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If you really want something in life, you absolutely must commit to going for it 1000%. You must live, eat, sleep, breath, be willing to die to get what you want. Watch this video and enjoy!
How many articles have you read on the topic, "how the way we do business has radically changed over the past 5 to 10 years", or something related to that.
Everyday another expert offers his or her opinion on how the business climate has changed and the absolute steps you must take or fail miserably. You know what, they're all correct. Technology has repainted the business landscape. You know what else, they are all missing and dismissing one critical element though.
RELATIONSHIPS! No matter how you slice business, at the end of the day you still have a product or service to sell and those who develop sincere relationships sell the most.
Don't get me wrong, use technology and new paradigms to meet and reinforce relationships. But at its core, businesses are built by face-to-face and over-the-phone interactions. Over 80% of all communication in non-verbal, according to the most recent Stanford University study, so you must commit to honing your interpersonal communication skills.
Here are 5 actions to take now to build your interpersonal skills:
Okay, okay, one last one...
...send a hand written note to new contacts that includes just a brief note about something you either talked about or have in common. They'll never forget you for it, and it will fortify solid ground to build a genuine future on.
Technology is wonderful. It has changed the way we do business from a functional standpoint. Use it to augment relationships, but don't ever let it get in the way of real relationship building skills. People still buy from people. Go out, shake a hand and make a friend.
Do you play a sport? Actually, do you do anything competitively?
If you're reading this, it's safe to assume you do. When you want to improve your skills, performance or results, who do you surround yourself with? People like you with similar level of talent that you can relate too, those with inferior abilities so you can dominate, or do you demand of yourself to compete against stronger talent?
Most people play against similar talent levels or lower talent levels, and that's exactly why they never improve. You see, when you your standard is set exactly at the level you're currently at you will never improve. Even worse, when you compete against lesser talent your level doesn't stay the same, it DROPS.
You actually get worse by lowering your competitive level. Your standard winds up becoming that of your competition. If that's the case then you must raise your standards and compete against, sell against, work with, and play against opponents that are significantly better than you.
You become who you spend your time with. I bet if you look at and analyze your peer group, you probably earn within $5,000 of what the average is and you probably weigh within 5 pounds what everyone else does. If you want different results, raise your standard and develop a higher performing peer group.
You don't have to say goodbye to your friends. Help them raise their standards and bring them along for the ride. Bottom line, you become who you spend time with. So, do you want to compete against a lesser opponent, similar opponent or someone or some company that is significantly stronger than you?
Here is a list of my most frequently asked sales, business and overall life questions. The answers are distilled from years of failure, years of success, and also come from some of the most successful people on the planet. Enjoy!
Question: How early should I get up?
Answer: At least an 1 1/2 before everyone else you're competing against. You need that time to prepare mentally, emotionally and physically.
Question: How come I always get the same objections?
Answer: You're presenting the same way every time, delivering no value, making undue assumptions, not asking thought provoking and insightful questions and you're not prepared.
Question: What's the best way to plan my day?
Answer: Pick a system, one system only, and focus all your efforts on making it work for you. Don't use two or three different methods. There are dozens of great systems out there including just a pen and paper. They all work if you use them. Pick one and stick with it.
Question: Is eating well and exercising that important?
Answer: Let me put it to you this way - if there's no fuel, or the wrong type of fuel, in your car's tank you're not going anywhere. Your goals, dreams and aspirations require fuel.
Question: I can't get passed the gatekeeper, what should I do?
Answer: Much has been written on this area. Keep it simple. The simplest way, connect with them through social media and build a relationship. Earn the right to approach them. Next easiest approach, find a salesperson at the company and have them introduce you around. Salespeople love to talk and give you information.
Question: What can I do to get my voice mails returned?
Answer: Be creative, add tons of value, earn the right to receive a return call, and when all else fails - hang up in the middle of your message. Curiosity will cause most of your messages to get returned.
Question: What are the best places to network?
Answer: Chambers of Commerce, local business mixers(Business Journal event, breakfasts, seminars), networking clubs(only if they make sense for your business model), health clubs, Toastmasters, civic organizations, the airport, social media, anywhere there are potential clients.
Question: How do you stay in such a great, upbeat mood all the time?
Answer: This isn't a Greg trait, but rather a trait of all high performers. We take care of ourselves physically, emotionally, and mentally. We read something inspirational throughout the day, we review our goals daily, we exercise on a regular basis(usually 5 days + per week), we fuel our bodies with high quality nourishment, we have a positive outlook on life and tell ourselves such, and we look for the good in every situation no matter how dire it may be.
Question: What's the best method you've found to close someone?
Answer: First, this isn't the 1960's. Build a relationship and become friends with your prospect, build more value than anyone else, create a winning environment, act selflessly, and let them buy - don't sell.
There are dozens more questions, and these listed are condensed into what I get asked most frequently. Now, how can you apply them to your own life?
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