Tag Archives: motivation

Ask These 3 Questions for Daily Sales Productivity By Mike Rodriguez.

Ask These 3 Questions for Daily Sales Productivity

Zig Ziglar - Sales
As a sales professional, the biggest challenge that you will face each day is consistent performance. (If you don’t believe me, ask your boss or a stakeholder.)

In sales, it is easy to get caught up in the “routines” of each day. You might even start to believe that the activity-driven items that you are focused on are actually getting you somewhere. This includes office and admin time, email, working on proposals, travel, on-line time, office conversations, and the list goes on. These are all requirements of our job, BUT they are not directly “sales impacting.”

To measure your performance, simply gauge your sales numbers and metrics. See if you are above your targets AND check to see that you are “consistently” above your targets! (You cannot have one without the other.) If you hit quota once in the last twelve months and are still bragging about it or if you are consistently performing at 70% and you are walking proud, then this applies to you.

The ASK 3 strategy is a simple approach that can have tremendous benefits. It keeps you accountable and allows you to prioritize and lead with the key tasks that are sales impacting. You can run the ASK 3 strategy with yourself or you can run it as a team in a group setting.

It is a 3-step direct questioning process to identify and start talking about, with clarity, the core sales impacting opportunities that will drive your performance each day. When you ask each question, you must answer it clearly and definitely. There is no grey area here, no long stories or excuses. It simply and effectively lets everyone know where they stand.

Every morning start with these three questions. You ask and then answer them one at a time. You cannot move to question 2 until you (or everyone) answer question 1. You must be specific and measurable when answering. You cannot use generalizations (“I’m supposed to call them”) nor can you use emotions to explain (“I think,” “I hope,” “I feel,” etc.).

ASK 3:

What do I have to CLOSE TODAY? The closing meetings already set for “today.” The correct way to answer this question is to say an “account name” with “a meeting time” and “the closing revenue.” If you cannot talk specifically to this criterion, then you simply say “Nothing.” If “Nothing” is said, then you must go to Question 2. (Teams: Only after everyone answers question 1.)

What do I have to PROGRESS TODAY? The legitimate accounts you are working, that you can progress TODAY, towards closing in the near future. These accounts should have meetings that have already been attended. They should be qualified, with a specific follow-up call to action: Planning Meeting, Proposal, etc. You should be able to identify what you need to progress the sale and the date, time, and specific action of the next meeting. If you cannot talk specifically to this criterion, then you simply say “Nothing.” If “Nothing” is said, then you must go to Question 3. (Teams: Only after everyone answers question 2.)

What can I FIND TODAY? If you have nothing to close and nothing to progress, then you will need to find prospects to progress and close! The bigger question is why are you at #3?

ASK 3 is a solid starting point approach that, when used properly, will identify the weak areas, improve your forecasting, and directly impact your results.

To better understand the proper and strategic way to properly and accurately implement this and other sales strategies, consider scheduling a training session with your team or setting up a personal coaching call with Mike Rodriguez.

Want to learn more from Mike?  Call 1-800-527-0306.  Book Mike for your next sales training or event.

This article is an excerpt from the book 8 Keys to Exceptional Selling by Mike Rodriguez. Mike is a Motivational Speaker and Strategic Sales Trainer at Ziglar, Inc.

Ziglar Sales Boot Camp with Mike Rodriguez

Ziglar Sales Boot Camp with Mike Rodriguez

“Lead, Influence & Sell”

U.S. Tour Dates – January – April, 2015

With over two decades of sales and leadership experience in business and corporate sales, Mike has professionally trained and motivated hundreds of people on sales process management and life strategies learned from Ziglar training. Mike Rodriguez dedicates his time helping people of all backgrounds to step into their potential through proven key Ziglar principles that are life-impacting.

We are coming to train you in how to influence others. How to authentically care and communicate value to them. Whether it’s your Prospects, Clients, Congregation, Family or any relationship you want to have influence with, we can help!

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Zig Ziglar said, “If you believe your product or service can fulfill a true need, it’s your moral obligation to sell it.”

Whether you carry a ‘sales’ title or not, if you want and need to influence people, then you are in sales; regardless of your profession.

For the past 40 years, Ziglar Performance has trained tens of thousands of people just like you on timeless sales strategies and techniques. We provide the sales training necessary for those who are seeking to improve or who simply want to outperform the competition. At the same time our goal is to provide motivation to achieve outstanding results, while interacting in a win-win environment with your clients and staff.

Learn the skills to help you increase your closing ratio and raise your sales mentality.

In this workshop you will learn:

  • The Four Selling Principles and how to apply them
  • The Five components needed to close every sale

Ziglar Sales Boot Camp Program Goals:

  • Sell to more people, more effectively, more ethically and more often
  • Increase your existing skills and knowledge
  • Build better sales relationships with prospects and customers
  • Interpret the value of your products and services
  • Implement a client-centered sales process
  • Manage and overcome objections in a professional manner
  • Develop greater confidence as a person and as a sales professional

THOSE GIANT SEQUOIAS By Zig Ziglar

THOSE GIANT SEQUOIAS

Zig Ziglar - Character
Character

One of the interesting phenomena of nature is the Giant Sequoia tree, which is the largest living organism on earth, reaching into the heavens nearly 300 feet.  One of them can produce enough lumber to build thirty-five five-room homes, and you can drive an automobile through the trunk of one.

