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

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Myrna Young Lifecoach
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Copyright: Myhelps Coaching and Consulting Services Inc.

How to Program Your Subconscious for Permanent Change

Neuro Linguistic Programming
Neuro Linguistic Programming

On her Mindset Transformations Radio show, Coach Myrna Young interviews Neuro Linguistic Programming (NLP) Coach Van Henry. Van tells our audience why he became an NLP coach. He was on assignment as an engineer in South Africa during the Apartheid regime, when he had a conversation with a Black man who told him that he was told at a young age that he was unteachable because he had a smaller brain than the white man. Van of course told him that was a lie, that he himself was an educated black man with an engineering degree. He convinced this man that his brain was the same size as the White man, the Chinese man and all other races because God created us all equal!

This man was convinced because he was looking at the evidence, Van Henry himself. He then reprogrammed his brain to believe that he could be educated and went on to have a college degree and to become a supervisor, leading a fulfilling life. So as a Transformations Coach, I would like to do the same for you. The lie that you tell yourself can be anything. It does not have to be that you are not as smart as another; but you could believe that you are limited by any other belief that is holding you in bondage.

Neuro Linguistic Programming is the art of training the brain to achieve a goal, any goal.

Programming your mind
Programming your mind

The first thing you have to do is to Master Self. Master your self talk. Master your beliefs.

Then you have to write your goals down and give them form. Once you give them form, you have to tell someone who can hold you accountable.
This does two things. Firstly, once you speak your goals into the atmosphere you activate the Laws of Attraction and secondly it motivates you to not look like a failure to the person holding you accountable.

The third thing is to access your values to be sure there is no conflict with your beliefs. This is where awareness comes in. You have to know who you are.

You have to know Yourself, to Grow Yourself

Listen to this Youtube video and hear directly from NLP coach Van Henry on How to Program your subconscious mind for permanent change.
Once you believe, then you build on that belief.

You become a master builder, as your coach I will give you the tools to help you build.

If you are a coach or an author and you would like to be a guest on the “Mindset Transformation Talk Radio Show” email me at info@myhelps.us

Subscribe Here to get a copy of all new shows
https://www.youtube.com/channel/UC8p2lfxF2GhOihRv8N3EZeA

# 9 Love “Out of the Snares”


How to love yourself

The 9th Principle taught in my book “Out of the Snares, a story of hope and encouragement” is Love.
Love. This 4 letter word is so powerful!
It is actually the most powerful force in the universe!
It can break the bonds of years, sometimes generations, of addictions and generational curses.

God’s love for humanity caused him to send his only begotten son Jesus to die for our sins so that we can have everlasting life.

A mother’s love for her child gives her superhuman strength, to save her child from death or injury.

Love
Love

The love we have for our wifes and husbands keeps off stress and diseases when that love is active and healthy.
You see when we are in the throes of our love experiences, we look at the world through rose colored glasses.
Everything is sunny. We stop to smell the roses.
Our hearts beat faster when our loved ones are near.

We ride the energy waves of this spiritual connection and in turn we feel energized, we smile and laugh more and we don’t sweat the small stuff!

Research shows that this positive energy force cleanses our ethereal bodies and removes patches of stuck energies that can cause disease.

In my book “Out of the Snares” A story of hope and encouragement,
I share my encounters with love. These encounters have shaped my current world and allowed me to embrace love because I know from personal experiences how good it feels!

The energy of love combined with sexual energy is even more powerful!
When you transmute sexual energy for the person you love, you can create or imagine life changing books, companies and inventions that propel humanity forward!

But, it all starts with self-love.
Justin Bieber – Love Yourself (PURPOSE : The Movement)

You can’t give away what you don’t have.

In order for you to give love to another you must first have love inside of you.
You have to love yourself, you have to love your world or the space you work and play in your world.

You have to love God, your creator.

When you love yourself you gain self confidence
Self-confidence is necessary for you to be successful in your career and in your business
Click the link below to hear a powerful story of how lack of self-confidence can ruin your world.

Love doesn’t have to be the Notebook kind with grand gestures and sacrifice.
We love to watch movies like the Notebook about true love that never dies.
We are inspired by stories about Edward, Prince of Wales and Wallace Simpson and how he chose love over the throne; but most of us would settle for the simple acts of love.
love holding

http://pulptastic.com/korean-artist-beautifully-illustrates-real-love/
This artist depicts these acts in her paintings so wonderfully and every couple should aspire to connect on this level.
• Who wouldn’t love their spouse coming up and giving them a hug while they are cooking in the kitchen?
• Who wouldn’t love their spouse watching chick flicks with them and enjoying it as much as they do?
• Who wouldn’t love going out for ice cream and licking each other ice cream cones and stealing a kiss?
• Who wouldn’t love just being in a room and just enjoying each other, laying on your husbands lap while you read a book?
• Who wouldn’t like coming home and seeing your husband with a apron on in the kitchen cooking dinner?

love icecream
Everyone!

