Finally ...Marketing Explained

Uncategorized Mar 04, 2020
 
Welcome to Training Tuesday.
 
Today, I want to talk about the role that marketing plays in sales. I am always amazed, and it doesn't matter whether it's a small company or a large company, I'm always amazed at the confusion that exists out there about the role that marketing plays in sales. Many people think that they operate independently, that marketers do their thing and salespeople do their thing. And usually, when that happens in that the two of them don't talk and they don't communicate and they're not in sync with the messages, the results are either lackluster or pretty poor.
 
A lot of salespeople are confused about the role that marketing plays in their business, and a lot of marketers are confused about the role that sales can play in what they do. You see, if you're communicating, you're putting together a marketing message, the salespeople are the ones that know or they should know what the customers are looking for because they've got the ear of...
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Handling the Royal Brush-off

Uncategorized Feb 25, 2020
 

If you make cold calls, you're going to love this training.

Actually, I don't know how many people actually really love making cold calls. That's because of the response that we usually get from people that we are interrupting. And if you view it from the point of that's your job, which it actually is, it's your job to interrupt their day.

That's what we're doing when we're cold calling. We're interrupting what they're doing, we're interrupting their day, we're interrupting their line of thinking, and hopefully opening them up to a new bit of information about you are your product or your service that they'll take in and do something with.

Now, I get a number of objections, which I call the royal brush off, or an RBO for short, when I make cold calls. And probably the most common two that I get, the number one is usually, “I don't have time, right now.” Or if they're really mad, “I don't have time for you ever to talk to me.” So that's one. And the second one...

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The Power of Incrementalism

Uncategorized Feb 20, 2020
 

So, I have a confession to make. 

I'm doing something and about to do something that many people advised me against. In fact, when you hear it you may say “you're an idiot” or you may say “you're pretty brave, go for it” or you may say “you're a little of both”. I'd be interested in your comments when I tell you what it is I'm doing. 

Let me back up a little bit and tell you first that I'm about ready to do Ironman number eight. I'm going to race Ironman number eight in about two months. I'm right in the middle of training. I'm a bit challenged right now because I'm not a young man anymore. 

I'm going to turn 58 this year. I'm not complaining. I think the decade of the ’50s has been great to me and I've done some wonderful athletic things. As I said, Ironman number eight's coming up, and I've done all my Ironman races in my 50’s. 

But, I'm challenged right now with a little shoulder issue. Three of the four...

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The 100% Winner

Uncategorized Feb 05, 2020
 

For most people, winning means you get 1st, 2nd, or even 3rd place. Everyone else is a loser! Using that definition, most of the world would be filled with losers ... and we know that's not true.

Business Performance Expert Rich Greene shares his 4 step formula to win 100% of the time, even when things don't go as planned.

To get the free offer at the end of the video send Rich a message: https://ironmindsuccess.com/contact/

Download the PDF of the 4 Step Winning Process HERE.

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Hurry Up and Slow Down

goals Jan 07, 2020

The title of this article should probably be called The Importance of Planning. However, the title is more descriptive of what actually happens when someone engages in a project. Sadly, oftentimes, very little planning occurs. People are usually so anxious to get going that they dive right in with no regard to where they want to end up!

Everyone knows that if you want to be an accomplished person, or as I like to call them, a Peak Performer, you need to set goals and make a plan. Most people are pretty good at deciding they want to do something and they call that a goal. But, unfortunately, a goal without a plan is nothing more than a wish. I’ve written a lot about time management and goal setting and when it comes down to it, there is just no replacement for good planning.

I know of a software company whose chief architect has verbally stated his plan for a big version upgrade. This would be the mother of all upgrades and everyone would want it. Or, so he...

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What to do When a Prospect Says "No!"

handling objections Jun 28, 2019
 

What do you do when you get an answer that you don't expect to get, that you don't want to hear?

What do you do when someone tells you, "No, I don't want to buy your product. I don't want to buy your service. I don't want to do business with you."

