27 Dec 2016

As many sales people will agree, one of the most common objections that customers raise is with price.
This is a hurdle that has to be overcome for a business transaction and co-operation to take place. It can be a time consuming and stressful negotiation if it carried out incorrectly.

corporate trainers shanghai

 

 

 

 

 

A price negotiation is actually a very great thing, as it shows progress in the potential business cooperation and is a perfect time to build rapport with your customer.

At the time of reaching the price negotiation stage the seller has clearly found the required solution for the customer and the customer is also in agreement that they are in need of that given solution.
(I am making assumptions here that by this stage all offerings made by the salesperson are targeted and in accordance with the buyers complete requirements. If not then the salesperson needs to revisit the customers requirements to ensure that they are before entering into any price negotiation. The offering must be perfect and the vendor must always be able to deliver to the customers complete expectations.)

It is normal and expected for customers to shop around to find the best deal. However finding that best deal is not bound to price.
We have all bought things in the past, we all know that to obtain the best products and services costs money. Most essential is that vendors are certain that their customers are confident in the money being well spent and offering the best return for them both during the sale and more importantly after the sale. The offering must be fair, clear and never misleading.

You get what you pay for:
Much in the same way as to live in a desirable area, or to wear brand design clothes there is always an accepted and understood premium cost to doing so. The same applies to all provided products and services.
A customers goal may be to pull the price down as much as possible to test the limits of price flexibility. Customers want the best deal, we all do. The vendor though has to be careful not to sell themselves short leaving them unable to provide the efficient service that they plan to. Anything other might achieve the sale initially, however will undoubtedly end in stress for both the buyer and the seller. Be fair and clear and concise when it comes to costing. Often companies have this rigidly set which is by far the best way.

At the negotiation stage the salespersons aim should be to display from all angles that the quotation that they are offering is justifiable, worthwhile, fair and will offer maximum benefit to the customer.

Barriers:
Everyone has been sold to in the past. Even the best, most reliable and trustworthy salespeople are often initially tied to the same “salesperson” brush and barrier.

Every industry employs salespeople and some approach the sale in an incorrect manner using shoddy and occasionally forceful sales techniques which are in no way beneficial to the customer. The best sales people know how to and are often easily able to rise above this.

A “bad” sale generally occurs when inexperienced sales people jump into the sale and attempt to sell customers products and services that are of no use to them, ones that are then then later refuted. The sales process itself may have even been carried out in a forceful manner, using persuasive techniques, which some customers accept at the time of sale but then ultimately regret.

This is not what sales is about. Sales people should never pressure buyers and buyers should never feel under pressure to buy.

Consulting Not Selling:
An effective sale is only complete when a customers complete requirements are met with the ideal solution. The most important job of a sales person is to be as transparent, realistic, knowledgeable and honest at all times to ensure ongoing customer satisfaction and growth for their company in promoting their products and services.

We live in a climate of global competition and indeed the internet, whereby we are able to search for any information we are uncertain of. However having ability to discover information is not the same as having real knowledge and understanding, therefore many customers may not necessarily be well versed when it comes to understanding the up to date value and benefits of offered products and services.

Before talking about price, withing the sales cycle, it is essential for sales people to become trusted advisers and go beyond just attempting to sell, working toward guiding customers to a deeper understanding of the optimum solution for their needs.

Pricing Negotiation:

If a customer is not happy with the price it is usually for a few simple reasons:

  • the price is wrong or genuinely overpriced
  • a competitor company has given a cheaper quotation
  • a friend of theirs told them it should be cheaper
  • there is a limiting budget
  • the customer puts up a barrier to being sold to

If any of these situations occur then the customer is not completely confident with the offering that the salesperson is portraying to them.

The first is self explanatory. This is a company and procedural issue.

If the second and third instances, then the details of the offering need to be made clearer and compared. Of course, never belittle the competition or dispute what their friends may have received. Questioning is required here, you may even learn from the experience. Service offering comparison is fair also. Especially if other vendors are directly mentioned by the customer. Ask more requirement revealing questions.

If the issue is regarding budget, then this should have already have been addressed by the salesperson at the early instances of the process. If it hasn’t been already addressed by this time, then this is the time to do so, negotiate and agree on the most important elements to begin working together. Definitely also work to establish a timeline to increase the offering in the future when all goes well.

If it a barrier to the customer being sold to in general, then this needs to be realised. Many people including sales people themselves do not wish to be sold to. They want to be consulted to reach a desired goal. In this situation the customer is looking to become more confident in the sales person themselves as a consultant and not just as a salesperson on commission.

Example:

You have determined aim to purchase an item of clothing, perhaps not today, although today is not out of the questions. You are in a relaxed happy browsing mood, perhaps even ready to buy when you find what you are looking for. The need for the buy is already realised and imminent. You know what you need and want.

Then you walk into an interesting shop which has some interesting things similar to what you are looking for.

Then as soon as you step in, the sales person comes running over to you. Desperately try to force upon you anything and everything you glance at whilst also invading personal space.

This sales person then continues to stand awkwardly by you thrusting items of no interest by which point you have lost all interest in both the browse, the shop and the “sales consultant”. At this stage, you may choose to leave the shop completely, the rapport with the sales person has been damaged, you may even never return to that shop again.

Had the sales person approached the situation differently they may have actually been of beneficial aid to you and acted as more of a helpful guide in finding your required purchase. Now you have to go to find another vendor. A time wasting venture througout when that shop “may” have had what you were looking for. You will never know, the sales pusher ruined the experience.

If a customer displays a barrier to being sold to then this needs to be noticed immediately and the procedure needs to become one of consulting, not selling.

To attain great company sales, company bosses need to train their staff to quickly establish and understand the needs of their customers. This includes their buying traits and buying signals.

We cover this in our training modules.

Price Negotiation:
Often, especially in China many potential buyers will conclude and agree that the first figure quoted is often completely arbitrary, a useless figure, certainly not to be taken seriously and with scope for reduction. Strangely it seems that especially in China and with higher priced service offerings, no initial quotation given is ever final. Even comically unrealistic. There is always movement.

The belief here seems to be that the significant reduction in price will then lead to the contract being signed. This approach is confusing for sales people as well as customers. It is often used in China and is by all means and amateur close for a sale. It is also not good sales practice. A pricing structure should be set and adhered to.

Getting The Best Deal:

It is completely natural to always expect the best deal. Until we have used a service or product at least once, seen or been referred to it previously following it’s in action testing, we could never be truly sure about the value. We can only trust in the salesperson. Therefore, similarly when we are in the selling seat we need to provide that trust to our potential customers to make the whole experience far smoother and enjoyable for all concerned.

The best way forward is always to establish the pricing structure, establish the requirements. Once both are realised then provide the best price and offering, do not negotiate. Unless of course there are other influencing factors such as immediate multiple purchases. Even loyal and long standing valued customers will understand and not expect price reductions if they are certain to receive a continually great offering at their already agreed constant fair price.

