Posted on January 27th, 2014 in Inspiration
By D.H. Groberg
“Quit! Give Up! You’re beaten!”
They shout at me and plead,
“There’s just too much against you now,
this time you can’t succeed.”
And as I start to hang my head
In front of failure’s face,
My downward fall is broken by
The memory of a race.
And hope refills my weakened will
As I recall that scene;
For just the thought of that short race
Rejuvenates my being.
A children’s race-young boys-young men-
How I remember well,
Excitement, sure! But also fear;
It wasn’t hard to tell.
They all line up so full of hope
Each thought to win that race.
Or tie for first, or if not that,
At least take second place.
And fathers watched from off the side
Each cheering for his son.
And each boy hoped to show his dad
That he would be the one.
The whistle blew and off they went
Young hearts and hopes afire.
To win and be the hero there
Was each young boy’s desire.
And one boy in particular
Whose dad was in the crowd
Was running near the lead and thought:
“My Dad will be so proud!”
But as they speeded down the field
Across a shallow dip,
The little boy who thought to win
Lost his step and slipped.
Trying hard to catch himself
His hands flew out to brace,
And mid the laughter of the crowd
He fell flat on his face.
So down he fell and with him hope
-He couldn’t win it now-
Embarrassed, sad, he only wished
To disappear somehow.
But as he fell his dad stood up
And showed his anxious face,
Which to the boy so clearly said,
“Get up and win the race.”
He quickly rose, no damage done,
-Behind a bit, that’s all-
And ran with all his mind and might
To make up for his fall.
So anxious to restore himself
-To catch up and to win-
His mind went faster than his legs:
He slipped and fell again!
He wished then he had quit before
With only one disgrace.
“I’m hopeless as a runner now;
I shouldn’t try to race.”
But in the laughing crowd he searched
And found his father’s face;
That steady look which said again:
“Get up and win the race!”
So up he jumped to try again
-Ten yards behind the last-
“If I’m to gain those yards,” he thought,
“I’ve got to move real fast.”
Exerting everything he had
He regained eight or ten,
But trying so hard to catch the lead
He slipped and fell again!
Defeat! He lied there silently
-A tear dropped from his eye-
“There’s no sense running anymore;
Three strikes: I’m out! Why try!”
The will to rise had disappeared;
All hope had fled away;
So far behind, so error prone;
A loser all the way.
“I’ve lost, so what’s the use,” he thought
“I’ll live with my disgrace.”
But then he thought about his dad
Who soon he’d have to face.
“Get up,” an echo sounded low.
“Get up and take your place;
You were not meant for failure here.
Get up and win the race.”
“With borrowed will get up,” it said,
“You haven’t lost at all.
For winning is not more than this:
To rise each time you fall.”
So up he rose to run once more,
And with a new commit
He resolved that win or lose
At least he wouldn’t quit.
So far behind the others now,
-The most he’d ever been-
Still he gave it all he had
And ran as though to win.
Three times he’d fallen, stumbling:
Three times he’d rose again;
Too far behind to hope to win
He still ran to the end.
They cheered the winning runner
As he crossed the line first place.
Head high, and proud, and happy;
No falling, no disgrace.
But when the fallen youngster
Crossed the line last place,
The crowd gave him the greater cheer,
For finishing the race.
And even though he came in last
With head bowed low, unproud,
You would have thought he won the race,
To listen to the crowd.
And to his Dad he sadly said,
“I didn’t do too well.”
“To me, you won,” his father said,
“You rose each time you fell.”
And when things seem dark and hard
And difficult to face,
The memory of that little boy
Helps me in my race.
For all of life is like that race,
With ups and downs and all.
And all you have to do to win,
Is rise each time you fall.
“Quit!” “Give up! You’re beaten!,”
They still shout in my face.
But another voice within me says:
“GET UP AND WIN THE RACE!”
Posted on October 30th, 2013 in Sales
This is the final step in the Consultative Sales System and if you’ve followed all the steps thoroughly to this point, you will find this the easiest step of all.
