Daily Success Strategies - Jeff Heggie Entrepreneur & Success Coach

Jeff Heggie Daly Success Strategies

Episode 120: Your Success Depends on Your Accountability

www.JeffHeggie.com.com

Schedule your free strategy session, jeff@jeffheggie

Jeff Heggie Daily Success Strategies

119: Outcomes Are More Important Than Tasks

www.JeffHeggie.com

mindsetjournal.jeffheggie.com

"There is nothing so useless as doing efficiently at which should not be done at all." - Peter Drucker

https://bit.ly/HAMindset

Jeff Heggie Daily Success Strategies

117: Beliefs Are a Choice

www.JeffHeggie.com

www.JeffHeggie.com/mindset

minsetjournal.jeffheggie.com

“A Man is What He Believes” – Anton Chekhov

John Stuart Mill once wrote, “One person with a belief is equal to a force of ninety-nine who have only interest.”

When you believe something is true, you literally go into the state of its being true.

“Beliefs can be the most powerful forces for creating good in your life. On the other hand, beliefs that limit your actions and thoughts can be as devastating as resourceful beliefs can be empowering

Beliefs help us tap the richest resources deep within us, creating and directing these resources in the support of our desired outcome.

With powerful guiding beliefs, you have the power to take action and create the world you want to live in. .” – Tony Robbins

To change our own behaviors, we have to start with our own beliefs

If we want to model excellence, we need to learn to model the beliefs of those who achieve excellence

Our beliefs are an internal state that govern our behavior – empowering or disempowering

Begin by recognizing that a belief is a CHOICE

- Choose beliefs that limit you, or support you

FREE STRATEGY SESSION - email me at [email protected]

Jeff Heggie Daily Success Strategies

116: Take the Pressure Off of Client Meetings

www.JeffHeggie.com

https://mindsetjournal.jeffheggie.com/

Article on The Futur by Matthew Encina, Take the Pressure Off of Client Meetings

Pressure of client meetings:

· Everything is on the line

· Prepare & rehearse, design every slide right, develop a script to recite

· Pressure on to perform

o Often resulting in awkward, unnatural presentations

Discover that no one is applying the pressure except for YOU!

· Entering each meeting like you have to sell this person… blow them away… convince them…

Serving vs Selling

What was the one thing that changed my approach, and relieved all the pressure?

· When I enter prospective client meetings, I now go in with the lens of being “helpful,” rather than going in to “sell.”

· “I’m not here to make a sale. I’m here to be helpful. I’m perfectly ok if we determine that this is not a good mutual fit. If I cannot genuinely help this prospect, I will walk away from the job.”

o Takes off all the pressure

o Turns the presentation into a conversation, focused on the value we can create together if we were to engage

Three Golden Questions

· What are your goals?

· What’s getting in the way?

· How can I help?

“Next time you go into your client meeting. Take your sales agenda off of the table. Don’t lead the meeting with your services or product. Instead, focus the conversation on them and their needs. Change the lens to that of a helpful one, and see how much that changes the outcome.”

Jeff Heggie Daily Success Strategies

Episode 115: Persuasion - The Law of Similarity & Familiarity

Mindset Journal – mindsetjournal.jeffheggie.com

www.JeffHeggie.com

Michelle Lederman’s book: The 11 Laws of Likability

The Law of Similarity

- People like people like them

The sub-law of association

- People trust the sources they know best

- Being associated with one of those trusted sources often means that the trust, by association, will be transferred to you

Uncover Connections

- Look for common interests and backgrounds, shared experiences and beliefs, to find similarities that will help build connections

The Law of Familiarity

- People feel comfortable with who and what they know

Build Familiarity

- Stay in someone’s mind by staying in contact

Continue the conversation

Keep it authentic

Mindset Journal – mindsetjournal.jeffheggie.com

Jeff Heggie Daily Success Strategies

114: Law of Scarcity

www.JeffHeggie.com

The idea of potential loss or missing out plays a large role in decision making.

As opportunities become less available, we are losing our options, and we hate to lose out on options we already have

Robert Cialdini “Whenever free choice is limited or threatened, the need to retain our freedoms make us desire them significantly more than previously…

So when increasing scarcity interferes with our prior access to some item, we will react against the interference by wanting and trying to possess the item more than before.”

Not only do we want the same item more when it is scare, we want it most when we are in competition for it.

Part of the problem is that our typical reaction to scarcity hinders our ability to think

www.JeffHeggie.com

GET YOUR MINDSET JOURNAL AT: mindsetjournal.jeffheggie.com

Jeff Heggie Daily Success Strategies

113: The Contrast Principle

www.JeffHeggie.com

Robert Cialdini in his book Influence

Weapons of Influence

Order

- The contrast principle – affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is.

- If we lift a light object and then a heavy object, we will estimate the second one to be heavier than if we lifted them in the opposite order

- The great advantage of the contrast principle is not only that it works, but also that it is virtually undetectable.

- Retail Shopping

- Harry Rosen – Calgary AB => Suite & Shoes

- If you were (Les) the salesperson, which would you show me first to make me likely spend the most money?

- Clothing stores instruct their salespeople to sell the most expensive first

o Logic may tell you the opposite. If I had just spent a lot on a suite, I may be reluctant to spend much more on a tie

- Sell the suite first, because when it comes time to look at the tie, even expensive ones, their price will not seem as high in comparison

It’s much more profitable for the salesperson to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle;

To fail to do so will also cause the principle to work against them

Presenting the inexpensive item first and following it with an expensive one will cause the expensive item to seem even more costly as a result.

It’s possible to make the price of the same item seem higher or lower, depending on the price of the previous item.

It’s the same reason if you are adding multiple add-on’s that you should bring them up independently of one another so that their price is small compared to the much higher price that has already been agreed to

www.JeffHeggie.com

Jeff Heggie Daily Success Strategies

112: The Rule of Reciprocation

www.JeffHeggie.com

The Rule of Reciprocation - we should try to repay, in kind, what another person has provided us.

· The obligation to the future repayment of favors, gifts, invitations, and the like.

A small initial favor can produce a sense of obligation to agree to a substantially larger return favor (an unfair advantage for someone who may want to exploit the rule)

· Why can a small first favor often stimulate a larger return favor?

· Feeling of indebtedness that we want to remove

A person who violates the reciprocity rule by accepting without attempting to return is often actively disliked by a social group

Negotiations

· Small concessions

· A good negotiator is one who’s initial position is big exaggerated enough to allow for a series of reciprocal concessions with will get a desirable final offer from the other side (Too big, illegitimate from the start)

Jeff Heggie Daily Success Strategies

111: Michael Jordan Laughed At Me - What Can You Learn From Your Hero Laughing at You

www.JeffHeggie.com