Customer Satisfaction At Every Stage:
When we buy we want to have constant affirmation that the best purchase has been made. It has to add value to our lives in some shape or form. Therefore, as sales people it is paramount to ensures this experience happens for customers. The offering has to be what the customer expects at every stage, before, during and after the sale. No lies, no exaggeration, no misunderstanding. It is the sales persons job as well as the contract content to ensure that there is no misunderstanding at any stage.

To achieve complete customer satisfaction, customers must receive what they have paid for and if possible a little more also. This will then lead to gracious referrals.

Any failings on the salespersons part should result in sincere apologies and rectifying measures.

Objections:
I have put together a list of common price objections below as well as some suggested responses for each:

It’s Not in My Budget
Naturally, many customers are restricted by a budget, and if so they will usually inform of their price ranges when prompted or if a suggested scope of price range is dropped into the conversation.

(Usually a reaction as hypothetical pricing brackets are mentioned will enable gauging of limits and ideal package construction. Be careful though not to assume or misread, as this could lead in the conversation going off on a tangent wasting everyones time.)

Some customers may use the “budget excuse” to insist on receiving a lower price. We’ve all done it. Therefore my suggestion to sales personnel here is to consult rather than sell. With pricing structures in place guide customers within those options and limits. If too high then work backwards, establishing full and most essential detailed needs. With a concrete idea of budget approximation you can then better establish a contract.

Throughout the sales process it is best for all concerned to work towards a viable close.

Question for customer: “So if the price falls within your budget range and covers your complete requirements, will you be comfortable moving forward?”

There are many varying scenarios for this stage which we cover in detail in our training.

Just another quick one though for sales staff specifically…

If the customer does suggest a number before you have had opportunity to suggest your pricing brackets and options, you can ask how they arrived at that figure. Many sales people don’t do this, some sales actually become defensive at this point and lose the sale. This is actually where sales staff should be asking a lot of questions. Thereby placing themselves in a position to explain the true value of their proposed solution and offering in all it’s glory and why it is so much superior to the alternatives. This way it opens doors to opportunities, instead of as many see it, becoming a price negotiation slide. If the proposed ideal solution is presented well and displays maximum benefit to the customer at this stage there should be no more negotiation required. Always ensure that quotations are exact and fair to ensure success.

Shock and Awe
This is a brilliant customer buying tactic. A sure way to price negotiate played by many customers including myself on many occasion. The wide-eyed look of shock and amazement on the face of a potential buyer when the sales person presents the price, as if the price quoted has caused physical harm. It stops many including the best sales men and ladies well in their tracks. It is a lot of fun to use and very effective.

Sometimes the shock can be genuine, often though it’s a great bit of essential acting and a fun part of the process. A rapport builder.

Whichever it is, sales people, don’t cave in. It may be genuine or an academy award winning masterpiece, either way, just maintain the approach and if possible mirror and match the reaction equally surprised. It will work wonders and can even lead to friendships being built. It’s times like these that make it a joy to be in sales.

As a customer, if you are in awe, ask more.

As a salesperson, calmly and collectively ask why the customer feels so strongly that the price is too high. This is an ideal opportunity to connect benefits and features with needs that should have already been uncovered and now require clarification and confirmation.

Always Remember:

Price is only one of the factors that makes a sale. Sales people are not price quoting and reduction negotiators. They are consultants, solution finders and representatives for their company, continually looking to provide the best service at the best price for ongoing valued custom.

A sales persons primary and sole objective should be to offer solutions to aid their customers, thereby growing their personal and career growth.

A salespersons focus would always be on delivering quality to their customers. They are at the front of the front line. Successful sales people automatically become ongoing trusted advisers, always striving towards ensuring everyone walks away happy and then customers come back for more when they need more.

As a salesperson, when you do begin to see your returning customers, returning to you of their own free will and for your unrivaled expertise, empathy and consultation, you will find yourself becoming evermore successful and happy in your job as a salesperson.

Everything good only happens when it is prepared well. Preparation takes time and focus. So get preparing! Our training can help you with this too!

I hope this has helped. Please feel free to post any questions or comments.

All the best

Jason

08 Dec 2016

Often when selling we avoid asking for referrals because it may feel awkward. Sometimes we just don’t know how to ask. It is widely known that referrals provide the greatest sales leads as they are usually invited by an already happy customer, therefore it is worth overcoming your your phobia of this to start encouraging satisfied customers for accelerated sales growth.

sales client referrals

 

 

 

 

 

Here are some tips to get you started:

When to Ask:
Obviously, you should never ask for a referral before you have completed your service well for your customer. Look for “ideal opportunities” when you can sense your customer is most pleased with the service they have received, for example immediately after a customer has thanked you for your work. At this moment, your enquiry about their satisfaction is both natural and appropriate. The other prime opportunity is anytime a customer pays you a compliment. When the referral wording has already been delivered, you just need to ask him or her to share that insight for the benefit of others who may also benefit from your services.

How to Ask:
All sales people will need to be doing this regularly with all their customers. To progress this further you could recruit leaders in your own team and company structure to reach out and to customers to ensure they are always happy and feel they are being dealt with appropriately. This professionalism can then lead on to you requesting that your customers provide recommendations on online platforms for instance LinkedIn. This should be made an integral part of your normal post-delivery sales cycle and integrate it into your overall sales strategy.

When you request the recommendation try your best to make it a “matter-of-fact” manner. There is no need to feel awkward or embarrassed. Most customers will understand that you want your business to grow and will often be happy to help. If you are asking at the ideal time it will make the request feel more like a natural consequence and part of the overall process.

Who to Ask:
Build a short list of your most satisfied and longest standing customers in your pipeline and start there. Launching your referral acquisition effort with customers who are loyal to you, your company and your product will make the effort much easier, and will build your confidence to move outward and request the same from other customers.

Within the customer organization, it is usually best practice and appropriate to ask directly the individual with whom you worked most closely throughout the implementation of your product or service. However, should there also be someone within the company who you also have good rapport with who is a higher level or even from another department you can also grasp the moment to ask him or her to share their opinion.

Remember that while outstanding products, services or customer service build strong ground for receiving referrals, they are by no means a guarantee you will receive them. The only certain way to get your customers to actively refer future business to you is to ask them to!

30 Oct 2016

corporate trainers shanghai

As many sales people will agree, one of the most common objections that customers raise is with price.
This is a hurdle that has to be overcome for a business transaction and co-operation to take place. It can be a time consuming and stressful negotiation if it carried out incorrectly.

corporate trainers shanghai

 

 

 

 

 

A price negotiation is actually a very great thing, as it shows progress in the potential business cooperation and is a perfect time to build rapport with your customer.

