How to Program Yourself for Positive Change

How to Program Yourself for Positive Change

This week on Mindset Transformation radio, Coach Myrna interviews coach Dan Willms, Positive Change MBA professor. Out topic today is “How to Program yourself for positive change.

Before I introduce coach Dan Willms, Here is my tip of the week.

From the book Switch: How to change things when change is hard
by Chip Heath and Dan Heath

Here are the facts:

Change is a process

1: Change is usually a situation problem, and not a personal problem.
2: For anything to change, someone must behave differently.
3: To change someone behavior, you must change someone’s situation.
4: For change to stick you must influence the person’s heart and mind.

Here is the story of Arthur that I found on line to illustrate the above points.
Arthur was an airborne paratrooper. Jumping out of airplanes killed his knees, his back, his legs. When he got out of the army he walked with a cane and couldn’t do anything so he gained a lot of weight. He could not support his weight, so he couldn’t do traditional exercise. His health rapidly declined. The doctor at the VA clinic told him to accept his faith, that he would never walk normal again.

One day while surfing the internet, he came across Diamond Dallas Page doing yoga. He said to himself, I could do this. So He bought the DVD! He figured he could use his arm to support his weight and get a cardio workout. Arthur was 297 lbs when he started doing yoga.
When he started his yoga exercises, he kept falling down and falling down, but he kept getting back up again and again!
Every day he got better and better in 10 months he had lost over 100 lbs and could not only walk without a cane but he could run!!

Change is usually situational. Arthur had a situational problem.

Arthur taught himself to do yoga because he decided to take control of his life. He got his heart and mind in the game and changed the situation!

Change is a process.
To lead a process requires persistence. Arthur kept getting back up and trying again to do his exercises.

When a change starts, it builds on itself.
The better Arthur got at yoga, the more he was motivated to keep going.
Small changes can snowball.
Change rarely works unless it is motivated by feeling. Arthur wanted to feel better about himself so he made the hard choices.

That’s my tip of the week from coach. How to change when change is hard.
There can be nothing harder than trying to loose 100 lbs when you can’t use your legs but Arthur found a way and so can you.

Our guest today is coach Dan Willms and he is a positive change guru. This is his space.

Dan Willms is a Life & Business Coach, an MBA Professor, a facilitator for The Leadership Challenge, a writer and an International Speaker – he is also the creator of the Positive Change Workshop and facilitates his workshops in Portuguese, English & Spanish. He has facilitated more than 118 Positive Change Workshops. He loves helping people and organizations to achieve their fullest potential. He is the co-author of the book Strategic Leadership (Liderança Estratégica) and the author of the upcoming book “Positive Change – One life @ a time”.

Dan is also my partner, we do a video blog on YouTube every week called “You asked for it” where we answer questions sent in from our social media network. Like us on Facebook to become part of our community. Myrna Young Lifecoach and Dan Willms.

Show notes:
Question 1. Tell us about your journey to becoming a Life coach and an ambassador for positive change.
Question 2: What is The Positive Change?
Question 3: Tell me about your happiness labs, how does it work?
Question 4: : What were your findings on these labs from your sample size of 400 people?
Question 5: So, based on your labs, what would you say is the secret to happiness?
Question 6: Why do you think is there so much unhappiness in the world?

Coach Myrna and coach Dan, Why we repeat the past

How to Own the Sales Process from Prospect to Client

How o Own the Sales Process from the beginning of the sale to the close
How to Own the Sales Process from the beginning of the sale to the close

>Home: The Mindset Transformations Radio show and Podcast.
How to Own the Sales Process from Prospect to Client.
i.e How to meet a prospect and walk out with a client!

In this episode, Coach Myrna Young interviews Elizabeth Gifford Maffei. Elizabeth was a multi-million dollar sales producer as a Real Estate agent, she is now a health and spiritual advocate and business coach.

Show notes
* What is a Challenge that entrepreneurs and business owners experience when trying to close a sale?
* What is the difference between making a sale and creating a loyal client?
* What is the first step in having a successful meeting with a prospect?
* How should you prepare before meeting with your prospect?
* How should a successful meeting be conducted?
* How does the use of body language help with closing the sale?
* What is the most important step that many business owners leave out?
* An example of a successful prospect meeting that resulted in a closed sale.

Tip of the week from Coach Myrna
The four Stages of the Sale:
1: Qualify – Your prospects must have the money, the time, the need and the want to contract your services.

2: Build Rapport – People buy from people they like!
When you meet a prospect for the first time, it is important to find common ground. Look for similar interests or experiences and chat about them before getting into your sales pitch.

3: Tell a story – Showcase how your product or service helped another client. It could also be a personal story of your journey to your current vocation.

4: The Close – If you followed the first 3 stages then you don’t even need to close, just ask them to sign!
If you get to the end and you get objections, then you missed the qualify or selling the benefits.

Need Help with Mindset Transformation for Permanent Change?

mindset sales

Click below to schedule your Free Strategy Session for Transformation Coaching or a pre inteview to be a guest on the Mindset Transformations Radio show and Podcast.

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Myrna Young Lifecoach
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Who are the Stars on Your Team? The 20/70/10 rule of Differentiation

miami big three
Who is your favorite star player? Is it LeBron James in basketball? Peyton Manning in Football, or Derek Jeter in baseball? Regardless of which star you pick, management knows that this star is the “duck who lays the golden eggs” and they treat him with respect and shower him with dollars. On the same team, suiting up in the same uniform, playing the same number of games, going to the same amount of meetings and practice workouts; you can have the star making 10 million per year and his team member making the minimum $300,000 per year. What exactly is the message management is trying to convey with this disparity in salary? The message is “you are the best, you are important to this team winning, we value you and your skills, we don’t want another team to be able to steal you away by offering you more money.” The other members of the team don’t grumble at the water cooler about the unfairness of pay. Instead they are happy to play in the presence of greatness and they are hoping that some of his skills will rub off on them.

Let’s bring this scenario to your sales team. How are you letting the stars on your team know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value? I have been on teams where the top sales representative overachieves by 150% to revenue goal and the Sales Manager offers no public or personal congratulations. No fanfare! On top of that accounting tries to not pay by recalculating and cutting the amounts of bonuses.

The 20/70/10 rule of differentiation states that 20% of your team are your star players and should be showered with incentives to continue to perform at this high level. The next 70 percent are average or mediocre team members and management should offer them coaching to improve their confidence and skills sets.

rolondo Mcclain

Take the case study of Rolando McClain. He was the #1 draft pick for the Oakland Raiders in 2010. That means that he was one of the best coming out of college; but once in the NFL, he didn’t live up to his potential and he was released first by Oakland Raiders. He was then picked up by the Baltimore Ravens and later released as well. Then when the Cowboys were looking for a linebacker, McClain came under their radar and they decided to check him out. They called his old college coach Nick Sabin and asked him what made McClain good in college. With this information the Cowboys received from Coach Sabin, they called McClain in for a tryout and made him an offer. The story goes that the exchange with the Ravens cost the Cowboys a bag of donuts! Jason Garrett the head coach of the Cowboys and his coaching staff worked with McClain, improved his confidence, and moved him from the bottom 10%, to the top 20%. McClain now starts every game and he and the Cowboys had an awesome year.

The job of a Sales Manager is to move his mediocre players up through the ranks with effective coaching. Sometimes an outside coach works best, because the employee can be honest. Beating them over the head with the numbers on the report is not the way to do it.

Please call me for a free consultation if you are interested in improving the players on your team.

The last number is the bottom 10%. These team members should be moved out to other roles. If on a sales team and selling is not their forte, they could be moved to a supporting role, for example.