Mike Koehler Believes Great Ideas are Born out of Necessity

Mike Koehler Believes Great Ideas are Born out of Necessity- ZLV episode #13

It was my joy to interview Mike Koehler, one of the latest Ziglar Legacy Certified Trainers. Join us Today as we talk Financial Services and Sales, along with NASCAR. Mike brings a perspective of an engineer along with the ethical sales techniques of a master sales person to all that he does.   Learn why he entered the world of Professional Selling after observing the sales Lifestyle from the outside. Discover how he lead his team to multi million dollar success. Gain insight into what Mike feels is the greatest challenge to small business today. Mike has been a long time Goal Setter and Goal Getter, now he brings the proven Ziglar Goal Setting program to businesses and individuals.

Imagine setting the Goal to do something ” Fun” then leaving the lucrative Financial Services Industry to go work on the NASCAR circuit. Dreams to Goals to Reality, come listen how Mike achieved all this.

Mike can be Reached at: 614-581-7701  or at Mike@ResultsbyMike.com and on the Web at:   ziglarcertified.com/MikeKoehler

>>>>>>>>>> LISTEN TO THE PODCAST <<<<<<<<<<<<<

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Ziglar Business Owners Boot Camp

 >>> Click here for more info <<<

	Section 1 BORN TO WIN Business Success System Powerful exercises that will reveal exactly where your business is rignt now, so you can take it where you want it to be. POWERFUL SESSION
	Section 2 Marketing System Do you have an effective marketing plan? Are you generating quality referrals? Are you bringing in the quality of clients you want? You will also learn a simple technique that many of our members have used to DOUBLE their sales in less than 12 months.
	Section 3 Sales System Learn The Ziglar Sales System Learn strategies that can literally DOUBLE your PROFIT overnight! Find out what we call “the most profitable sale ever made!” Most small business owners fail to implement this strategy consistently and it is COSTING them a LOT of money (and doing their customers an injustice)!
	Section 4 Operations System Learn the secrets of legendary customer service during this session. Do you know the PLV (Potential Lifetime Value) of one of your clients? Do you have systems in place that guarantee the most phenomenal service experience every time?
	Section 5 Admininistration and Leadership System Administration is tracking your results. Do you know your cost of doing business? Are you tracking your sales and profits carefully? Leadership is moving your team from where they are to where you want them to be. If you have employees, they can be your biggest nightmare or your greatest asset. That depends on your leadership skill. The toughest person to lead is always ourselves, so pick up some proven leadership strategies from some of the top experts in the world.

 >>> Click here for more info <<<

Ziglar Business Owner Boot Camp: June 11-12, 2015 Plano, TX

Find a Need and Fill It by Zig Ziglar

Find a Need and Fill It

When I was in the seventh grade I was on the boxing team and later I boxed while in the Navy.  I don’t want to sound boastful, but it’s a matter of record that the worst I ever finished was second.  I finally quit boxing because of my hands—the referee kept stepping on them!  As a boxer, the coach would always instruct us in the early part of the fight to feel our opponent out, probe and discover his weakness, and then exploit that weakness.  The same basic procedure is followed in all athletic endeavors.

In the world of selling and business, a similar approach is taken but for a very different reason.  In sales, we explore by asking questions to find out where our prospect (“opponent”)  is weak, that is,  needs help of some kind.  Only then are we in position to offer our goods and services designed to “strengthen their weakness.”  To be successful, any business must provide goods or services that meet the weakness—that is, need—of the potential customers.

The oldest success advice going is, “Find a need and fill it.”  It is more true today than ever.  Not only must we find the need and fill it, but we must find more needs and fill them better.  That’s one of the prime reasons more and more businesses are maximizing their people.  Each one is crucial, from the lowest-paid member of the staff to the Chief Executive Officer.  Businesses must encourage all their employees to find the needs of their customers, whether internal or external, and fill them.  Each employee must have an attitude of responsibility for the company, its goods and services.  This enhances the company’s competitive edge, increases sales, and ensures employment for employees.

The rule today is keep your eyes open and think about solutions to problems.  Your value to your company will grow immeasurably.  Keep your eyes open and keep offering those suggestions.  Who knows?  Maybe the next one will be the magic one!  Buy that idea and I’ll SEE YOU AT THE TOP!

Zig Ziglar was 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.

Essential Presentation Skills

Essential Presentation Skills – April 14-15 | Ziglar

 Whether you are in sales, service, support, management, leadership or administration, your ability to present your ideas determines your success. Learn how to present your ideas in a persuasive manner using the 12 vital skill areas of an effective communicator.

Let’s get serious about your communication skills…

Whether you are in sales, service, support, management, leadership or administration, your ability to present your ideas determines your success…

Remember, how you present yourself and your ideas can mean the difference between making or missing a sale, having a plan denied or accepted, being a leader or just being a “follower.”  We’ve all seen a fair idea win over a great idea simply because of how it was presented.

Need some help to go from “good” to “great”?

Event Date:

Tuesday, April 14, 2015 – 8:00 am to Wednesday, April 15, 2015 – 5:00pm

Event Type:

Essential Presentation Skills

Location:

Ziglar Headquarters

5055 West Park Boulevard

Suite 700

Dallas  Texas  75093

United States

Friends of Ziglar KickStarter

Do you have anyone in your life who inspired you? How about someone who influenced you? Now…how about someone who literally altered the trajectory of your life for the better?

I’ve been inspired by many people through the years, but there are only a few who I credit with altering my life course. Zig Ziglar is one of them. His message of hope and encouragement and his ability to help people see and expect more from themselves and their lives, was profound. He touched an estimated 250 million people.

Zig passed away two years ago, but his message endures and is actually growing in reach. Right now, a documentary is in the works to help his life and legacy reach many more people. I want to help this happen!

The foundation of Zig’s life, that he lived by and led people in, was “You can have everything in life you want, if you will just help enough other people get what they want.”

If you will, join me in supporting a KickStarter campaign where the Ziglar Team is doing what they’ve always done…involving people in something worthwhile. We can all be a part of this.

Check it out here, http://www.zigdocumentary.com/for-zlcs/  and if you would, forward the event on to those you care about. Those whose lives YOU want to alter for the better. They will thank you for it. As do I.

Words Have Power By Zig Ziglar

Words Have Power

Motivation

The way people talk is the best indication of how they think, and the most powerful instrument for influencing a person’s thought process is the spoken word.  This is especially true if the word is delivered with passion and conviction.

When your words are delivered one-on-one, eyeball to eyeball and heart to heart, their impact can literally change or influence a person’s life. C. J. Ducasse put it well: “To speak of mere words is much like speaking of mere dynamite,” and Solomon, the wisest man who ever lived, said “The right word, spoken at the right time, is as beautiful as gold apples in a silver bowl.”

When you think of the power of some words, Patrick Henry’s “Give me liberty or give me death” inspired a nation to win its independence. Churchill’s “There will always be an England” lifted a nation by its bootstraps and they held firm against the Nazi onslaught.  John Paul Jones’ “We have just begun to fight” was a rallying cry that helped us win our independence.  Martin Luther King’s “I have a dream” put a million feet to marching and moved people forward in a meaningful way.

Yes, it’s true, words can lift us up or put us down, they can make us laugh or make us cry, they can give us hope and encouragement or fill us with despair; they can inform, inspire, intimidate, degrade – in short, they can change lives by inspiring or do just the opposite.  With that in mind, I encourage you to be careful with the words you speak and the words you listen to. Think about it.  Use the right words, hear the right words, 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.

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

Ask These 3 Questions for Daily Sales Productivity

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.