At the time of reaching the price negotiation stage the seller has clearly found the required solution for the customer and the customer is also in agreement that they are in need of that given solution.
(I am making assumptions here that by this stage all offerings made by the salesperson are targeted and in accordance with the buyers complete requirements. If not then the salesperson needs to revisit the customers requirements to ensure that they are before entering into any price negotiation. The offering must be perfect and the vendor must always be able to deliver to the customers complete expectations.)

It is normal and expected for customers to shop around to find the best deal. However finding that best deal is not bound to price.
We have all bought things in the past, we all know that to obtain the best products and services costs money. Most essential is that vendors are certain that their customers are confident in the money being well spent and offering the best return for them both during the sale and more importantly after the sale. The offering must be fair, clear and never misleading.

You get what you pay for:
Much in the same way as to live in a desirable area, or to wear brand design clothes there is always an accepted and understood premium cost to doing so. The same applies to all provided products and services.
A customers goal may be to pull the price down as much as possible to test the limits of price flexibility. Customers want the best deal, we all do. The vendor though has to be careful not to sell themselves short leaving them unable to provide the efficient service that they plan to. Anything other might achieve the sale initially, however will undoubtedly end in stress for both the buyer and the seller. Be fair and clear and concise when it comes to costing. Often companies have this rigidly set which is by far the best way.

At the negotiation stage the salespersons aim should be to display from all angles that the quotation that they are offering is justifiable, worthwhile, fair and will offer maximum benefit to the customer.

Barriers:
Everyone has been sold to in the past. Even the best, most reliable and trustworthy salespeople are often initially tied to the same “salesperson” brush and barrier.

Every industry employs salespeople and some approach the sale in an incorrect manner using shoddy and occasionally forceful sales techniques which are in no way beneficial to the customer. The best sales people know how to and are often easily able to rise above this.

A “bad” sale generally occurs when inexperienced sales people jump into the sale and attempt to sell customers products and services that are of no use to them, ones that are then then later refuted. The sales process itself may have even been carried out in a forceful manner, using persuasive techniques, which some customers accept at the time of sale but then ultimately regret.

This is not what sales is about. Sales people should never pressure buyers and buyers should never feel under pressure to buy.

Consulting Not Selling:
An effective sale is only complete when a customers complete requirements are met with the ideal solution. The most important job of a sales person is to be as transparent, realistic, knowledgeable and honest at all times to ensure ongoing customer satisfaction and growth for their company in promoting their products and services.

We live in a climate of global competition and indeed the internet, whereby we are able to search for any information we are uncertain of. However having ability to discover information is not the same as having real knowledge and understanding, therefore many customers may not necessarily be well versed when it comes to understanding the up to date value and benefits of offered products and services.

Before talking about price, withing the sales cycle, it is essential for sales people to become trusted advisers and go beyond just attempting to sell, working toward guiding customers to a deeper understanding of the optimum solution for their needs.

Pricing Negotiation:

If a customer is not happy with the price it is usually for a few simple reasons:

  • the price is wrong or genuinely overpriced
  • a competitor company has given a cheaper quotation
  • a friend of theirs told them it should be cheaper
  • there is a limiting budget
  • the customer puts up a barrier to being sold to

If any of these situations occur then the customer is not completely confident with the offering that the salesperson is portraying to them.

The first is self explanatory. This is a company and procedural issue.

If the second and third instances, then the details of the offering need to be made clearer and compared. Of course, never belittle the competition or dispute what their friends may have received. Questioning is required here, you may even learn from the experience. Service offering comparison is fair also. Especially if other vendors are directly mentioned by the customer. Ask more requirement revealing questions.

If the issue is regarding budget, then this should have already have been addressed by the salesperson at the early instances of the process. If it hasn’t been already addressed by this time, then this is the time to do so, negotiate and agree on the most important elements to begin working together. Definitely also work to establish a timeline to increase the offering in the future when all goes well.

If it a barrier to the customer being sold to in general, then this needs to be realised. Many people including sales people themselves do not wish to be sold to. They want to be consulted to reach a desired goal. In this situation the customer is looking to become more confident in the sales person themselves as a consultant and not just as a salesperson on commission.

Example:

You have determined aim to purchase an item of clothing, perhaps not today, although today is not out of the questions. You are in a relaxed happy browsing mood, perhaps even ready to buy when you find what you are looking for. The need for the buy is already realised and imminent. You know what you need and want.

Then you walk into an interesting shop which has some interesting things similar to what you are looking for.

Then as soon as you step in, the sales person comes running over to you. Desperately try to force upon you anything and everything you glance at whilst also invading personal space.

This sales person then continues to stand awkwardly by you thrusting items of no interest by which point you have lost all interest in both the browse, the shop and the “sales consultant”. At this stage, you may choose to leave the shop completely, the rapport with the sales person has been damaged, you may even never return to that shop again.

Had the sales person approached the situation differently they may have actually been of beneficial aid to you and acted as more of a helpful guide in finding your required purchase. Now you have to go to find another vendor. A time wasting venture througout when that shop “may” have had what you were looking for. You will never know, the sales pusher ruined the experience.

If a customer displays a barrier to being sold to then this needs to be noticed immediately and the procedure needs to become one of consulting, not selling.

To attain great company sales, company bosses need to train their staff to quickly establish and understand the needs of their customers. This includes their buying traits and buying signals.

We cover this in our training modules.

Price Negotiation:
Often, especially in China many potential buyers will conclude and agree that the first figure quoted is often completely arbitrary, a useless figure, certainly not to be taken seriously and with scope for reduction. Strangely it seems that especially in China and with higher priced service offerings, no initial quotation given is ever final. Even comically unrealistic. There is always movement.

The belief here seems to be that the significant reduction in price will then lead to the contract being signed. This approach is confusing for sales people as well as customers. It is often used in China and is by all means and amateur close for a sale. It is also not good sales practice. A pricing structure should be set and adhered to.

Getting The Best Deal:

It is completely natural to always expect the best deal. Until we have used a service or product at least once, seen or been referred to it previously following it’s in action testing, we could never be truly sure about the value. We can only trust in the salesperson. Therefore, similarly when we are in the selling seat we need to provide that trust to our potential customers to make the whole experience far smoother and enjoyable for all concerned.

The best way forward is always to establish the pricing structure, establish the requirements. Once both are realised then provide the best price and offering, do not negotiate. Unless of course there are other influencing factors such as immediate multiple purchases. Even loyal and long standing valued customers will understand and not expect price reductions if they are certain to receive a continually great offering at their already agreed constant fair price.

Customer Satisfaction At Every Stage:
When we buy we want to have constant affirmation that the best purchase has been made. It has to add value to our lives in some shape or form. Therefore, as sales people it is paramount to ensures this experience happens for customers. The offering has to be what the customer expects at every stage, before, during and after the sale. No lies, no exaggeration, no misunderstanding. It is the sales persons job as well as the contract content to ensure that there is no misunderstanding at any stage.