Love shouldn’t be only for your spouse, children, family and friends. Love should be for all relationships in and out of the workplace, with customers, suppliers, everyone!

Giving love and compassion to the people you work with yields immense diffidence
In his book “How to win Business and Influence Friends” by Tim Sanders, Chief solutions Officer at Yahoo calls this BizLove
http://www.amazon.com/Love-Is-Killer-App-Influence/dp/1400046831This book shows how to be a LoveCat at work.

Here are 5 ways to be a LoveCat at work:
1. Greet everyone who walks into your office or room with eye contact and a smile.
2. Hug your close associates or people you have a personal relationship at work.
3. Replace the word Hate with the word Love whenever you can and watch it transform the energy.
4. Read lots of books and offer the knowledge gained from these books to your co-workers to help them with projects, initiatives or difficult personal situations.
5. Start a book club at work and have everybody share cliff notes from the books read.

All in all, love is like a boomerang, it always comes back so give it freely.

It is like seeds that blow in the wind. It does not always come back from the people we choose to love but it always comes back

Check out my chapter on Love in my book “Out of the Snares” A story of hope and encouragement.

http://www.amazon.com/dp/B013C71KHE

Click here to Download a copy my Free EBook!

“Small Business, How to Mind your own business while working your day job”
Love yourself enough to start building your personal Brand.

Click here for more information

Small Business:How to Mind Your Own Business while Working your Day Job

Small Business: How to Mind your Own Business while working your day job
Small Business: How to Mind your Own Business while working your day job

#8 How to Find your Passion, it is Your Burning Bush!

In my book “Out of the Snares, a story of hope and encouragement, I share How to find your passion regardless of life circumstances.
#outofthesnares, #howtofindyourpassion

The fire within is your Passion
The fire within is your Passion
That is how to find your passion.

“The most powerful weapon on earth is the human soul on fire.”
— Field Marshal Ferdinand Foch

Passion, How to find your passion? It is that thing that you were created to do. It is the “Burning Bush” that makes you feel like you transcended your body and entered into the heavens. Passion it is the thing that you would do all day, for Free.

One of the self-evaluation questions I ask my new clients is “If you were the Powerball winner of 500,000,000, what would you do with your time?” You see when you take away the need to earn money, then your head becomes clear as to what your passion really is.

In my book >”Out of the Snares, a story of hope and encouragement“Out of the Snares I tell the stories of Walt Disney, Sylvester Stallone, and J.K Rowling. These are 3 examples of ordinary people who accomplished extraordinary things because they were able to convert their passion, the fire in their belly, into its monetary equivalent. Their passion was like a “burning bush” deep within their souls and they were driven to consummate this burning desire.

Find your inner fire!
Find your inner fire!

How did Walt Disney “find his passion?” For Walt Disney it was drawing and Art. Walt started drawing as an ambulance driver in the army and discovered he loved to draw. Then he became a Commercial Artist. After being let go from his company, he decided to start his own graphics company. His company failed from bad management. Walt had a string of failures that included bankruptcy before he found success. He married Art with imagination and created the happiest place on earth. His passion for drawing birth an empire that has gross revenues today in the billions of dollars.

Walt Disney World is now visited by over 5 million families every year. Annual cash flow from Disney’s consortium of products and films are in excess of 21 billion dollars. It includes 535 Disney stores, a cable television station, amusement parks in Orlando, California, Paris and more. All because he would not let the fire in his belly die.

Sylvester Stallone was born disabled. He suffered injury at birth that left one side of his mouth deformed and caused him to speak funny. Sylvester’s passion was born from being hungry. Like Les Brown would say

“You got to be Hungry”

Sylvester was broke and hungry. He was walking the street one day, cold and hungry and he decided to go into a library to stay warm. Laying on the table was a book about a fighter who overcame odds to win. That inspired Sylvester Stallone to go write the Rocky story. He wrote that story in one sitting. He did not stop for 20 hours! How did Sylvester “find his passion” and know that he could write a great screen play? He just knew. Maybe he dreamed it, maybe God has been giving him hints his whole life. That inspiration was the gasoline that lit the fire that God put inside him. Again he married passion with imagination and wrote a story that resonated with each and every one of us. The story of Rocky. It made him a millionaire many times over.

