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Archive for July, 2012

Monday Morning Jump Start™ #16: Olympic Gold

Posted By Michael Roby | Monday, July 30th, 2012

What would it be like to say you are THE BEST IN THE WORLD?

In London over 10,000 competitors from 206 Nations are participating in the Games of the XXX Olympiad. These Olympians, a remarkably diverse group of people in a variety of events, all began their quest to qualify to go to London with a common goal: to be The Best. All wanted to be on the podium, receiving a medallion on a ribbon… an Olympic Medal.

A podium in London was the destination, but some of the best stories are about the journey. Tales of sacrifice and dedication abound in these Games. Some of these people have spent the majority of their lives training, sweating, preparing for what might be a once in a lifetime opportunity. An advertisement for Oakley in Sport Illustrated says it well:

“Trained 12 Years For An Event That Last 12 Seconds”

Successful consultative sales presentations, ones which result in a client taking action on your recommendations and achieving their desired outcomes, might last for a matter of minutes or hours, often spread over multiple meetings. A sales presentation is a unique form of competition, where success means both parties win and failure means both parties lose. Your preparation determines the success or failure of these presentations. What are you doing to prepare yourself to help your clients and grow your business?

Successful outcomes require successful preparation. Maximized performance and superior outcomes require dedication to your craft. Dedicate yourself to professional preparation and win your  “Gold” for yourself!

Work Hard & Have Fun!™

The 2nd Person Paradigm™: “I” vs. “You”

Posted By Michael Roby | Wednesday, July 25th, 2012

No, this post is NOT about personal confrontation; it’s about persuading, teaching, and selling.

A financial advisor who is a coaching client asked me to review a new promotional piece for his business. Reading through it, it became apparent that the focus of the piece was his business, not the needs of his clients and prospects.

How can such a thing be said? Because every paragraph started with the word “I”.

Review your sales and marketing materials. Scan your business letters. Listen to your sales presentations. Do you discuss, interview, and present with a focus on what you do or the benefits to your prospects and clients that result from what you do? If at all possible, change the phrasing from first person  to second person. Make it about THEM!

Work Hard & Have Fun!™

Monday Morning Jump Start #15: What Can The 5% Solution™ Do For YOU?

Posted By Michael Roby | Monday, July 23rd, 2012

Air travel is unbelievably safe. With 4.03 fatalities per million flight hours*, you have a much greater chance of dying in your home or car. However, commercial airlines are OFF COURSE 98% of the time. We rely on airline pilots (and the autopilot) to make continuous minute corrections to allow us to arrive safely at our destination. Small changes in direction make all the difference in determining our final arrival point. For example, you get on an airplane and leave Los Angeles for New York on a bearing of 65º. If you leave on a bearing of 63º, you end up in Boston… about 200 miles off course!5 percent solution logo

The 5% Solution™ says that small, incremental changes in business behaviors result in huge differences in outcomes. For example, small improvements in sales and marketing strategies can increase – or decrease – sales by 30-40% a year!

Successful practices make a huge mistake attempting a total reinvention, but slight changes in practice can mean tremendous changes in results for you and your clients. Ask yourself the following question:

What incremental changes can I make to produce significant changes in outcomes?

Make a list of three such changes. Do your homework to make your best decisions. Enlist the help of others Build a timeline for implementation of these changes, and take action. “Attack & Adjust.”™ Put The 5% Solution™ to work for YOU!

Work Hard & Have Fun!™

* Sources: NTSB Accidents and Accident Rates by NTSB Classification 1998-2007