To achieve complete customer satisfaction, customers must receive what they have paid for and if possible a little more also. This will then lead to gracious referrals.

Any failings on the salespersons part should result in sincere apologies and rectifying measures.

Objections:
I have put together a list of common price objections below as well as some suggested responses for each:

It’s Not in My Budget
Naturally, many customers are restricted by a budget, and if so they will usually inform of their price ranges when prompted or if a suggested scope of price range is dropped into the conversation.

(Usually a reaction as hypothetical pricing brackets are mentioned will enable gauging of limits and ideal package construction. Be careful though not to assume or misread, as this could lead in the conversation going off on a tangent wasting everyones time.)

Some customers may use the “budget excuse” to insist on receiving a lower price. We’ve all done it. Therefore my suggestion to sales personnel here is to consult rather than sell. With pricing structures in place guide customers within those options and limits. If too high then work backwards, establishing full and most essential detailed needs. With a concrete idea of budget approximation you can then better establish a contract.

Throughout the sales process it is best for all concerned to work towards a viable close.

Question for customer: “So if the price falls within your budget range and covers your complete requirements, will you be comfortable moving forward?”

There are many varying scenarios for this stage which we cover in detail in our training.

Just another quick one though for sales staff specifically…

If the customer does suggest a number before you have had opportunity to suggest your pricing brackets and options, you can ask how they arrived at that figure. Many sales people don’t do this, some sales actually become defensive at this point and lose the sale. This is actually where sales staff should be asking a lot of questions. Thereby placing themselves in a position to explain the true value of their proposed solution and offering in all it’s glory and why it is so much superior to the alternatives. This way it opens doors to opportunities, instead of as many see it, becoming a price negotiation slide. If the proposed ideal solution is presented well and displays maximum benefit to the customer at this stage there should be no more negotiation required. Always ensure that quotations are exact and fair to ensure success.

Shock and Awe
This is a brilliant customer buying tactic. A sure way to price negotiate played by many customers including myself on many occasion. The wide-eyed look of shock and amazement on the face of a potential buyer when the sales person presents the price, as if the price quoted has caused physical harm. It stops many including the best sales men and ladies well in their tracks. It is a lot of fun to use and very effective.

Sometimes the shock can be genuine, often though it’s a great bit of essential acting and a fun part of the process. A rapport builder.

Whichever it is, sales people, don’t cave in. It may be genuine or an academy award winning masterpiece, either way, just maintain the approach and if possible mirror and match the reaction equally surprised. It will work wonders and can even lead to friendships being built. It’s times like these that make it a joy to be in sales.

As a customer, if you are in awe, ask more.

As a salesperson, calmly and collectively ask why the customer feels so strongly that the price is too high. This is an ideal opportunity to connect benefits and features with needs that should have already been uncovered and now require clarification and confirmation.

Always Remember:

Price is only one of the factors that makes a sale. Sales people are not price quoting and reduction negotiators. They are consultants, solution finders and representatives for their company, continually looking to provide the best service at the best price for ongoing valued custom.

A sales persons primary and sole objective should be to offer solutions to aid their customers, thereby growing their personal and career growth.

A salespersons focus would always be on delivering quality to their customers. They are at the front of the front line. Successful sales people automatically become ongoing trusted advisers, always striving towards ensuring everyone walks away happy and then customers come back for more when they need more.

As a salesperson, when you do begin to see your returning customers, returning to you of their own free will and for your unrivaled expertise, empathy and consultation, you will find yourself becoming evermore successful and happy in your job as a salesperson.

Everything good only happens when it is prepared well. Preparation takes time and focus. So get preparing! Our training can help you with this too!

I hope this has helped. Please feel free to post any questions or comments.

All the best

Jason

08 Oct 2016

sales client referrals

Often when selling we avoid asking for referrals because it may feel awkward. Sometimes we just don’t know how to ask. It is widely known that referrals provide the greatest sales leads as they are usually invited by an already happy customer, therefore it is worth overcoming your your phobia of this to start encouraging satisfied customers for accelerated sales growth.

sales client referrals

 

 

 

 

 

Here are some tips to get you started:

When to Ask:
Obviously, you should never ask for a referral before you have completed your service well for your customer. Look for “ideal opportunities” when you can sense your customer is most pleased with the service they have received, for example immediately after a customer has thanked you for your work. At this moment, your enquiry about their satisfaction is both natural and appropriate. The other prime opportunity is anytime a customer pays you a compliment. When the referral wording has already been delivered, you just need to ask him or her to share that insight for the benefit of others who may also benefit from your services.

How to Ask:
All sales people will need to be doing this regularly with all their customers. To progress this further you could recruit leaders in your own team and company structure to reach out and to customers to ensure they are always happy and feel they are being dealt with appropriately. This professionalism can then lead on to you requesting that your customers provide recommendations on online platforms for instance LinkedIn. This should be made an integral part of your normal post-delivery sales cycle and integrate it into your overall sales strategy.

When you request the recommendation try your best to make it a “matter-of-fact” manner. There is no need to feel awkward or embarrassed. Most customers will understand that you want your business to grow and will often be happy to help. If you are asking at the ideal time it will make the request feel more like a natural consequence and part of the overall process.

Who to Ask:
Build a short list of your most satisfied and longest standing customers in your pipeline and start there. Launching your referral acquisition effort with customers who are loyal to you, your company and your product will make the effort much easier, and will build your confidence to move outward and request the same from other customers.

Within the customer organization, it is usually best practice and appropriate to ask directly the individual with whom you worked most closely throughout the implementation of your product or service. However, should there also be someone within the company who you also have good rapport with who is a higher level or even from another department you can also grasp the moment to ask him or her to share their opinion.

Remember that while outstanding products, services or customer service build strong ground for receiving referrals, they are by no means a guarantee you will receive them. The only certain way to get your customers to actively refer future business to you is to ask them to!

26 Jun 2018

Unlike other planning processes that are based on consistent factors, sales planning is subject to continual change. In today’s global markets, driven by volatile demand and serviced by increasingly distended and complex networks, that change is accelerating. Getting a handle on it is a very tough nut to crack.

Prospecting: Ideas could come from anywhere. And any good sales funnel needs plenty of prospects. Where do they come from? How do they become a lead?

 

Lead Qualification: Make contact. You have a prospect on the hook, but what is his/her value? How do you qualify them and make a good first impression?

Engage: This is the stage where you must listen, understand, position your product based on the potential customer’s need, and then overcome any objections. Ultimately, it comes down to “what is the potential customer trying to achieve, improve, or avoid? And how are you going to connect your product/service to it?”

 

Action: Maximize the “yeses” and minimizing the “nos.” That said, no is not the worst-case scenario – indecision and lack of action can waste time and resources that you could focus instead on a prospect more likely to result in success.

