SKY IS THE LIMIT...

At one time, Donald Trump was over one billion dollars in debt. One of the bankers who was sent to demand their money back told me the story of how meeting actually went. Despite the fact that they were there ti shut him down, Trump welcomed them in style and set about persuading them to give him more time to get the money back. They agreed to let him try, but only if he was willing to put a tight leash on his spending.

Trump refused! He told them that if they wanted their money back, they were going to need to support him in the lifestyle to which he had become accustomed. He insisted on hundreds of thousands of dollars a month 'allowance' and full access to his private jets - in other words, to continue living his life on his own terms. Within a year, he had not only paid off the banks, he was also back to being hundreds of million of dollars in profit.

Until you actively reprogram your mind, your past will be an excellent indicator of your future.

Remember your mind is like a computer...

Imagining unlimited wealth

1. Think about how much money you have in the bank and notice what you imagine. Do you envision piles of bank notes, stacks of coins, a bank statement or something else?

2. Next think about how much money you have coming in over the next year and again notice what comes to mind. Do you see cheques, notes, bank statements, enveloppe, or number going up on your home computer?

3. Now, imagine double, triple or even quadruple the amount of money coming in. You might see more notes piling up, the figures on the cheques are bigger, or the number on the screen are increasing more quickly. have fun with this!

4. Next, imagine that this flow of wealth increases every year for the next twenty years. imagine stack after stack of bank notes being added to your account, making the piles bigger and bigger, or watching the numbers on your bank statement dramatically increase. again, let your imagination run wild and enjoy it!

5. When you are done, let your mind settle on a image that feels expansive and rich to you, making sure that you always finish with more wealth in your mind than you had when you began.

Cranking up the heat on your income

I have a friend who is a highly skilled corporate trainer who was convinced that he had reached the upper limit of what was acceptable to charge for his services. He was complaining to me that in order for him to make as much money as he wanted to make he would need to work 350 days a year! I asked him what he charged and he said £1.200 a day. So I strongly suggested to him that he add a zero to the very next proposal he sent out. He looked at me as though I was crazy.

No matter how hard he tried, his brain simply couldn't comprehend the idea of being paid £12,000 for one day's work. after watching him struggle with this for a few moments, I said 'OK, what if you just charged double what you used to? Worst case, they'll negociate you back down to your normal day rate.'

I saw a smile begin to form on his face. 'I could do that' he said.

Of course, had I suggested to him to double his day rate at the beginning, he would have found that difficult. But once the nind has been sufficiently stretched, it will never return to its original limitations. And once his mind had expanded to consider the possibly of earning £12,000 a day, only charging £2,400 a day not only felt easier, it felt like a relief from the exertion of trying to contemplate the large number. 

Here's a variation on what I did with my friend that you can do for yourself right now ...

The income expander

1.Whatever you currently earn, imagine being paid double that for exactly the same account of work.

2. When you can imagine that, double it again.

3.How high can you go? When you've reached the absolute upper limit of what you can currently imagine being paid, think about what else you could do for that money and see if you can make the number go up even higher.

4. When you really can't go any further, think about your current income and imagine increasing it by only 10 per cent. How possible does it feel?

each time you repeat this exercice, you will find it easier and easier to imagine the changes and more and more comfortable to do so.

Give me a boy and I will give you a man. Jean Piaget

Creating an alternative past

We are about to do one of the important techniques in this entire system. Strange though it may seem at first, this one technique can make all the diference in the world.

In a moment, we are going to create an alternative childhood for you - one where you you grew up with all the advantages of being surrounded by rich thinkers who believed in you, believed in your potential and had the financial means to put that belief into practice. this process is simply a way of providing your unconscious mind with some new alternatives, so you will no longer be constrained by the limits of your old wealth programming.

I am now going to ask you to close your eyes and vividly imagine having had richer life. The more detail you are willing to go into, the more impact the exercice will have. Keep experimenting with it until you really get a strong sense of exactly what it would have been like ...

Read all the way though the exercice first so you know exactly what to do. Then when you're ready, go back through, really taking the time to imagine each scenario in great detail.

1. Imagine being born into a wonderful home where, from the moment you enter the world, you absolutely know that you are loved, you are wanted and there will always be enough - a truly rich environment.

