Steve Clark's Profitable Persuasion Podcast

We're going to talk this morning about having your best year ever going forward. And I don’t know if you want to have your best year ever. It kind of makes commonsense to why wouldn’t someone want to have their best year ever but I'm not going to make any assumptions that everyone on this call does in fact want to have their best year ever.

You may have had your best year ever this year and if so congratulations to you and you may have decided that that's good enough. And if that's where you are who am I to say any different.

But for those of you who really want to make next year your best year ever. I'm going to go over five, if you will, blocks or five components that are going to be necessary and helpful for you to have your best year ever and each of those five components have subsets of anywhere from three to seven characteristics of each one of those.

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 The reason the top performers make so much money is that it is extremely important to them to make a lot of money. When someone says to me, money is not that important, I don’t really care that much about making money, I can promise that an individual has a very small bank account. And I’m not putting any judgment on the desire to make money, or the ambition to make money.

I’ll leave that up to you to decide whether or not that individual’s psychology healthy or well-balanced or what have you.

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 We’re going to talk today about how to develop an effective marketing plan that will bring you more customers, clients, or patients at will. And I think the key thing here is the plan. We are talking about developing a plan. And what I would say, since we are coming up here towards the end of the year, it would be a really good idea between now and the end of the year for you to sit down and take a blank sheet of paper or a big pad of paper and easel and take your marker and start drawing out – what is your plan going to look like?

What is your 12-month marketing plan for next year? And the time to do that is before the next year gets here so that on January 1 next year you will have a plan put together that you just have to then focus on implementing and you don’t have to think about, okay, this is what I am going to do. And I think the problem with people with marketing is they commit what I call random, disjointed acts of marketing that have no cohesiveness to them.

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 We look at 20% and we say, “Wow if I am only productive 20% of my time and I am not productive 80% of my time, what is a real increase in productivity that I can expect?” And what I would say is, no one is 100% effective all the time. In fact, Dan Kennedy talks about being productive. If you can be productive 50% of your time, that is a heroic effort – to be 50% productive. If half of your day is productive, you have done a tremendous job that particular day. 
 
There are a lot of things that get in the way of productivity. Some that are basically thrust upon us and some that we just normally have to do.  And there are all kinds of things that happen during the normal workday that you have to deal with that aren’t necessarily business‐related.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 We are going to be talking about Focus, the Hidden Driver of Excellence. And as we talk about this whole idea of excellence and we take a look at that, it is really important to have a little background information. And to do that, we need to spend a little bit of time really talking about the brain and brain function. And it is important that you understand that, to have a little bit of background, frame of reference for this whole session.

So not to turn you into some neuroscientist of sorts, but it is important that you have a little bit of background so that you can kind of understand the depth of what we’re going to talk about. So again, if you are taking notes, and of course you will get this as a recording, the title of what we are going to be discussing here – Focus, the Hidden Driver of Excellence

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

There are a number of reasons for that. But before I give you the reasons, I’d like to hear maybe what your opinion of that is. Why do you think salespeople talk too much? And I’m going to make an assumption here, which is dangerous, that everybody on here agrees that salespeople probably talk too much. And you have probably been guilty of that yourself.

But let’s assume that we’re all in agreement here that salespeople talk too much. Why do you think that is? And it doesn’t have to be you necessarily, but your observation of salespeople, why do they talk too much? Any thoughts about that?

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 So hence the title Break the Rules because essentially in a nutshell, if you want the 30 second version of today’s session, I will tell you this: take everything that is being taught in your industry and do exactly the opposite. And we can hang up right now and everybody go about doing the rest of their day. That is essentially in a nutshell. For most of you, you are going to have a hard time wrapping your head around that because you are tied to emotional ways of doing things; if you work in the corporate world, your company has taught you how to do certain kinds of things and people hold steadfast to old beliefs and old values and old ways of doing things, even when they do not work anymore.

Again, we’re going to create some psychic distress probably with you and some angst about what you should be doing and what you shouldn’t be doing. So let’s start with this: let’s talk about what some of the common problems are as it relates to salespeople.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
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Today, what I’m going to do is I’m going to share with you how you can double that really without a whole lot of effort. It is not really difficult if you are closing 28%, 30%. It is not really hard to double that number. So that is what we are going to work on here today. To frame this, I want to really talk about what I consider to be a sales myth or a marketing myth that really is perpetuated by the marketing people.

And if you study and listen to so-called marketing gurus, most of them will tell you that lead generation is the thing to be focused on and you should get more leads, you should get more traffic to your website, you should buy more traffic, you should spend more money in marketing and advertising, buy pay-per-click.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

 Let's start with the whole idea of productivity and talk a few minutes about that. If you want to know what productivity is, I guess everybody has their own definition of productivity. But essentially, the way I like to think about productivity is that we're actually getting the results that we want to get in our life and if we're getting the results that we want to get in our life then we can be said to be productive.

If we're not getting the results, then obviously we're not being productive as we go through life. So productivity is simply getting the result you want. If you get the result you want, then you're productive. If you don't get the result you want, then you're not productive.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer

You can find plenty of evidence that all the stuff that we were previously taught about goal setting is actually counterproductive to our success for any number of reasons.

And I think the biggest one is that it produces within us these expectations that when the expectations are not really met then we are very disappointed and as a result of that start to have all kinds of negative feelings and it just kind of spirals down from there. If goal setting is detrimental, that really is not something that we want to be doing as traditionally taught.

Lastly, we’ve prepared 10 Sales Training Tips that will drastically improve your game in less than two minutes. Get it today at
newschoolselling.com/twominutetrainer