helping others deal with change.

Here goes. The first one is – Have a hero, be a hero! (Special thanks to Joe Smucny for this one!)  

Can you imagine how you will live your life knowing you are a hero to someone: a child, employee, coworker, wife or husband? What if you knew someone would ask you why you did something. What would you say? How would you say it?

Can you imagine how you would live your life if you had to answer to your hero for every action you took: Bill Gates, Steve Jobs, Ben Franklin, Jesus, Buddha, or any of the thousands of people who could qualify as heroes? How would you answer their questions?

This raises the bar. It requires that you think about your actions and the impact they have. It requires that you take action, ownership, and responsibility for all things in your life.

This set the bar high and I like it.

Who is your hero and what action do you take to be like them?

Who do you want to be a hero to and what examples will you set for this person?

Please share your strategy for personal growth and change. You can email it to me or you can post it here. Please know if you send something to me you are giving me permission to use it.

Sincerely,

Ron Finklestein
www.businessgrowthexperience.com
ron@ businessgrowthexperience.com

330-990-0788

 

Why Won’t People Buy From Me??

I wrote this post for a lead generation site I write for and thought you would find it useful.

Please click on the link below and you will be redirected to www.businessgrowthexperience.com. I do that because when you go to www.businessgrowthexperience.com you can opt-in and receive a 40 page report that goes into far great detail about why people don’t buy than I do on the video.

http://businessgrowthexperience.com/2013/05/02/short-video-why-people-wont-buy-from-you/

Enjoy and as always comments are welcome

Ron Finklestein
330-990-0788
ron @ businessgrowthexperience.com

The Fuel that Drives the Engine of Your Sales Success

The Fuel that Drives the Engine of Your Sales Success

It is important to identify the prospects that will have the highest need for your product or service.  These are your best prospects—the ones who are most likely to buy, use, and recommend you and your services.

When you have identified your best prospects and know where to find them, you can use your marketing skills to generate leads that will most likely result in profitable sales. Qualified lead generation is the fuel that drives the engine of your sales success.  The techniques discussed here can keep you supplied with highly qualified leads.

How can you identify those prospects that are most likely to want to hear your message? And, once you’ve identified the profile of those most likely to buy—your TOP 20%—where can you find prospects in large numbers who fit that profile?

Begin with an analysis of your sales over the last year or two.

In your analysis, you look at three things:

1.            Who bought what?

2.            How did you find and sell those customers?

3.            Why did they buy what they bought?

Possessing the right marketing skills is crucial in properly identifying the right kinds of prospects for a company. Smart companies accomplish this responsibility by profiling the top twenty percent of their current customers who typically provide eighty percent of their profits.

Looking for new business is very expensive. Therefore, companies need to avoid the wrong kinds of prospects for them.  Just as it is critical in distinguishing the attributes of the right prospects, a company needs to outline the characteristics that make-up the bottom twenty percent of their customer base. Anybody in business can easily recognize who the complainers, price-grinders, and transaction-oriented clients are. By clearly understanding the bad traits of those bottom twenty-percent, companies can much easier avoid the wrong prospects.

This is a review of one chapter from our (Dr. Tony Alessandra and Ron Finklestein) new book. Let us know and we will notify you when it is through the publication process. The book is called The Definitive Sales Playbook: How to Grow Sales and Retain Customers (Soon to be available on Amazon.com.

Ron Finklestein
Download our free report on the Six Questions Prospects Want Answered BEFORE they Buy from YOU. www.businessgrowthexperience.com
ron@businessgrowthexperience.com
330-990-0788

 

 

How to Get a Meeting

How to get a meeting!

I was at an event where a business broker was discussing how to prepare your business for sale to get the highest dollar when selling. At the event I met several people.

I received an email a few days later from one people who simple said: “I want to meet with you and learn more about your business to see if I can help. Are you available for a meeting?”

Naturally, I said yes and we had a great meeting. Ironically she bought from me.

Contrast that to the emails I receive (sometimes daily) where some internet company (typically web design) sends me an email that talked about how good they are: we are from India, we have these skills (and proceeds to list them), we have all these employees, we worked with all these great companies, and you should hire us.