“When you set yourself on fire, people love to come and see you burn.”
— John Wesley

http://thelogicalindian.com/story-feed/get-inspired/inspirational-success-story-of-sylvester-stallone-rags-to-riches/
Back in the day, Stallone was a struggling actor in every definition. At some point, he got so broke that he stole his wife’s jewelry and sold it. Things got so bad that he even ended up homeless. Yes, he slept at the New York bus station for 3 days. Unable to pay rent or afford food. His lowest point came when he tried to sell his dog at the liquor store to any stranger. He didn’t have money to feed the dog anymore. He sold it at $25 only. He says he walked away crying.
Two weeks later, he read a book that gave him the inspiration to write the script for the famous movie, ROCKY. He wrote the script for 20 hours! He tried to sell it and got an offer for $125,000 for the script. But he had just ONE REQUEST. He wanted to STAR in the movie. He wanted to be the MAIN ACTOR, Rocky himself. But the studio said NO. They wanted a REAL STAR.
They said he “Looked funny and talked funny”. He left with his script. A few weeks later, the studio offered him $250,000 for the script. He refused. They even offered $350,000. He still refused. They wanted his movie, but NOT him. He said NO. He had to be IN THAT MOVIE.
By. Author > Abinash Mishra

Look within to find your passion
Look within to find your passion

J.K Rowling was a single parent, a divorcee and out of work. On a train ride from Manchester to London she got the inspiration to create the Harry Potter story. But she was already a published author. Writing her first book at 6 years old and another at 11 years old. She became an English teacher because her passion was books writing. Ms. Rowling feels that failure stirs the fire in your belly to do something about your passion.

In 2015 J.K. Rowling’s 2008 Harvard commencement speech was published under the title ‘Very Good Lives: The Fringe Benefits of Failure and the Importance of Imagination’

How did I find my passion? One day I saw the word Lifecoach in the newspaper and I knew immediately that was what I was supposed to do. My passion is learning, building and imparting. As a Life coach, Author and Motivational speaker, I am constantly learning, building and imparting into the lives of others. I could do it all day and I could do it for free!

How to Find your Passion!

It may not be as an employee!

The best people to work for are me, myself and I.
– unknown

“There is no greater thing you can do with your life and your work than follow your passions – in a way that serves the world and you.” Richard Branson

If your passion is to build an Enterprise, then download my Free EBook

“Small Business, How to Mind your own business while working your day job”
Click here for more information

http://myhelps.us/small-business-ebook/

Small Business: How to Mind your Own Business while working your day job
Small Business: How to Mind your Own Business while working your day job

If you have no idea what your passion is, then maybe this article from Mark Manson will shock you into finding one.
(Rated R for Language)

http://markmanson.net/passion
The common complaint among a lot of these people is that they need to ‘find their passion.’
I call bullshit. You already found your passion, you’re just ignoring it. Seriously, you’re awake 16 hours a day, what the f### do you do with your time? You’re doing something, obviously. You’re talking about something. There’s some topic or activity or idea that dominates a significant amount of your free time, your conversations, your web browsing, and it dominates them without you consciously pursuing it or looking for it.
It’s right there in front of you, you’re just avoiding it. For whatever reason, you’re avoiding it. You’re telling yourself, “Oh well, yeah, I love comic books but that doesn’t count. You can’t make money with comic books.”
F### you, have you even tried?
The problem is not a lack of passion for something. The problem is productivity. The problem is perception. The problem is acceptance.
The problem is the, “Oh, well that’s just not a realistic option,” or “Mom and Dad would kill me if I tried to do that, they say I should be a doctor” or “That’s crazy, you can’t buy a BMW with the money you make doing that.”
The problem isn’t passion. It’s never passion.
It’s priorities.
And even then, who says you need to make money doing what you love? Since when does everyone feel entitled to love every f###### second of their job? Really, what is so wrong with working an OK normal job with some cool people you like, and then pursuing your passion in your free time on the side? Has the world turned upside-down or is this not suddenly a novel idea to people?
Look, here’s another slap in the face for you: every job sucks sometimes. There’s no such thing as some passionate activity that you will never get tired of, never get stressed over, never complain about. It doesn’t exist. I am living my dream job (which happened by accident, by the way. I never in a million years planned on this happening; like a kid on a playground I just went and tried it), and I still hate about 30% of it. Some days more.
Again, that’s just life.
Author: Mark Manson

If your passion is to build an Enterprise, then download my Free EBook!