2. What is it like to be a small child knowing that wherever you go and whatever you do, you are loved, wanted and there is always enough? What kinds of presents would you get for your birthday? What kinds of friends would you play with? What kinds of positive messages and advice do you receive in this rich environment? What kinds of beliefs do you form about what's possible growing up in this rich world?

3. What would it be like to be a teenager having grown up knowing that from the moment you were born there was always enough money to do whatever you truly wanted to do? Who would you want to hang out with? where would you want to travel to? What kind of hopes and dreams might you have for your future? How secure and confident do you feel?

4. how about as you are making the transition to adulthood - what kinds of things do you want to do? Who do you want to do them with? Where do you choose  to live? How do you feel about yourself? How do you feel about life, knowing that no matter what happens there will always be enough?

5. What kinds of things are you drawn to your twenties?

6. In your thirties?

7. In your forties?

8. In your fifties?

9. In your sixties?

10. In your seventies?

What is it like to grow old having spent a lifetime knowing that you were loved, wanted and have always had enough money to do whatever you wanted to do? What have you learned?
If you like, you can write yours answers as though you are writing your autobiography. For example:

In my twenties, I realized that because I had such a privileged upbrinking, i had a responsability to give back to the world in whatever way i could. while I continued to do the work I love in the art world and run my businesses, I also began advising andultimately contributing large sums of money to charities that focused on offering education as well as financial support to young people.

As I grew older, I knew I might lose touch with what it was like to have the whole of my life ahead of me, so I wanted to support organizations that could get to people before life had a chance to knock the hope out of them ...

It is an absolute pleasure to be here...

My name is...

Any good news? It's important to start with good news in order to be in a good mood.

Job: ...

All companies need to listen first to what their sales people say before employing market researchers. Salespeople can give you feedback as to why something is not selling and why something else would sell better. Although in my experience 90 per cent of feedback can be disregarded, 10 per cent is pure golg and something that you can build on.

What attracts customers?
- Features
- Price
- Facilities
- Originality
- The everyone should have one factor
- It shoud be an easy buy, a worry-free purchase

The concept of a business tool called BOMMB, the acronym for base, objective, method, measurement and base.

In simple terms, you decide where you are, where you want to be, how you are going to get there and when you have got there, and then outline your new base.


Focusing on the botton line

A specialist in a particular field may tell you that it is imporatant to educate costumers in order to persuade them to buy. I think that is nonsense. There are broadly three types of costumer:

- Those who will make an impulse purchase
- Those who don't understand what to buy and need some guidance
- Those who don't necessarily like what they are buying, but are already well informed.

A few good opening questions should indicate fairly quickly whether the guests are potential buyers or not: 'Are you here to buy this evening?' What kind of product do you usually buy?'

What is instinct?

I believe that instinct is innate, something you are born with, but also something that you can build on, that you can learn through experience. it's a kind of inbuilt sensitive intelligence that helps you to see and understand things without being conscious of it.

The silent close

In selling there is a tough device used, which is called 'the silent close'. Any salesperson these days who has been on a training course will know about it. In the silent close you stay silent in order to force the other person to talk. A deliberate  silence may last only a few seconds, but it might feel as if has gone on for hours.

A silent close is usually used after the point when you have proffered your best deal, and you're implying, 'I dont mean to be rude, but I'm going now-That is your last chance.' You only come to understand how to use silence in negotiating by using it.

In my industry there is no point in selling something to someone if they don't want it or need it. It is a principle that will hold broadly true for every other sector as well.

Business lesson: Effective briefing

A sales person rarely has longer than three minutes to make a pitch, and frequently has to make a positive sales impact with a single sentence. it is up to the individual briefing the salesperson to ensure  that they understand the unique selling point of the item and that they have been given a helpfull one liner with witch to sell it.

'I need closers! I need do-ers'

Key questions to ask

- What is the product?
- Which product will sell the best?
- What kind of pricing do you want to sell the product for?
- What kind of margin are you looking for?
- How much are you going to spend on organization? 

Careful planning, knowing your product and the competition, and targeting the customer with the right information are crucial when selling direct. if you are looking for high value, you need to target the right sector of people, and make sure you amke their decision easy.

Challenge: To select a range of 'easy sell' products and pitch them to discovers via a TV selling channel.
Aim: To sell as many units as possible and make the most profit in half an hour.