Support: Service, Over-Deliver, and Grow. Great salespeople service their clients well, over-deliver on what they sold, and grow their relationships. It is much easier to re-sell and grow existing clients than it is to sell new ones. Go above and beyond and become a trusted advisor, and you will rarely lose a client.

 

Evaluate: The best salespeople are constantly evaluating their own performance. How did I do? What can I learn? And, the best sales organizations figure out how to organize that information and leverage it across their sales team.

Jason J. Hurley

Business Executive Coach / Trainer

Mobile: 86-18521384086

Shanghai, China

Jason has been managing and training organizations for over 15 years. He graduated in 1999 with a Mathematics degree from the University Of Leeds before rapidly moving up the career ladder attaining positions as senior consultant, department manager and trainer for multinational institutions in the City of London.

 

In early 2011, he moved to China and formed Ultimahub Training Solutions which has been providing bespoke training solutions both in China and overseas to blue chip companies including: Cisco, Heraeus, Marriott, Virtuos, Publicis Groupe, Santander, Want Want China, Virtuos, Ekornes, Vivaki, Baxter, Bayer, Shanghai GM, EF, Foreo and many more.

All training presented by Jason are customized to meet client’s demands relating to content, time and style. All courses are interactive with individual and group exercises, including role play, problem solving, questionnaires, videos, psychometric profiling and other relevant tools.

Jason Hurley, Ultimahub CEO, will be providing a one day, four-hour intensive training session on sales and the important skills and techniques that leads to being a successful salesperson. If interested, please scan the QR code at the bottom and sign up for the course! We hope to see you there.

26 Jun 2018

Who am I? Who am I really?

It’s the question we often ask ourselves, and usually find difficult to answer with full and authentic honesty. Instead, we opt to conform: to do what we think is right and be the kind of person we believe will be most accepted by our peers. As I wrote about recently,?why we care about what other people think of us?goes back to the biology of our primal ancestors. Therefore, when someone tells you to disregard what others think and “just be yourself,” you are, in a way, working against an internal need to be liked and accepted by your peers.

The funny thing is, at heart you always are being yourself, but there are two common problems that get in the way of just being yourself?consciously.

One is impaired self-awareness and self-acceptance. Most of us don’t grow up with a clear sense of who we are because we’ve received false or negative or conflicting ideas about who we are from those around us, such as parents, siblings, teachers and schoolmates. It could be that you’re very bright, for example, but your older brother always called you stupid, and at some level your mind believes it, so you grow up neglecting your own intelligence.

A second problem is that we try to compensate for a poor or negative or uncertain sense of self by acting artificially to present what we imagine will be a better, clearer and more positive image to the world. A cover story. And if we ourselves start believing in this false image rather than simply being true to our own self, then things can get very confusing

So the way to just be yourself is to drop any act, get to really know yourself, look for your best natural qualities, and relax into simply being all that you already are. It takes quite some effort to be false, but just being yourself is effortless.

To be yourself or not to be yourself is basic ongoing conflict rooted deep down in each & every human leading to either evolution or involution on psychic & conscious scale.

To be yourself is to be in state of happiness, and the best way to achieve is self-observation.

Find out where your scattered attention gets pulled, unified and become stayed/persisted maintaining its concentration. Attention gets fascinated by your interest, which is core component of your stuff you brought with you along with birth functions like strong magnetic attraction.

Usually, either this magnet is in your emotions or in your thinking center. The best way to be yourself is right identification of this center, as life events get gathered around your dominant center. You can only be yourself, if you live through your dominant center.

26 Jun 2018

What can?managers?do to motivate employees? The reality, when you talk about how to motivate employees, is that employees are motivated. The manager’s challenge is to figure out how to tap into that motivation?to accomplish work goals. Fortunately, the manager controls the key environmental factors necessary to motivate employees.

The most significant factor, that the manager controls, is his or her relationship with each employee. The second most important factor in a manager’s ability to motivate employees is creating a?work environment and organizational culture?that fosters employee motivation and engagement.

This work culture consists of an environment in which?employees are trusted, treated like the adults they are,?and not micromanaged. Employees are entrusted with the values, vision, mission, and strategic framework within which they are expected to accomplish their jobs.

They receive frequent communication, are treated with respect and civility, and have input to every facet of the work they are hired to produce. They are encouraged to speak up about what they believe when participating in solving a problem for their customer. They are further trusted by the organization with the most significant and critical financial information so they are not blindsided by business problems.

These are factors that help produce a work environment in which employees will choose motivation to accomplish the requirements of their work. Nothing is more powerful than a group of contributing, motivated employees. Trust this.

21 Jun 2018

Team building has a bad rep. In most companies when the manager organizes a team building event, the employees immediately start to think of reruns of the “The Office”.

Sadly, watching a real life manager act in the same quirky and try-hard manner as Steve Carell just isn’t as entertaining.

Despite its rather lame reputation, team building is actually one of the most important investments a firm can make for its employees. It helps build trust between coworkers, mitigate conflict and encourages communication. Successful team building means more engaged employees which is great for the overall environment of the work place.

Developing problem solving skills it debatably one of the most ideal aspects of team building. Fostering close relationships with other employees encourages them to depend on each other and solve their problems by using each other’s advice and past experiences. For an employer, having employees that first attempt to solve problems among their co-workers before seeking help from higher-ups is very appealing.

After any sports team wins a major championship, they celebrate and have fun and the elation that comes with winning motivates them to try even harder. In many ways, success at a company is much alike one of these big wins. Team bonding encourages the “team” to work together towards a big win to be able to experience that same cheering and celebration. Strong team building encourages trust, productivity and creates relationships that make employees excited to come to work. Excitement and zeal from employers is the key to a successful firm.

If you would like to learn more about effective sales we welcome you to join our “Selling Skills” workshop on the 7th of July in Shanghai.

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

active-listening

Active listening takes many different forms. Customers, employees and management all want to feel as though their problems and instructions are being taken seriously. Without proper listening there can be no proper communication.

Whether you’re an employee or an employer, it’s important to be a leader in whatever role you play. An effective leader listens attentively to create trustworthy relationships that are transparent and breed loyalty.

Active listening is the communication technique that helps increases understanding and rapport between a speaker and a listener. Rather than passively listening to the person talking or not listening at all. This communication technique uses the core pattern of listening and by repeating the important message points it shows the speaker that the other person is truly paying attention to what they have to say.

Active listening is especially important in the sales world. That’s because prospects are often ignored or talked over. When sales people show that they value the prospect’s needs and opinions, it is far easier to build trust and ensures that the conversation results in a mutually- beneficial experience.