“Small Business, How to Mind your own business while working your day job”

Click here for more information

Small Business:How to Mind Your Own Business while Working your Day Job

Small Business: How to Mind your Own Business while working your day job
Small Business: How to Mind your Own Business while working your day job

#7 If You Build It, They Will Come

if you build it
#7 If You Build It, They Will Come #outofthesnares

How many of you have seen the movie “Field of Dreams”

Iowa farmer Ray Kinsella hears a voice in his corn field tell him, “If you build it, he will come.” He interprets this message as an instruction to build a baseball field on his farm, upon which appear the ghosts of Shoeless Joe Jackson and the other seven Chicago White Sox players banned from the game for throwing the 1919 World Series. When the voices continue, Ray seeks out a reclusive author to help him understand the meaning of the messages and the purpose for his field.

All his life, Ray Kinsella was searching for his dreams. Then one day, his dreams came looking for him.

If you believe the impossible, the incredible can come true.

If you build it, they will come.

Here are a few men who “Built it and they came”
Steve Jobs built Apple computers
Henry Ford built the 8-cylinder engine
Edison built the light bulb.

These are just a few examples of men who dared to dream and build something that would serve others.

But this phrase does not only apply to baseball fields and technology.
Anything you build, they will come
.
Translation, “whatever your plant will grow.”

Whatever you put your attention on, increases.

What is your field of dreams?

What are the voices in your dreams telling you to build?

if you build it 2

In my book “Out of the Snares” my field was “my promised land”

The voices in my dreams kept telling me that if I built on this land, I would leave a Legacy for my children.

I have internalized this phrase. It has become my truth. I know…without a shadow of doubt, “that if I build it, they will come.” Anything I build, they will come.
As a Life coach and motivational speaker, I am building my business now. I build my brand on LinkedIn, Twitter, Instagram, Facebook. I blog several times per month. I have authored 3 books.

http://myhelps.us/books/

This is how I am building, and they are coming.

Here is an excerpt from a blog about the mother of a Downs Syndrome child who wanted to attend college. The College had to build a program for inclusion of special needs students. They built it, and the students came.
http://kellehampton.com/2015/03/if-you-build-it-they-will-come-if-you.html

Several years ago, a young woman attending a special needs graduate course there piped up at the end of class and asked her professor, “What is this college doing for inclusion?” The professor thought a moment and then turned it into a homework assignment (“The other students hated me,” she laughed.): Design and write out what you think a college program for special needs should look like. If Field of Dreams taught us anything… If you build it, they will come. The students designed what became the University Participant (UP) Program, a fully inclusive 2-year program–full residence, dorms, classes, work, support, communication, goals, accountability–and soon found one student with special needs who wanted to come. “We were building the airplane as we were flying it,” Dr. Kelly Kelley remembers. “So you built it,” I asked, “but how did you fund it?” “Passion,” she quickly answered. Speaking of passion, let me explain how I landed in North Carolina last week. Right before Nella’s birthday this year, I received an e-mail from Liz, another mom of a little girl with Down syndrome. I had written a post expressing interest in organizations helping adults with Down syndrome, specifically in relation to post-secondary educational opportunities. Liz responded, telling me about Ruby’s Rainbow, the organization she and her husband had just started in 2011, providing scholarships for people with Down syndrome to attend college. In four years, Ruby’s Rainbow has already helped fund 42 people’s college dreams. The thing is, a lot of people don’t realize that “people with Down syndrome attending college” is even a phrase. And how can we raise money for it if people don’t know it exists? I wanted to help bring attention to the incredible work Liz and Ruby’s Rainbow is doing, but I was also curious–what does this even look like? One phone call with Liz, and we were scheming. Let’s go to college. Let’s go visit two Ruby’s Rainbow scholarship recipients and let them tell the story. Let’s peek into the window of possibilities for our own girls. Let’s see what can happen when one person begins with a question: “What are we doing to help? “ Thanks to an incredibly accommodating college that quickly set up a full day’s agenda to give us a thorough day-in-the-life experience, and two individuals who were eager to share their story with us, we were on our way early Wednesday morning last week to make the two-hour drive from our hotel to Cullowhee, North Carolina. Our first stop: The Office of Residential Living where Zach gets paid to work 10 hours a week as an office assistant to supplement his college experience. A handsome young man, sharply dressed, stepped away from his computer to greet us when we arrived. He shook our hands and introduced himself, answered our questions about what he does and paused to answer the phone when it rang or tend to the front desk when his officemate asked for help. –
See more at: http://kellehampton.com/2015/03/if-you-build-it-they-will-come-if-you.html#sthash.8LkIdX0n.dpuf

Now some of you know that sometimes, okay most times, especially for startup companies “You build it, they do Not come.”