1/ Meet & Greet: You’ve exchanged warm and friendly introductions with your client;
2/ Build Rapport – Discovery: You’ve had a meaningful conversation wherein you focused on their wants, needs and desires;
3/ Identify Need: You’ve confirmed your client’s wants, needs or desires (their problem) and they’ve agreed you are correct (if they don’t agree at this point, go back to step #2 and ask more questions to unveil the root of their needs/problem);
4/ Satisfy the Need: You’ve positioned your product or service as an ideal solution to their problem (satisfied their needs, wants, desires);
5/ Test for Agreement: You’ve tested for interest in your product or service (ie: “Does it make sense to you…”);
6/ Handle Objections (if applicable): You’ve uncovered the reason they decline your offer (by asking your version of “Why Not?”), and responded to and handled the objection(s) that arose;
7/ Offer 2 Options: You finalize the sale – ask them which offer they prefer and provide 2 options to choose from.
In step #7, leaving the final decision in the client’s hands gives them complete control over their decision. With today’s competitive market in every industry, clients want to make their own purchase decisions although once you follow these 7 steps, you are truly leading them to purchase from you as you are solving their problem(s). Also, you’ve taken the time to investigate exactly what their problem is and you’ve demonstrated a genuine interest in your client by doing so!
If you practice these steps with every client, your sales will grow! If you get stuck at any stage, leave me a comment below and I’ll do all I can to help!
Posted on October 30th, 2013 in Inspiration
Are you seeking the perfect life? The perfect job, the perfect relationship, the perfect bank balance, the perfect children, perfect health… you may have one of these areas (or another not named) in your life that you wish is different than it is now and more aligned with what you perceive as “perfect”.
I have Amazing news for you! Your life is perfect exactly as it is. (Oh I know, that sounds so confrontational!) Agreed, it may not appear to be as you perceive perfect to look although you are on the path of getting there. Think of it as the “invisible mechanics” of your life working in the background to create perfection for you. You see, there are actions going on in your world right now that you aren’t even aware of that will influence outcomes in your life today, tomorrow and in the future. It’s important to watch for the signs of these miracles as they may show up as a mere glimpse. Be mindful of the little gifts that appear daily and acknowledge those highlights regardless how big or small they seem as the impact they have towards the greater perfect outcome may be massive times greater than what it looks like.
Have Faith and Trust that you are on exactly the right path you are meant to be on, you are learning all that you need to in order to receive all that you want. Your perfect life is a journey rather than a destination. Pay special attention to the miracles and they will show up in larger doses, feeding the invisible forces to produce your perfect life faster!
Posted on October 28th, 2013 in Sales
How you handle objections is the single deciding factor that determines whether your client will buy from you or not. When you “Test for Agreement” to buy and you are faced with rejection, take time to find out what the reason for the decline is. This in itself can be challenging, to find the right words to say. Ultimately, we want to know “Why” although that word alone posed as a question can seem confrontational. To soften your approach, you may want to ask “Do you mind if I ask you Why?” It’s important you are relaxed when you ask this question because your tone and body language will strongly influence the way this is received by your potential client. We want to continue the flow of the conversation you’ve had until now and keep it smooth and easy. This is still a discussion.
Once you’ve unveiled “Why” the potential client declined your offer, you need to overcome the objection by threading back to the client’s problem and the solution your product/service provides. At this point, when you handle the objection, always introduce a new idea or new aspect about your product/service and emphasize how this will solve the client’s problem. Bringing in fresh “reasons” why your product/service is an ideal solution helps build layers of buying motivation. There will be one motivator that compels the client to buy from you more than others and there’s a good chance you identified what that key motivator is during the previous 5 steps. Always lean on the client’s biggest pain that your product/service will satisfy. This is the true magic of leading your clients to buy from you!
Tags: handling objections
Posted on October 17th, 2013 in Sales
Have you ever had a discussion with a potential client that was going perfectly…until they declined your offer? It’s confusing, isn’t it?! After all, they agreed with everything you said and from your perspective, it seemed they were a perfect match for your product/service. So what could possibly have gone wrong?
