The one that we hear the most: "I don't have the time". That excuse, in my dictionary, is defined as "I don't want it bad enough". If I were to tell you that there is a guaranteed million dollar check waiting for you in China and the only way to get it is to fly over there in the next three days, you would drop everything in your calendar and do what it takes to get there. There are those who make the time and those who let the time make them. The more you start managing your time, the more you will be fully aware of the things you can offer to others and yourself.
Defeating Objections
As you present value to others, you must make a list of questions that remove risk and defeat objections from people buying what you offer. Don't EVER argue or prove them wrong. Find their solution. In sales, it is never about who is wrong or who is right. It is about providing the solution to the prospect's need. Make a list of those questions that people might ask you and have answers ready. Here is the example that I use for the "timing" objection when I am asking people to join my business.
Prospect: "I just don't have the time"
Millo: "Ok, if time was not an issue, would you join?"
(Identify how much they want it)
Prospect: "Yes"
Millo: "Well then let's not use much of your time. Can you spend just 15 minutes a day making 3way calls with me to your friends in order to invite them over to your house so that I can do the presentation for you in the beginning stages of your business?"
Prospect: "Yes"
Millo: "Then let's get you started"
Enemies of Your Success
This past weekend was a weekend of being slapped in the face by powerful words coming from top business leaders. A slap in the form of powerful and encouraging words is good once in a while. On Saturday, I heard Nick Sarnicola speak about the enemies of your success. Worrying, complaining, excuses, doubt. These are all enemies of your success and "if you don't get your enemies, your enemies will get you". Nick expressed how he has never met a complaining millionaire or a successful businessman that makes excuses. Powerful!
Excuses will never open the doors to your dreams. They will do the complete opposite. There are encouraging signs everyday. Antennas up! Absorb those signs that are there to make you push forward and don't let the negative signs (and people) which are easily detected take control of you life. I take advantage of the good signs as much as I can detect them. This morning I met a very positive businessman by the name of James W. Roxbury who loves to run and has a very aggressive 63 year old trainer. He was telling me the story of how every time he cheated his diet, his trainer would tell him: "Its ok James. There is no such thing as bad food, just bad people". James had no idea I would use that on my next letter, but every time I skip the gym and I want to eat a piece of cheese cake, I'll make sure I remember that one.
Nick Vijucic
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I leave you folks with a video of a man that I had the pleasure of seeing and listening to live this Sunday. Click on his image to view. His name is Nick Vijucic and you can clearly see what has been his major obstacle in life. After looking at this video, make the time to watch his short film "The Butterfly Circus". Vijucic left me speechless and will forever engrave these words in my mind: "If you are looking for a miracle and you haven't gotten it, become one." |
To read my previous letter, click here. |
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