This article talks about Entrepreneurship and building a new company.
http://www.entrepreneur.com/article/251900

Sometimes you have to go get the clients instead of waiting for them to come.
Here is an excerpt:.
I am not sure my version of this quote would have worked for Kevin Costner and the movie Field of Dreams, but it would certainly have saved countless entrepreneurs from disappointment and defeat.
There’s no shortage of savvy startups that will never get off the ground or designer duds that won’t grace the catwalk. Just because a product is out there doesn’t guarantee that consumers will come. Great ideas without equally great promotion are as good as non-existent.
It’s just like the age old question: If a tree falls in a forest and no one is around to hear it, does it still make a sound? The same can be said for great ideas and products. If consumers never discover or buy them, are they still great? I have fallen victim to the false pretense that if I only built something, consumers would come right over and consume it. But my first failed business taught me otherwise.
At the ripe old age of 21, I managed to convince two successful entrepreneurs — after multiple pitch meetings and business plan revisions — to invest in my media company, despite the fact that I knew nearly nothing about media.
What I wanted was to create the leading online men’s lifestyle magazine, complete with highlights on where to eat, what to wear, where to travel — and I called it Debonair. The idea was much more novel in the early 2000’s before the flood of publications now devoted to gents — and the idea was good (Thrillist and Urban Daddy launched similarly oriented sites shortly after to much success).
They wrote me a check for $100,000 and just like that I was in business. But contrary to my mistaken notion, it wasn’t as simple as having the seed money, building the site and just watching everything fall into place. I wasn’t popping champagne and toasting with the big boys like I thought I’d be. Not even close. The next two years were trying times, and I was swimming in a sea of startups that knew more than I did.
I poured every dollar I had into a fancy website with what I believed were all the right bells and whistles and pricey photography that had made glossy magazines so sought after and I figured that was all it would take. When the traffic didn’t come, I blamed it on the site design, the logo, the font, the layout, the photos. I became victim to the “better is the enemy of best” syndrome, redoing the same thing over and over and over again trying to perfect it for the public. By the time I bypassed the fluff changes and figured out search engine optimization, pay-per-click, buying lists and marketing — it was too late.
I lost every last cent of my seed money, and Debonair flopped.
I built it, and they did not come.
……..
Five years later, I tried again. This time with Sourcing Journal, a trade publication.
Unless your jeans have three legs, it isn’t a new idea. If you want to build a brand, build it. Forget the wealthy heirs to family businesses or those who get large venture capital funding. If that isn’t you, like it wasn’t me, you will have to be a doer and figure it out. Go get some orders, no matter what product you have. Borrow money for purchase order financing to produce the product and pay the too-high rates if need be. Be scrappy, be an entrepreneur, make it happen.
Focus on distribution. Technology has changed the game, so use it to help get the word out there, build hype and sell, sell, sell. Do not wait for the people to come because you could be waiting a long time. Knock down the proverbial door and keep going. And when you get that order from Barneys, or Macy’s or Bed Bath and Beyond, call me. I’d be happy to make that product for you.
Not because you built it, but because you got them to come.

Edward Hertzman
CONTRIBUTOR
Founder of Sourcing Journal

Here Are Five Reasons That If You Build It, They Will Come.

1. Make sure that there is a need for what you are building. If you are a startup company. Do your research, know the demographics of your target market.
2. Be prepared to keep at it until you win. If something does not work, change your approach. If that does not work, change it again. Keep changing your approach until you win. There is a winning solution! Most people give up when success is just around the corner.
3. You must see the vision. If you don’t see it, you can never be positive that you will win. It will be like a pie in the sky. Something hoped for, but unattainable.
4. You must have a burning desire to win. You live the phrase “failure is not an option.” The desire must consume you. There is no better example of this than the Sylvester Stallone story. Sylvester refused $100,000 for his script “Rocky” when he had no money to eat. He then sold his dog for $50.00 to buy food. His burning desire was to star in his screen play. He built it and they came!
5. Keep hitting the Anvil. Do something every day that brings you closer to your “field of dreams.”