Focusing on the other person goes far to circumvent any misunderstanding before it has a chance to throw the sales cycle completely off track or foster irrevocable resentment between the salesperson and the prospect. This is not to say those seeking to “seal the deal” should close their ears or shut down their brains during other stages of the sales process.

Often a salesperson’s prospect will spontaneously offer useful information critical to identifying their wants and needs (and most importantly objections). A commonly-heard bit of sales advice is, “you have two ears and one mouth—you should be using them in proportion.” In other words, spend twice as much time listening as talking during a sales situation.

If you would like to learn more about effective sales we welcome you to join our “Selling Skills” workshop on the 7th of July in Shanghai.

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

body language in sales

Sales are the backbone of any business but you may not realize just how important how you deliver your sales message matters, especially when it comes to body language.

There’s an old saying that your action speaks so loudly I can’t hear what you’re saying. In fact, studies show that, in a personal interaction, 55 percent of what the other people take in and process is visual. That is, they’re responding to your physical actions. Only 7 percent is based on what you say.

So if your facial expressions, hand gestures and posture say something different from your words, guess what people will remember? I’m not suggesting you learn to hide all your feelings—the appropriate sharing of emotions can be a powerful leadership tool. However, sometimes anxiety, anger or distractedness can interfere with keeping your body and words in sync.

Final Tips:

1.????Open your chest and arms: To boost your confidence during your presentation, open your arms and chest, and keep your back straight. This position will make you breathe better, and you’ll feel more relaxed—making you an instantly better presenter

2.????Smile: To make your audience comfortable, smile at them. It’s simple, but smiling is our most powerful weapon during presentations and fact-to-face meetings

3.????Gesture with your arms and hands: To engage people, gesture with your arms and hands in a natural way. It’s also a good idea to look your audience in the eye. People tend to naturally pay attention to and like people who look them in the eye.

4.????Use small, stiff gestures: To demonstrate authority, keep calm and use small, stiff gestures. This type of movement encourages people to trust you and view you as a confident person

5.????Walk it Out: To bring movement to your speech, use the physical space you have available and walk it out.

6. Vary your gestures: To keep your audience engaged, vary your gestures throughout the presentation. Open gestures, small gestures, and gestures that involve your head, arms and hands are best. It’s also wise to include gestures that involve only your hands or only your head – and broad gestures are also welcoming and engaging

7. Point to your presentation: To draw attention to a certain element of your presentation, point directly at it and look at it on screen simultaneously. Your audience will follow your eyes and finger

8. Walk toward people: To encourage audience participation use open gestures and – when possible – walk around and toward people. We tend to participate more when we have proximity to a speaker.

9. Pause: To make a hard question seem easier, pause, breathe slowly (this gives you time to think), then answer while looking the questioner in the eye

10. Practice mirroring: To make your audience buy your story, use positive gestures during the entire presentation. This includes nodding, open gestures, smiling, and mirroring

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

Do you strive to think through problems creatively? Are you the type of person who has the hunger to succeed and a vision for your future?

 

The ‘Breakfast Club’ is a place where innovative and imaginative people can come to sort through their own personal goals and issues. A place where you can take advice from others who have undergone similar situations or experienced success in the areas you strive to achieve in.

 

Our club has been created and shaped by five dedicated experts in the field of self development with a paramount wish to help others. Each of them have the knowledge and expertise to help you work through road blocks keeping you from achieving your goals.

 

The ‘Breakfast Club’ will meet at regular intervals from 8am-9:30am at a private and comfortable venue with a tasty and affordable breakfast. The setting will be very relaxed and provide an environment that makes everyone feel welcome. This is a chance for any and all to come and connect with others to share issues, goals and solutions using combined knowledge and experience. Together we will the uncover ways to manage beneficial change in our daily and working lives.

Everyone has plans. Everyone has goals. Everyone has struggles’. The point of ‘The Breakfast Club’ is to come together and approach everyone’s unique situation in a way that allows for the most productivity in your everyday life. Essentially advice on how to get out of life what you put into it.

Jason Hurley

Ultimahub CEO Corporate Trainer

Jason has been managing and training organizations for over 15 years. He graduated in 1999 with a Mathematics degree from the University Of Leeds before rapidly moving up the career ladder attaining positions as senior consultant, department manager and trainer for multinational institutions in the City of London.

In early 2011, he moved to China and formed Ultimahub Training Solutions which has been providing bespoke training solutions both in China and overseas to blue chip companies including: Cisco, Heraeus, Marriott, Virtuos, Publicis Groupe, Santander, Want Want China, Virtuos, Ekornes, Vivaki, Baxter, Bayer, Shanghai GM, EF, and many more.

Michael J. Rosenthal

Michael has been managing organizations for more than twenty years.?He?graduated from the American University Washington College of law,

clerked for two federal judges, served eight years as a Federal?Prosecutor with the United States Department of Justice (receiving an?Outstanding Attorney Award in 1993 and 1996), and as Minister of Justice??and Special Prosecutor for the Republic of Palau.

In early 2005,?Michael moved to China to serve as Asia Pacific CEO for Day Light Inc.,?USA, and has subsequently worked in a variety of industries including?environmental, education, human resources, fashion, retail,?health/beauty and media. He is the founder of US Green Solutions,?Imperial International Competitions, Business in Emerging Europe?(Bizinee) and the Greater Las Vegas / China Business Club.?Michael is a?highly rated professional trainer and business coach who has serviced?many international companies including Baxter, Bayer, Shanghai GM,?Johnson Controls, SAP, SAIC, Volvo and others. Michael has served four?years as Chairman of the American Chamber of Commerce Shanghai?Environmental Committee. He is also an actor/model who has appeared in?numerous movies, television shows and commercials, and produced/directed numerous promotional videos.

Yoky

Yoky is a renowned “facilitator and Strengths Coach”. Famous for integrating an artist’s view and perception to coaching and learning. Yoky’s facilitating take her participants on a journey of self-discovery and exploration.

Yoky’s courses are ideal for all those who are looking for a clearer look through a unique perspective at their own life development and goal strategies. As well as using artistic angles, Yoky’s facilitating helps to build development clarity using essential self-coaching questions helping all attendees to grow and achieve stronger outcomes in their daily and working lives.

JooYoung Song

Jooyoung Song (South Korea), playwright and theatre artist based in LA and Seoul. She runs numerous theater workshops adapting Theater of the Oppressed by Augusto Boal. She has now moved to Shanghai and started a new journey integrating theatre techniques with life coaching to improve life quality of expats.

David

David is an advisor, mentor and speaker. He’s a US lawyer; he moved to Shanghai in 2003. David consults on legal, marketing, cultural issues required to successfully execute business strategy in China.

He combines professional skills acquired during 20-year US legal practice with management experience gained as business executive in China.

He trains lawyers; advises law firms on marketing, HR issues. He speaks, coaches on topics in personal development, business management.

