The Success Institute -Developing your most important assets, your people Anne Wilks - MindLeaders Vital Learning

BE A WARRIOR !!!
by Jeffrey J. Mayer

A warrior is a person who looks at everything as a challenge. An
ordinary man - or woman - looks at everything as either a blessing
or a curse. (Or maybe they see themselves as victims.)

Pick up a newspaper. Listen to the radio. Watch the TV.
The news is depressing.

==> The stock market is down.
Investors are losing money.

==> There's another business scandal.
        Enron, Worldcom, Global Crossings and Tyco. High-flying
        companies whose very names have become synonymous with
        scandal have left American business tainted.

==> Unemployment is up.
        Another company is announcing a round of layoffs. They're
        saying that business is bad so they're closing some plants.
        They're saying that business is bad, so they've got to cut expenses.

==> There's labor strife.
Major companies - like United Airlines, Boeing, and even Major
League Baseball - deal with tough labor issues.

Though the news is bad, for the most part, how does it affect
you and me? It doesn't!

It doesn't need to get in our way. It doesn't need to slow us down.
Not for one second.

We can still grow our businesses, become more successful,
and make more money.

To do it, we need a different attitude:

        * Confidant!
        * Defiant!
        * Undeterred!

One that states:

        * I'm going to find new customers!
        * I'm going to find more people to buy my products!
        * I'm going to close more sales!
        * I'm going to make more money!
        * I'm going to be successful!

Show your FIGHTING SPIRIT !!! Don't let anything get in your way!

There was a sign on a company's wall during the Depression that read:

Rumor has it that there's a Depression going on.
But we've decided not to participate.

If you think business is bad, it becomes self-fulfilling prophecy.

              It's demoralizing.
              It's depressing.
              It's paralyzing.

When you're hungry you find prospects. When you're looking
for business, you close sales.

Get off your duff and make something happen!

And because your competitors are demoralized, depressed and
paralyzed - they're laying on their backs waiting to be put out
of their misery. The business is there, it's yours for the taking.

Woody Allen said it best:
"Ninety-percent of being successful is just showing up."

Make things happen. Get results.

Five Things For You To Do
Here are five things I want you to do:

1. Double Your Telephone Activity
Spend twice the amount of time you usually spend on the phone.
At least 1 hour each day.

2. Give Your Prospects a Reason to Meet with You
Think of at least three reasons why everybody you call
should meet with you.

What can you do to help them save time? Cut costs?
Increase sales? Become more profitable?

3. Call New People
Pick up the phone and call at least 10 new people each day.

People that you've never contacted before. I don't mean people
who have been in your database that you've called on forever but
have never bought. I mean people who you've never spoken to before.

4. Ask Great Questions
Put away your PowerPoint presentations and ask your customers
some great questions. Make them think. Encourage them to talk
about their 'favorite' subject... themselves.

5. Find Out What Your Customers Need
As you're asking questions, probe. Dig deep. Go below the surface.
Search for the 'real' problems. Push to find out if they 'really' want
to solve this problem.

Discover what is the financial cost to them if they don't solve the problem.

(I love finding people with million-dollar problems, because my
hundred-thousand-dollar solution is no longer that expensive.)

And make sure you're talking with the decision makers.

Push and challenge yourself. Get out of your comfort zone.
Become a H-U-G-E success.

Be a WARRIOR !!!