Monday Night Millionaire Motivation

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17 Highly-Guarded Strategies to Close Every Sale – Strategy #9: An Offensive Mindset Versus a Defensive Mindset (2 of 2)

There are many people that I meet at seminars, but many of them never “do business” with me that particular day. I don’t huff and puff about their decision not to invest in my products and services. That’s fine, because I believe in creating long-term relationships. I believe in the near future, they will invest in one of my product or services. Maybe they become a member of the Lifestyle Freedom Club, attend a boot camp or hire me to do a motivational seminar for their company. I handled that initial rejection of my products and services appropriately and welcomed them to tie into my emails, tele-classes, etc., which led to their investment at a later date. Creating long-term relationships despite not closing that initial sale is a huge part of maintaining an offensive mindset.

What if I would have responded with a defensive mindset? “I don’t need their money anyway. I would rather keep my products, because they aren’t going to use them.” The chances of that person tying into my company resources and investing at a later date just flew out the door. Who wants to do business with someone that gets so defensive over another person’s decision not to do business at that time? More importantly, why would that person refer you to anyone else that is looking for the product/service that you have to offer with an attitude like that? For most people, it’s easy to get hot under the collar when a buyer is talking bad about a business that you believe in, but always remember the importance of opening those relationships. You can remain strong in your convictions about your business without completely ruining the sale. Just focus on the question or concern and address it with the reasons that you stand behind your product. You can even say something like, “That’s an excellent question.” If they say, it costs too much, then simply say, “I see you’re concerned about value?” Instead of giving off the feeling that you think they are just being cheap. Strive to satisfy their questions with your belief. Remember, if you don’t believe in what you are selling, then stop trying to sell it to others.

Strategy #9 Champion Tip: Maintain an offensive mindset that’s full of energy, excitement, focus and strength. When questions arise, get excited. Stand behind your business product/services and allow your belief to drive you to handle all questions and concerns.

TEAR UP YOUR “TO DO” LISTS

Most of you have those tedious “To Do” list that you create in an effort to get more things done in your day. But let’s take time to really look at your “To Do” list. The actual words “To Do” have a negative connotation, and when you look at that list on a daily basis you think to yourself, “I MUST get this stuff done!”. It’s like meeting a deadline on a daily basis. You absolutely dread it! You should just call it your “To Don’t” list, because it’s not something that you even look forward to doing.

So, what kinds of things are on these “To Do” list?
1. Go to the gym
2. Take the kids to baseball practice
3. Make (3) new contacts for my business
4. Pick-up the laundry
5. Coaching session w/John Di Lemme
6. Tele-Class at 8:30pm
7. Book flights for upcoming seminar

That’s right, this is an example of the infamous “To Do” list that you write out every day, and you drive yourself crazy trying to get everything done. Then at the end of the day, you wad up your list and throw it away. No matter if you finished everything or not. Does this make sense? No. Why should you torture yourself by making a list of things that will ultimately hang over your head all day long. Plus, most of the time the things on your “To Do” list are important to you and you should feel a sense of accomplishment after you complete them.

I know that you are saying to yourself, “John, I have to write things down or I won’t do them, and these things are important.” I agree with you 100%, but there is another way…something you won’t hate and resent doing on a daily basis. You must make this list important to you and feel good about yourself when you complete it or even most of it.

Develop a Champion Checklist! Doesn’t that sound better and more powerful? How would you feel at the end of your day if you accomplished the majority of things on your “Champion Checklist”? Here’s another tip. Don’t throw it away day after day after day. Keep your Champion Checklist in a journal or simply a notebook. This will allow you to look back at your lists at the end of the week and see all of the things that you achieved. On the other hand, it will also act as your guide to things that you can do better such as time management.

My challenge for you today is to commit to tearing up your “To Do” list and replace it with a “Champion Checklist”. Will you do it or will you continue to begin everyday staring at a list that haunts you all day long? It’s up to you! This simple change will produce drastic results for you.