WHEN AND WHERE:

June 27

8am-9.30am

Ichi Bakery – 33 Caoxi????North Road -Xuhui

Opposite Xujiahui Metro Station – Line 1 Exit 9

To Join This Event Click The Flyer Below:

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

As a result of globalization of trade and information, international sales and communication has become an increasingly significant topic. Today’s technology allows people from across the globe to share ideas and experiences.

This advanced technology has opened the door to new business collaboration methods that would have been impossible just a short decade ago. During the past decade, China’s advancements in technology have been vast and rapid.

This is largely due to the huge desire the Chinese middle class had for better technology and better jobs. For too long, China’s middle class watched the development of technology from the production floor, assembling the high tech gear instead of designing and operating it. This is not to say that China’s manufacturing sector wasn’t crucial in the country’s ability to innovate; in fact, it’s exactly the opposite. Due to the plethora of international sales and contracts that have been formed in the past two decades, China has become hungry for modernization and technological development.

Take, for example, the worldwide company of Apple. China and Apple have been partners for much longer than the seven-year-old deal between China mobile and Apple.

In 2007, six weeks before the iPhone was scheduled to be released, Job’s irritably announced to his staff that the iPhone screen was too easily scratched. He wanted a solution immediately and the phone to be perfected within six weeks.

And so began Apple’s reliance on China as the staff reached out to a Chinese company to revamp the manufacturing of the iPhone just weeks before it was due on the shelves. The success of this Chinese company to perfect the screen of the iPhone in such a short time is just one of the many ways China’s manufacturing system seemed to be the miracle companies like Apple had been searching for.

Due to the enormous demand for China to manufacture products like high quality phones and computers, China began to desire a shift to technological innovations and advancements of their own. This desire that Chinese citizens had for acquiring modern technology is what fueled many of the international partnerships China has today. Thus the reason for the alliance between China mobile and Apple that was made final in January of 2013, ending a six-year period of negotiations.

Negotiating this deal with China mobile was a major turning point for Apple and has allowed the company to experience a prosperity that would have never been possible staying inside U.S. borders. Arrangements like this have played a key role in China’s technological advancement awakening.

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

21 Jun 2018

The best salespeople don’t simply rely on a script that dictates every step of how they should sell a product or service, but rather they adapt or alter their sales pitches in accordance with the prospective customer, time and place. This also means having the ability to think outside the box in challenging their existing sales pitches and processes to reach higher levels.

A charismatic person has the ability to form a sense of connection or understanding between themselves and their prospects. Customers view truly charismatic salespeople as not just sales reps hawking a product or service, but someone who they can have a real meaningful conversation with.

A sales rep who has an unrelenting attitude in their sales approach will go above and beyond to do whatever it takes to close the deal. In many cases, learning how to be a better salesman simply boils down to developing a disciplined work ethic.

A successful sales rep needs to be resourceful, which is especially important for reaching out and targeting potential customers. This means going above and beyond and using every resource or asset at his or her fingertips to close the deal.

Sometimes, figuring out how to be a better salesman requires thinking outside the box of traditional sales methods and?processes.

When reps have genuine passion for and belief in their product, it will be readily apparent in their sales pitches. The more passionate a rep is about what they’re selling and who they’re representing, the more genuine the sales conversation will be.

If you ask sales veterans how to be a great salesperson, they will all tell you that you have to be passionate about your work.

If you are interested in reading our other articles they can be found here:

1)?Body Language In Sales

2) Attributes Of Elite Salespeople

3) Apple’s Role in China’s Innovation

4) Realities Of Active Listening

5) The Breakfast Club

13 Feb 2018

Attributes of Elite Salespeople

inspirational quotes

Original Post by Lolly Daskal

As entrepreneurs, leaders, and bosses, we must realize that everything we think about we are projecting into the future.

Read on to find the words of wisdom that will inspire your heart, motivate your mind in building your business, leading your life, creating success, achieving your goals, and overcoming your fears.

100 Motivational Quotes That Will Inspire You To Be Successful:

1. If you want to achieve greatness stop asking for permission. ~Anonymous

2. Things work out best for those who make the best of how things work out. ~John Wooden

3. To live a creative life, we must lose our fear of being wrong. ~Anonymous

4. If you are not willing to risk the usual you will have to settle for the ordinary. ~Jim Rohn

5. Trust because you are willing to accept the risk, not because it’s safe or certain. ~Anonymous

6. Take up one idea. Make that one idea your life – think of it, dream of it, live on that idea. Let the brain, muscles, nerves, every part of your body, be full of that idea, and just leave every other idea alone. This is the way to success. ~Swami Vivekananda

7. All our dreams can come true if we have the courage to pursue them. ~Walt Disney

8. Good things come to people who wait, but better things come to those who go out and get them. ~Anonymous

9. If you do what you always did, you will get what you always got. ~Anonymous

10. Success is walking from failure to failure with no loss of enthusiasm. ~Winston Churchill

11. Just when the caterpillar thought the world was ending, he turned into a butterfly. ~Proverb

12. Successful entrepreneurs are givers and not takers of positive energy. ~Anonymous

13. Whenever you see a successful person you only see the public glories, never the private sacrifices to reach them. ~Vaibhav Shah

14. Opportunities don’t happen, you create them. ~Chris Grosser

15. Try not to become a person of success, but rather try to become a person of value. ~Albert Einstein

16. Great minds discuss ideas; average minds discuss events; small minds discuss people. ~Eleanor Roosevelt

17. I have not failed. I’ve just found 10,000 ways that won’t work. ~Thomas A. Edison

18. If you don’t value your time, neither will others. Stop giving away your time and talents- start charging for it. ~Kim Garst

19. A successful man is one who can lay a firm foundation with the bricks others have thrown at him. ~David Brinkley

20. No one can make you feel inferior without your consent. ~Eleanor Roosevelt

21. The whole secret of a successful life is to find out what is one’s destiny to do, and then do it. ~Henry Ford

22. If you’re going through hell keep going. ~Winston Churchill

23. The ones who are crazy enough to think they can change the world, are the ones that do. ~Anonymous

24. Don’t raise your voice, improve your argument. ~Anonymous

25. What seems to us as bitter trials are often blessings in disguise.~ Oscar Wilde

26. The meaning of life is to find your gift. The purpose of life is to give it away. ~Anonymous

27. The distance between insanity and genius is measured only by success. ~Bruce Feirstein

28. When you stop chasing the wrong things you give the right things a chance to catch you. ~Lolly Daskal

29. Don’t be afraid to give up the good to go for the great. ~John D. Rockefeller

30. No masterpiece was ever created by a lazy artist.~ Anonymous

31. Happiness is a butterfly, which when pursued, is always beyond your grasp, but which, if you will sit down quietly, may alight upon you. ~Nathaniel Hawthorne

