Chase 10 rabbits at one time … you go hungry! Focus on CCE

Change your thinking … change your life.

From "I can't" to "I can AND this person wants to help change my life for the better!" Is the message to market match.

Stay focused on the truth not the presenter!

Life is like a combination lock … I have 3 of the numbers, I'm on a search for the person with the 4th number!

Tone of voice Words used What they say they want and what they really want Benefit statement Positioning are you begging, bragging, or bringing good services & products How you view their world (gatekeepers as a hindrance or a help) How you use time (with wasted words, social niceties, concrete steps or profitable concepts) Values the same as theirs or different

You know sales is all about words-and you want to find those precious few, spine tingling words that'll compel the decision-maker to call and invite you in for a face-to-face meeting!

You know clients are all about answering the unspoken question, "What's in it for me if I do business with you?"

You've got the ability capture and hold each prospect's attention with a knock-their-socks-off benefit statement that you can count on to:

- Give you the results you want, potentially lucrative appointments with real decision makers; - Blast you past the gatekeeper and get your meeting inked into the decision-maker's calendar; - Get "Top Dog" prospects to call you back when you leave a voice mail message. - That'll compel the decision-maker to invite you to the hallowed halls of the executive suites for a face-to-face meeting. - Create so much anticipation that your prospect is really, really glad to see you when arrive for your appointment. - Redirect your prospect's objections with effective terminology that is non-threatening and non-selling. Work for you, even on the days when you don't feel like cold calling!

Funny how you don't hear much about this mind-blowing, powerful skill.

You hear a lot about big sales that have been made. You hear a lot about how so and so did such and such. And even more about using tips, tools, and techniques to get your foot in the door … but you don't hear about the single most important sales skill.

When you get right down to it, it is more of a character trait than a skill.

Self-control vs self-indulgence: instant obedience to the initial promptings of god's spirit Rejecting my own desires and doing what is right in all areas of my life

Warning! Ignoring this trait will cost you … big time.

No kidding. This one trait is responsible for success in losing weight and success in sales.

In my youth I served in ministry. Among the young people I hired to help out were two obese young women.

Weight was not the problem. Their poor character traits that led to them becoming obese, however, were a big problem.

One of the girls went so far as to have her stomach stapled – almost killed her, but she went through the process and then lost 100 pounds or so then put it all back on and then some … this time stretching what was left of her stomach beyond belief. She still felt completely helpless saying, "Nothing will work for me."

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