How do you take that information and move forward?

So many people in life quit when they get an answer they don't like or when they get a no or when they get a rejection. The people that succeed in life, the people that get ahead, they learn this one technique. They learn how to take the no and reframe it in their brain into a positive.

Now, trust me, there is always something positive that you can find in a situation. It may be a little difficult for us to find it, but if you're able to take that situation, whatever has happened, reframe it in your brain, find the positive, you'll be able to move forward. This is what we do in sales because sales are all about yeses and nos, and you get both of them.

If you want to move forward in life,...

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Using The Law of Incrementalism for Attainment of Big, Huge, Gigantic Goals

productivity Jun 25, 2019
 

Did you know that 92% of the people that set goals on New Year's fail to achieve their goals? It's a really high number. In fact, after 30 days, of the group of people that set goals, only 25% of them are still working on the goals. What happened?

Well, typically they run into a difficult moment or they have a disappointment or a setback and they quit. They don't move forward. This is usually what the case is.

Now, do they fail because they're lazy? No. Do they fail because their goal is too big? No, probably not. In fact, I think it's good to set big goals. Big goals are attainable. I encourage you to set big goals.

The more likely reason they failed is they didn't understand the formula, the success formula, for achieving big goals. I'm going to reveal to you, the secret formula that you can use to achieve all your goals and to achieve all your dreams and desires. 

Now, here's the secret. It's something I call the law of incrementalism. And when I share this with you, you're...

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How to Get Everything Done in Your Day With Less Stress & Greater Satisfaction

Uncategorized Jun 04, 2019
 

In this blog, I want to cover the issue of planning and how you can be more productive with some simple planning. We all live busy lives. We think that technology's going to make life easier and somehow it doesn't seem to have done that. We're busier than ever.

We've got more things to do, we've got more distractions, we've got more devices that are interrupting our day. We've got text, we've got emails, we've got phone calls. We've got all sorts of other interruptions that happen during the day. We've got responsibilities with our family, with our kids, with our spouses, with our bosses, all kinds of things that can drag us off the path of being productive.

But you know, if you're able to do this one simple thing everything will change for you. You will stop being unproductive and you will stop being miserable at the end of the day and feeling like you didn't accomplish everything you wanted to accomplish. Here's the one simple thing. You've got to get good at planning.

Planning...

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Why Most Business People Feel Stressed, Tired, & Overworked

 

Do you feel like you're constantly running in a hamster wheel day, after day, after day going round and round? Do you feel like you're barely keeping your head above water, you're just treading to stay afloat? Do you feel like you can't get everything done in the day that you want to get done? Do you feel like there's more in life but you just don't know how to go after it because you're so busy?

If you do, you're not alone. Most people feel this way. In fact, it's such a problem that 39% of the people that were surveyed said they constantly feel stressed because of everything that they have to do because they can't seem to get caught up and get ahead.

Now, I know that this is the case because I was one of these people for a really long time. And I never felt like I could get ahead. I just felt like I was day, after day, after day, plodding along and I wasn't getting to where I wanted to go to. I don't know if you feel like you're one of those people or not, but if you are, keep...

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The Importance of a Plan

planning May 14, 2019
 

I'm getting ready to do Iron Man #7 tomorrow morning, and I was just reviewing my race plan. And for those of you who don't know what a race plan is, it's pretty much a detailed map of everything that I expect to occur during my 14-hour race. And, it details and lists out the things, the activities that I will do, that I will engage in. Things like how often I will drink water, how often I will take electrolyte tablets, how often I will eat, all of those things. How fast am I going to swim during the swim portion of the race, what's my expected time, how fast am I going to ride on the bike for the 112 miles, what's my average speed, etc. So, all of those things are things that I'm monitoring while I'm doing the race.

And it is because of that, I'm able to accomplish two things. Number one, I'm able to successfully complete the race, and number two, I come pretty close to the time that I schedule to finish the race. Time after time, when I do these races and when I set a time, and I...

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