The good news is, this only means there is something in the way of them saying “YES” to buy from you. Even better news is, it’s very easy to find out if there is something in the way before you are discouraged by their “No”…ask a question that tests if they are ready to buy. Here are a couple of examples of those test questions:
- Does it make sense to you that this (Name your product/service) will…(complete the sentence describing how your product/service solves their problem) or,
- Does it sound like this (Name your product/service) will…(complete the sentence describing how your product/service solves their problem)
This is Step #5 in The Consultative Sales System. In traditional sales, we call this the “Trial Close”. Using a consultative sales approach, we prefer to refer to it as “Test for Agreement”. Oh, if your client says “No” at this stage, you’ll need to handle the objection. Visit us on Monday (Oct. 28th) for tips on that critical part of your sales process.
Do you have a question you ask your clients to test if they are ready to buy? Please share if you have a favorite.
This is a brilliant video about the language we speak with non-verbal communication.
Amy Cuddy: Your body language shapes who you are
My favorite is the 2-minute “Wonder Woman” power pose. What’s yours?
Posted on October 15th, 2013 in Sales
When a potential client tells you they can’t afford your product/service, have you ever considered how many times that really is the case? People will buy from you as long as the value of your offer exceeds the price. Let’s call it the Value vs. Price ratio.
Looking at the scale image on the right, value must always exceed the price in order for your client to exchange their hard earned cash with you. This principal applies with each and every purchase. When you follow the 7-steps of The Consultative Sales System, you are naturally creating that value and it is personalized to each client. You see, this entire system is designed to determine which specific factors are important to each client and solve their problem.
Price is the last thing you want to discuss. As long as you follow the 7-step system (or one similar that emphasizes clients’ needs, rather than spewing a long list of your product’s features and benefits), your clients will practically be falling over to buy from you and, you will rarely face the price objection.
Have you ever bought something that cost more than you were planning to spend because it exceeded your expectations of what it could do for you, thereby increasing its value? If so, what was it?
Posted on October 14th, 2013 in Inspiration
Canadian Thanksgiving Day is rooted in history as a day to be thankful for abundant harvests. It’s common for Canadians to visit family and friends over the extended weekend and share a delicious feast of turkey, pumpkin and other irresistible flavors.
I thought if fitting to take a moment today and reflect on gratitude for all we have. This is personal to you. Your gratitude can reach out to people, places, things or events, anything that is meaningful to you today that you are thankful for.
The Law of Attraction gives us more of what we focus on. Being thankful for what we have right here, right now, without qualification, is the easiest and fastest way to receive more of what we want. Taking 5-minutes to focus on what you are thankful for is a great way to add a sprinkle of gratitude to your day and begin attracting more of what you appreciate in your life. When the 5-minutes is up, take a moment to reflect on the feeling you experienced while being grateful. How much better would each day be if you took only 5-minutes to be thankful?
If you have a smartphone, set the timer to 5-minutes and press “start” to indulge in all you are thankful for today.
Posted on October 11th, 2013 in Food
This has been one of my long time standing favorite pumpkin pie recipes. For one, it’s yummy! For another, it’s super easy, as you simply toss the ingredients into the blender! You’ll need to have your favorite pie crust ready, either store-bought ready-made, or homemade, as fits best for you.
125ml (½ cup) Milk
125ml (½ cup) Light Cream
375ml (1-1/2 cups) Canned Pumpkin
150ml (2/3 cup) Brown Sugar (Azucar dulce-packed)
5ml (1tsp) Cinnamon
2ml (½ tsp) Salt
2ml (½ tsp) Ground Ginger
2ml (½ tsp) Ground Cloves
1ml (¼ tsp) Ground Allspice
5ml (1tsp) Vanilla Extract
1 9-inch unbaked pie shell
Heat oven to 220C, 425F. Put all ingredients into the blender container, cover and process at BLEND until thoroughly blended. Pour into pie shell and bake at 220C, 425F for 20 minutes, then reduce heat to 140C, 275F, and bake 35-45 minutes longer or until a silver knife inserted near centre of pie comes out clean. Cool at room temperature before serving.
HaPpY Thanksgiving, my Canadian friends!