- The first secret is: know why you do what you do. This should be obvious. What is your immediate goal regarding a client. Do you want to sell him something? Do you want to him to recommend you? Do you want to know what he wants or needs – so you can focus on what’s important to him?
If you want several things, set your priorities and focus. - I strongly recommend that your first goal be: determine the client’s needs. This involves asking questions. Don’t decide in advance that the customer wants your offer. Determine if it can serve him.
Continue only if it turns out that it can.
Respect your potential client. If he/she has no need for what you offer – don’t try to force it on him.
Typically, people will appreciate this, and recommend you to friends that can benefit from your offer. This can be worth much more than a single sale. - The biggest secret is your belief in your own success.
- Belief in yourself
- Belief in your business
- Belief in your products
- This leads the way to additional Secrets:
- People notice the energy that we project. As you speak, your energy level reflects your belief in each of the three elements for success: yourself, your business and your products.
Lack of belief in any one of these may raise questions as to the reliability of the entire offer. In any case, it waves red flag and may cause your prospect to run as fast as he can. - Most people make decisions based on emotion. Therefore, the “facts” are less important than feelings that arise as we speak. Here, again, our beliefs dictate the energy levels we radiate.
- Now, know this: even if you conduct yourself exactly as described above, many people come up with “objections” whenever they are offered anything. These objections represent fear. The question thus becomes – how can we present an offer in a way that will not frighten a prospective client; will allow him or her to hear and listen to the offer, and subsequently make an informed decision? To answer this question, we must determine what is causing the objection? What is the prospective client actually afraid of?
- Does it have something to do with the offer? If so, ask that they clarify the objection. In this way, they may perhaps be able to consider it without fear.
- Alternatively, their fear may reflect our own fear– of rejection, of failure, of being seen as pursuing our own interests at the expense of others.
- People notice the energy that we project. As you speak, your energy level reflects your belief in each of the three elements for success: yourself, your business and your products.
In my opinion, this is the most important secret to success – we must first of all believe in our own success, knowing that any bumps on the road to success represent only minor setbacks. It says nothing about the quality of the road … Or about the certainty of our inevitable success.
This does not mean that the road to success has become a superhighway. On the contrary, it is important that we be prepared for the bumps in the road as well as the occasional potholes.
Keep in mind, though, that they are only potholes.
To Your Success