They don’t tell me why (what’s in it for me), they don’t tell me why I should care and most importantly they don’t tell me why I they are the best (right and safe choice) for me. This is a problem because I have worked with some Internet marketing companies and they don’t response after they take your money. It is frustrating because it is impossible to stop these types of emails other than make them as junk.

If you want a meeting, tell me what’s in it for me. It could be as simple as I want to get to know you better. Someone recently did that and I spent 30 minutes on the phone with him and we agreed to have a follow-up meeting.

When requesting a meeting there are three things to keep in mind:

  1. Tell the person the purpose of the meeting – be clear.
  2. Tell them what you want to cover – have an agenda – they can’t read minds.
  3. Tell them why they should meet with you (answer that lifelong question of what’s in it for me?) Put yourself in my shoes and ask yourself is this a good reason. Be brief.
  4. Suggest a date/time so we can eliminate phone tags – in the event the other person accepts the request.

Have a great meeting.

Good Selling

Ron Finklestein
330-990-0788

Ron @ businessgrowthexperience.com
www.businessgrowthexperience.com

p.s. Download your free report: Six Questions Prospects Want Answered Before They Buy at www.businessgrowthexperience.com

 

 

15 Things and Some Feedback

I wanted to share with you some articles to help you grow sales and share with you some good news.

First the good news: We open a Business Growth Experience Sales Rainmaker office in Solon. This office will be run by Tom Schroth. This is important to you as a client, because you can attend any of our sales training session, in any office, as part of your membership in the Business Growth Experience. Our goal is to make life easy for you and you can expect more announcements. To find out more call Tom @ (440) 836-4211 / tom@tomschroth.com.

Many people have wrong ideas of what selling is all about. We challenge these myths in this brief article entitled: 15 Things I wish my Mother told me about Selling

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=801

Many people go about asking for referrals in a way that leaves a bad impression. Here is one I recently encountered that I want to make you aware of so you do not make the same mistake. The article is called: How to Alienate your Referral Partners

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=781

Many people in sales understand how important it is not to take things personally. When you realize it is just feedback you can respond as the situation calls for not jump to conclusions.

If the hyperlink does not work just click here: http://businessgrowthexperience.com/?p=768

To learn more we are conducting a workshop on how to grow sales. It is 10/10/12 at the Wellness Center in Montrose. In this workshop you will learn some of the common “secrets” successful sales people know and use daily: Six reason prospects do not buy, the one major hurdle we must all overcomes, three proven ways to grow sales and so much more. There is no charge but registration is required.  We are filling up fast and I would encourage you to sign up now while you are thinking about it. We are limited on space and we are only allowing ten people into this event. If the hyperlink does not work just click here: http://becomearainmaker.eventbrite.com/

Lastly, we like helping people grow sales, increase revenues and shorten the sales process. As a result we are making available to you a eBook to simplify your sales process. If you are having trouble getting in front of the right people or closing the sales, this report is for you. It is called Six Questions Your Prospects Want Answered BEFORE They Buy. Just go to WWW.BUSINESSGROWTHEXPERIENCE.COM to download your report.

To Your Success,

Ron Finklestein
330-990-0788

ron @ businessgrowthexperience.com

p.s. please drop me an email and let me know how you are using the articles I post. I will share selected comments going forward as a way to share ideas transfer knowledge.

It is just feedback

There is a blog post on www.businessgrowthexperience.com that discussed a concept near and dear to my heart called, ” It is just Feedback.”

Most people see feedback as criticism when in reality it is nothing more than feedback. If someone likes something you did, remember, it is just feedback.

If someone does not like something – it is just feedback.

If someone buys from you, it is just feedback. Same when they do not buy.

Here is the article – Enjoy

http://businessgrowthexperience.com/?p=768

Ron Finklestein

 

Business Growth Experience Update

This is different from my normal blog post.

Frankly, I just wanted to share some good news. Today we want to bring you up to speed on all the changes and good things that have happened and how they affect you and your business.

Our newest Product: Business Growth Experience Sales Rainmaker Program

We have spent the last 10 years helping some businesses grow sales and solve a variety of business problems. We still do that and we added a new product to help you. In addition to Business Growth Experience memberships site, marketing programs, workshops, seminars and group coaching, we added the Business Growth Experience Sales Rainmaker training program. This program is designed to make you more successful by helping you to grow sales, increase revenues and shorten your sales cycle. We are so confident this program will work for you we offer a 100% Return on Investment guarantee. To learn more call Ron Finklestein at 330-990-0788 / ron@businessgrowthexperience.com or attend one of our executive briefings.