Skills Tested:
- Ability to hit sales targets
- Evolving a sales pitch that holds attention
- Knowing when to change tack

Business lesson: Teamwork

When the pressure is on, clarity is everything. It's critical that each indivudual knows what they are doing and is not overloadedwith information that leaves them dazed and confused. had the team leaders got the balance right?

Its important to present yourself well. If you're launching a product and giving a presentation to a customer or group of costumers, you have to know exactly what the unique selling point of your product is and be able to get that message across quickly and clearly. The buyers needs to know what features will be of relevance to him or her. How is the product special? Why do they want it? How will it enhance their lives?

Presenting a sales pitch can be nerve-racking, so it's important to be well prepared. Waffling, pausing, apologizing or stuttering will leave your audience cold, whether you're on their doorstep or their TV screen. You not only need the accurate information to present, but you also need the confidence and ability to perform in order to draw in your audience.

Telling your potential customer how well the products sells, how few you have left in stock, and how little time they have to make their decision to buy can often increase anticipation and speed up the buyer's decision-making process.

To give a good presentation you need to:
- Learn by doing
- Be well prepared
- Make sure you are looking in the right direction and not confuse people by giving mixed messages
- Offer enough sales facts to entice a sale, but not so many that you bore your audience
- Realize that timing is important
- Have the ability to entertain and hold an audience
- Anticipate questions that could be asked

You need to know when to push and when to step away from chasing a deal. In the true salesperson an instinct develops and you can tell when you've got a done deal.

Always have a contingency plan.

"I dislike arguments of any kind. They are always vulgar and often convincing." Oscar Wilde

Some common Buyer values:

Good price
Value for money
Quality
Special promotion
Good product
Free delivering offer
Dislike of competitive product
Vendor's reputation
Recommendation of a friend
Good deal
Free gift
Unique solution
Environmental record
Availability of product
Nice colour
Free guarantee
Location of shop...

Some personal buyer values:
 
A more interesting job
A better paid job
More responsability
More time at home
The opportunity to build an empire
The opportunity to travel abroad
More power
More job security... 

Here's a statistic for you: 60% of all sales are made after the prospect has said no four times. But how many salespeople weather through four rejections and still pursue the business?
Here's the skinny:
- 44% of salespeople give up after the first no.
- 22% call it quits after hearing the second.
-14% throws in the towel with the third no.
- 12% move on after the fourth no.
And the 8% left who hang tough? They're the ones who garner that 60% of the sales business out there, and all because they keep at it. So when the call begins to apex in the down direction, resist the urge to keep the prospect on in hopes of flipping him from "No" to "Go"!

Famous objections:

- Send the information about your company / products / services in the mal or by e-mail.
- We handle the need for your product internally.
- We have an existing relationship with a company like yours.
- I am not the person responsible for this.
- We do not have the budget for your product or service.
- Your price is too high.
- We have used your company in the past and were dissatisfied,

It s important that you have a good response in your sales arsenal!

"So sorry madam, I lost my English, I've a blank spot in my memory...",

No sorry, no blank spot, just a script! 

The ten first words must be perfects!
Making a good first impression is important for building relationships with other people. In business, a positive first impression is crucial and very hard to change. It's quite easy to sell products. You've got to give goods arguments and show the product from every angle to our basic customers. But, don't forget to respect the psychology and principles of selling. This is the moment in order to build and rapport with your customers, to say the name, to compliment, to smile, to listen, to be enthusiastic... Don't forget the benefits products for your customer! May be the most important... People buy benefits. They want what benefits them, not what benefits you. Well, this is the money time, have you an ace in the hole? Have you 4 aces in the hole in order to convince people that your product must be his product?  Please don't forget to use magical words that grab attention, words that spell out the benefits and create a desire for your clients until they buy! 

Remember:

(1) attract - Attention
(2) generate - Interest
(3) stimulate - Desire
(4) ask for - Action

The questions gentlemen, ask the good questions... Questions in order to say "yes" ! Using questions to uncover customer needs. To ask questions in order to sale... You must focus in what people want, need and desire. Identifying buying signals. What are these fundamental benefits? Happinness? Money? Prestige?... Well, understanding and handling objection with ease,  it's time to that! When you have discover the customers needs, this is the moment of your catch phrase... For exemple: Your catch phrase is "you've been waiting for it for thirty years, now it's yours, what do you do ?" and then Silence! Speech is silver, but silence is gold in order to close the sale...