Most of us would suspect that anything of this size would have roots that would extend halfway to China, but such is not the case.  Many of the roots are above ground and others extend only a few inches beneath the surface.  Interestingly enough, you will never see a Giant Sequoia growing in isolation – they’re always in groves.  Their roots are intermingled with the roots of other Giant Sequoias, so each one draws strength from many others.

That’s “team work,” which is the key to success in virtually every field of endeavor.  Even the superstar athletes need coaches and support people.  Singers and dancers need choreographers, writers, musicians, managers, staff, etc.  Any business, from the receptionist to the shipping department, must function as a team for maximum results.  Tweet this article!

As a child I read a story of a father who called his six sons together and gave each of them a relatively small stick to break, which they easily did.  Next, he took six sticks, wrapped a piece of cloth around them, and asked the sons to break all six at the same time.  They could not break the bundle and the father said to them, “That’s the way it is with our family.  Individually, you have a limited amount of strength, but when all of you pull together, stay together and work together, you will be able to draw from one another’s strength and collectively do much more.”  Follow that philosophy with your team, whether the team is the family, an athletic team, or a business, and I’ll SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Ziglar Keys to Top Performance Tour with Tom Ziglar

Ziglar Keys to Top Performance Tour with Tom Ziglar

“Inspire, Motivate and Influence”

Featuring: Tom Ziglar, Bestselling Author, Keynote Speaker and Proud Son

US Tour Dates – January – April, 2015

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This interactive workshop with Tom Ziglar is designed specifically for those who want to learn how to motivate and influence others to take action and get results. Speakers, trainers, or business leaders and those aspiring for all these roles won’t find a better resource than this specific event.
Zig Ziglar’s legendary material will be covered and the purpose of the workshop is to show you how Zig Ziglar was able to inspire millions of people and help them achieve more than they thought possible.

In this inspiring, interactive workshop you will learn :

  • Zig Ziglar’s keys to influencing others
  • The ‘Performance Formula’
  • Why attitude is so important (and why it’s often missed)
  • The difference between success and significance
  • The necessary connection between the personal life and the business life
  • The eight things in life everyone wants (and how to tap into them)
  • Why no organization or individual buys training, and how to sell them exactly what they DO want and need
  • The number one pandemic facing America, and how it’s spreading across the globe
  • The most overlooked and misunderstood leadership principle
  • The power of dream alignment
  • Zig Ziglar’s Seven Step Goal Setting Formula
  • Ziglar Legacy Certification – how you can be certified to teach Zig Ziglar’s legendary programs

>>>>>>>>>>>>> Click here to register<<<<<<<<<<<<<<

Not a Fairy Tale By Zig Ziglar

Not a Fairy Tale

Zig Ziglar - Motivation
Motivation

Most of us remember the story of the goose that laid the golden eggs.  The owner of the goose discovered a golden egg in the goose’s nest.  Each morning there was another, so instead of patiently waiting for the goose to lay those eggs each day, he foolishly killed the goose, thinking he would find himself a mine of golden eggs.  Of course, there were none.  Most of us as small children thought the story was interesting and was apparently designed to teach us a lesson in patience.  Today, as adults, we consider it foolishness personified to believe in a goose that lays golden eggs and that to kill him we’d get all of them at once, but here’s a story about a man who did exactly that:

Steve Brown tells the story on “Key Life,” his daily radio program.  A young man from Korea told Steve about a movie theater manager in Korea whose theater was showing “The Sound Of Music” to a packed house for every showing.  Because it was a popular movie and many people were coming to see it, he wanted to find a way for more people to see it so he could make more money.  He decided to shorten the movie so he could show it more times, so he took out all of the music.

He took the heart out of the movie and I don’t think I need to tell you what happened to the crowds.   The owner had completely missed the point and had taken out the part of the movie which everybody wanted to hear.  When greed enters the picture, bad things happen, sometimes quickly, but virtually always in the long run.  Those movie-goers wanted to see a good movie with great music.  When they did not get the music they wanted, they stopped giving the theater manager what he wanted – the profit he would have made had he continued to deliver value.  Always deliver value and I’ll SEE YOU AT THE TOP!

Zig Ziglar is known as America’s Motivator.  He authored 33 books and produced numerous training programs.  He will be remembered as a man who lived out his faith daily.

Happy New Year

New year

As we usher in a new year and prepare ourselves for what is to come

It is time to gather all old baggage and feelings of worry, doubt, lack and fear
For after midnight they should not have come with YOU into the New Year
What awaits those of us that are willing to fight, is a year of victory, prosperity and all that is right

2015 can be your best year ever

Will you make it that way? Today is the day to start new Habits… Habits that will change your life…

Will this be that year for you? Why not?
May God bless you 
Happy New Year