What Others Say Who Have Been Involved in The Business Growth Experience

“Before the Business Growth Experience we were averaging 2.7 new clients per month. After working with the Business Growth Experience we are averaging 7 new clients a month. In one month we paid for your service.” Ron Conte, Akron Payroll & Tax

Executive Briefings – Business Growth Experience Sales Rainmaker Program

To roll out the Business Growth Experience Sales Rainmaker Program, we are conducting several executive briefings. Here is what you can expect to learn:

  • Three ways to increase sales in any business
  • The six reasons your prospects do not buy from you
  • The seven expectations your customers have of you
  • The single biggest sales issues we must address and why it is important
  • Learn how to use social media as one tool to generate leads and grow sales
  • What you can do to grow sales now
  • Why marketing is the critical and usually missing first step in a sales process for small business owners
  • How to make your customer feel you are the right and safe choice
  • And so much more…

If you are in Summit County, go here to see our schedule: http://becomeasalesrainmaker.eventbrite.com.

If you live in Cuyahoga County (East Side) go here http://solonbge.eventbrite.com.

More Good News

Tom Schroth has joined the Business Growth Experience as a trainer specifically for the Business Growth Experience Sales Rainmaker Program. Tom’s background encompasses a broad range of experience including franchising, small business start-ups and work in corporate America. Holding a degree in Marketing and Business Administration with 20+ years of Entrepreneurship, Tom is often described as a Teacher / Trainer with the soul of a Sales Person and the heart of an Entrepreneur. As a coach and consultant he brings the Best Practices of corporations, personal experience and “outside the box” creative thinking to come up with effective unique solutions. Tom will be facilitating the Sales Rainmaker Program and the Business Growth Experience throughout Cleveland and Northeast Ohio. Tom can be contacted at tom@wboardgroup.com and 440-836-4211.

Next month we will be announcing a new training for Stark County. Stay tuned.

49 Marketing Secrets (THAT WORK)

Ron Finklestein’s book 49 Marketing Secrets (THAT WORK) to Grow Sales continues to sell internationally. We recently receive a contract from a publishing house in mainland China to sell the Chinese translation of the book. It is exciting to have the book exposed to over one billion people.

49 Marketing Secrets is currently sold in Saudi Arabia, Indonesia, India, The Czech Republic, The United States and now China. To order the book from Amazon just click here

Small Business Talk Radio

Ron Finklestein has been asked by long time small business talk radio host Dale Stefancic to co-host Small Business Talk Radio.  We are on every Wednesday from 4:30- 5:30 PM on 1330 on the AM dial or through the Internet at WELW.com (press the listen now button.) We work hard at showcasing local business owners and dealing with important business topics in the small business market. Please join us and let us know what topics you are interested in hearing about. Email me at ron@businessgrowthexperience.com with your suggestions. During the month of August we are going to talk about finding the money. We will have a banker, third party financing representative and a chief financial officer talk about how to find money in your business.

Are you Proud to be in Sales?

It took me many years to fully appreciate the power of being in sales. When I am selling, I am proud of what I do because selling is a profession where I can change the life of people I work with, feel good about it and get paid for it. I hope you feel the way. If not call me and let’s talk because anyone who is not proud of their product or service will struggle.   See more in our latest blog post.

Our Latest Blog Post (Why is Sales So Hard?)

Selected Business of the Month! How to Save Money!

I just meet Joe Campbell. Joe runs a business call the Buckeye Xchange. The Buckeye Xchange does business through barter. He has a good story and you will learn how to grow your business and save money at the same time. Check it out: http://www.buckeyebarterexchange.com . Tell him Ron sent you. If you prefer a person to talk to you can reach Joe at 330-659-0225. There are over 200 businesses already participating.

 

Regards,
Ron Finklestein
ron@businessgrowthexperience.com
www.businessgrowthexperience.com (download your fr.e.e. report Six Questions Your Prospects Want Answered BEFORE They Buy From You)