32. If you can’t explain it simply, you don’t understand it well enough. ~Albert Einstein

33. Blessed are those who can give without remembering and take without forgetting. ~Anonymous

34. Do one thing every day that scares you. ~Anonymous

35. What’s the point of being alive if you don’t at least try to do something remarkable. ~Anonymous

36. Life is not about finding yourself. Life is about creating yourself. ~Lolly Daskal

37. Nothing in the world is more common than unsuccessful people with talent. ~Anonymous

38. Knowledge is being aware of what you can do. Wisdom is knowing when not to do it. ~Anonymous

39. Your problem isn’t the problem. Your reaction is the problem. ~Anonymous

40. You can do anything, but not everything. ~Anonymous

41. Innovation distinguishes between a leader and a follower. ~Steve Jobs

42. There are two types of people who will tell you that you cannot make a difference in this world: those who are afraid to try and those who are afraid you will succeed. ~Ray Goforth

43. Thinking should become your capital asset, no matter whatever ups and downs you come across in your life. ~Dr. APJ Kalam

44. I find that the harder I work, the more luck I seem to have. ~Thomas Jefferson

45. The starting point of all achievement is desire. ~Napolean Hill

46. Success is the sum of small efforts, repeated day-in and day-out. ~Robert Collier

47. If you want to achieve excellence, you can get there today. As of this second, quit doing less-than-excellent work. ~Thomas J. Watson

48. All progress takes place outside the comfort zone. ~Michael John Bobak

49. You may only succeed if you desire succeeding; you may only fail if you do not mind failing. ~Philippos

50. Courage is resistance to fear, mastery of fear – not absense of fear. ~Mark Twain

51. Only put off until tomorrow what you are willing to die having left undone. ~Pablo Picasso

52. People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily. ~Zig Ziglar

53. We become what we think about most of the time, and that’s the strangest secret. ~Earl Nightingale

54. The only place where success comes before work is in the dictionary. ~Vidal Sassoon

55. The best reason to start an organization is to make meaning; to create a product or service to make the world a better place. ~Guy Kawasaki

56. I find that when you have a real interest in life and a curious life, that sleep is not the most important thing. ~Martha Stewart

57. It’s not what you look at that matters, it’s what you see. ~Anonymous

58. The road to success and the road to failure are almost exactly the same. ~Colin R. Davis

59. The function of leadership is to produce more leaders, not more followers. ~Ralph Nader

60. Success is liking yourself, liking what you do, and liking how you do it. ~Maya Angelou

61. As we look ahead into the next century, leaders will be those who empower others. ~Bill Gates

62. A real entrepreneur is somebody who has no safety net underneath them. ~Henry Kravis

63. The first step toward success is taken when you refuse to be a captive of the environment in which you first find yourself. ~Mark Caine

64. People who succeed have momentum. The more they succeed, the more they want to succeed, and the more they find a way to succeed. Similarly, when someone is failing, the tendency is to get on a downward spiral that can even become a self-fulfilling prophecy. ~Tony Robbins

65. When I dare to be powerful – to use my strength in the service of my vision, then it becomes less and less important whether I am afraid. ~Audre Lorde

66. Whenever you find yourself on the side of the majority, it is time to pause and reflect. ~Mark Twain

67. The successful warrior is the average man, with laser-like focus. ~Bruce Lee

68. Take up one idea. Make that one idea your life — think of it, dream of it, live on that idea. Let the brain, muscles, nerves, every part of your body, be full of that idea, and just leave every other idea alone. This is the way to success. ~Swami Vivekananda

69. Develop success from failures. Discouragement and failure are two of the surest stepping stones to success. ~Dale Carnegie

70. If you don’t design your own life plan, chances are you’ll fall into someone else’s plan. And guess what they have planned for you? Not much. ~ Jim Rohn

71. If you genuinely want something, don’t wait for it — teach yourself to be impatient. ~Gurbaksh Chahal

72. Don’t let the fear of losing be greater than the excitement of winning. ~Robert Kiyosaki

73. If you want to make a permanent change, stop focusing on the size of your problems and start focusing on the size of you! ~T. Harv Eker

74. You can’t connect the dots looking forward; you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future. You have to trust in something – your gut, destiny, life, karma, whatever. This approach has never let me down, and it has made all the difference in my life. ~Steve Jobs

75. Successful people do what unsuccessful people are not willing to doDon’t wish it were easier, wish you were better. ~Jim Rohn

76. The number one reason people fail in life is because they listen to their friends, family, and neighbors. ~Napoleon Hill

77. The reason most people never reach their goals is that they don’t define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them. ~Denis Watiley

78. In my experience, there is only one motivation, and that is desire. No reasons or principle contain it or stand against it. ~Jane Smiley

79. Success does not consist in never making mistakes but in never making the same one a second time. ~George Bernard Shaw

80. I don’t want to get to the end of my life and find that I lived just the length of it. I want to have lived the width of it as well. ~Diane Ackerman

81. You must expect great things of yourself before you can do them. ~Michael Jordan

82. Motivation is what gets you started. Habit is what keeps you going. ~Jim Ryun

83. People rarely succeed unless they have fun in what they are doing. ~Dale Carnegie

84. There is no chance, no destiny, no fate, that can hinder or control the firm resolve of a determined soul. ~Ella Wheeler Wilcox

85. Our greatest fear should not be of failure but of succeeding at things in life that don’t really matter. ~Francis Chan

86. You’ve got to get up every morning with determination if you’re going to go to bed with satisfaction. ~George Lorimer

87. To be successful you must accept all challenges that come your way. You can’t just accept the ones you like. ~Mike Gafka

88. Success is…knowing your purpose in life, growing to reach your maximum potential, and sowing seeds that benefit others. ~ John C. Maxwell

89. Be miserable. Or motivate yourself. Whatever has to be done, it’s always your choice. ~Wayne Dyer

90. To accomplish great things, we must not only act, but also dream, not only plan, but also believe.~ Anatole France

91. Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no help at all. ~Dale Carnegie

92. You measure the size of the accomplishment by the obstacles you had to overcome to reach your goals. ~Booker T. Washington

93. Real difficulties can be overcome; it is only the imaginary ones that are unconquerable. ~Theodore N. Vail

94. It is better to fail in originality than to succeed in imitation. ~Herman Melville

95. Fortune sides with him who dares. ~Virgil

96. Little minds are tamed and subdued by misfortune; but great minds rise above it. ~Washington Irving

97. Failure is the condiment that gives success its flavor. ~Truman Capote

98. Don’t let what you cannot do interfere with what you can do. ~John R. Wooden

99. You may have to fight a battle more than once to win it. ~Margaret Thatcher

100. A man can be as great as he wants to be. If you believe in yourself and have the courage, the determination, the dedication, the competitive drive and if you are willing to sacrifice the little things in life and pay the price for the things that are worthwhile, it can be done. ~Vince Lombardi

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