Ask for the Business

This is a sign I had made up and put on the wall of my office..
I came up with this 15 years ago and it is a great mindset!!.

It's a contact sport.

What is?  Selling! 

But the truth is that even if people say they are not buying at the moment they will still want to know where to find the best.

Don't be shy or falsely modest. Tell them it's you!!!

Whatever you do, you do it to the best of your ability and so you do it well. You constantly train and research ways to improve yourself, your mind, your body, your home life and your business.

People want the reassurance of hearing this. They will come to you and come back to you and you will succeed.


Ask all that you meet to buy your product or service. To help a lot of people, you must tell a lot of people what you can do for them.

read that again: To Help a Lot of People you have to Tell a Lot of People.

Hand out lots of business cards, write a newsletter, write a blog, send e-mail, mail announcements, give speeches or hold seminars. Not everyone will like or appreciate or be grateful to hear your message, but most will.

In business, your fate lies not with the one prospect you are calling, but with the one hundred you are willing to call.

Some will. Some won't. So what? Next!!

You can be shy and work for fifty years. Or, you can believe in your product or service enough to be proud enough and brave enough to ask everyone to buy, and you may not have to work very long at all.

The odds of succeeding when you deal with many prospects is high. The odds of succeeding when you are focused on the needs of others is overwhelming.

Don't hide.

If you can't be proud of what you do or sell, then do or sell something else. You can't make people buy but you can let them know, if and when they are ready, that you will sell them a quality product at a good price and that you will appreciate their business.

Be strong, be proud, and never, ever, apologise for selling yourself.  You might just be what they need!

Improving!

'Trying' to be perfect takes too much time and effort and creates too much stress and is impossible anyway.

As I said before, if you 'TRY' to do something you never will!

Instead, strive to relax at the 90% level. Following this principle, reaching the 90% level in most of your financial and social endeavours will be something that you don't even have to think about because it will just happen through your persistence, determination, hard work and friendly personality.

Learn about the income and the lifestyle level of those in the top 10% of your profession. If you aren't content earning more than the 90% of your co-workers, choose another profession. It is possible to 'try' too hard in business, in exercise and in relationships.

Overwork can produce stress and anxiety, which is the opposite of the inner peace you seek.

Your best is good enough. Live to a high standard and not to an impossible obsession.

Your ‘best’ will be far better than other peoples ‘best’.

Here's the shock. When you have done this for a while, your ‘worst’ will be better than other peoples ‘best’.

Cool huh? ;-)


But, remember...Modern life can make you soft both physically and mentally. You can be lulled into mediocrity very easily. The status quo may become comfortably familiar. You can actually begin to believe that you are doing all that you can do or that doing more isn't worth the effort.

In the martial arts, there is the concept of kai zen, which means a dedication to continual improvement.  This is also known as CANI: Constant And Neverending Improvement.

Challenge yourself. You must start the positive momentum in your life. You don't need someone else to tell you not to smoke.
If today, you smoke, and you normally smoke a whole pack, tomorrow smoke 18. The next day, 17. Improve.
If you haven't read a book recently, read one.
If you don't exercise, take a walk instead of driving.
If you can swim 30 laps, swim a mile.
If you're shy, say “Good Morning” to five new people.

You know yourself. You know what self-improvement you need. You don't need anyone to tell you not to jump from a fifty story building, so why would you need someone to tell you not to do drugs, to exercise more, to eat a sensible diet, to talk to your kids, or to compliment your employees?


You know what to do.

Be strong. Take that step. Do the hard thing. Challenge the you who is content with yesterday's accomplishments.

Take a deep breath. The tortoise often beats the hare. Improve incrementally.

Changes that last a lifetime begin moment by moment.

YOU!

Your contented presence shows an air of simple elegance and refinement in your attitude and form. You appear physically, emotionally and spiritually strong and yet you seem to have even greater strength stored in reserve.

You are poised, co-ordinated and balanced. You command with effortless confidence.

Be calm. Be deliberate. Feel assured and alert. Look good. Feel good. Keep your head up and your shoulders back. Keep your eyes forward. Breathe deeply. Walk with a purpose. Have a firm handshake. Your eyes are friendly. Let your smile begin in your mind. You exhibit both style and class. The odds are with you.

You are the product of millions of years of human evolution. You have a family heritage and a nationality of which to be proud. Take pride in who you are and in those values and beliefs for which you stand.


Bask in the feeling of being your best.

The things you want drawn to you will come as a result of your good nature and determined persistence.

Pause and savour the moment.
You have already intimidated your opponents and charmed your followers.

Suppose you woke up tomorrow and you were the ideal you.

Would you be: more daring? More powerful? More friendly? More accepting? More ambitious? More appealing? More giving? In your mind's eye, see this new you. Start acting immediately as the person you want to be, a person of character with a sound reputation.  Act as if!


Your words, your manner, your attitude, your dress, your posture and your actions are all reflections. First you will see yourself as the new reflection and then others will begin to see the newly reflected you.

In modern society, people are constantly bombarded with visual and auditory messages. People need cues to sort good from bad and to find order so that they can make decisions. In many different aspects of your daily life, you are giving off cues which can be positive or negative.

If you speak well, dress appropriately, smile, are courteous, have manners, work hard, volunteer and don't complain, you give people short cuts to view you in your best light. People will start to treat you as the new ideal you.

Be constantly on the lookout for heroes in your own life to admire and emulate. Adopt their styles. Then, lead by example.

Find a model you would like to become. Model the model. Become the model.

The Difference...

What is the Difference that MAKES the Difference?

To me it's got to be attitude.  That self assuredness, that energy, that belief that no matter what happens, no matter what obstacles appear, you will achieve what you want to achieve.

People always look for cop outs. Excuses.  They have a but!

"I could have done that...BUT!"
"I would have done that...BUT!"
"I should have done that...BUT!"

That's the old 'coulda, woulda, shoulda' scenario.  At the heart of that scenario is another word.  'Didna'.

I know that if you have the right attitude you can achieve anything. 

I use myself as an example.

• I have an air of uninsultability.  I don't care what people say about me.  Why should I?  They don't know what they are talking about! They must get my name right though!
• I decide where my energy goes, nobody else.
• Everything people say or do to me is energy, and it's just a toy for me to play with.
• I don't take anything that people say to me at first to be written in stone.  In other words, what people say first can be changed. 
• Nothing in life has any meaning except the meaning I give it.
• I never hate people who are obviously jealous of me.  I respect their jealousy because they must think I am better than them!
• 90% of people are running on autopilot 90% of the time
• If I am told something can't be done it's because the person telling me doesn't know how to do it.  So I go and do it.

It is also important to think different. A case in point.


I had a conversation the other day regarding work. Someone was looking for a change of career. It seemed that working from home might be better than going out to work. I made a quick suggestion.

"What about some form of MLM? Multi Level Marketing is booming. You could get on the vitamin and herbal remedy market. There are a lot of companies looking for people to sell products and you could have vitamin evenings and sell the products at home to people who come around for the evening party?"

What was the response...? Well...objection.....?

Before I tell you the response/ objection let me reframe it....

Throughout my career I have advised people on what to do for a business venture, in what to sell, and how to sell. In all of those areas I get the same response as I got here. The same! What amazes me is how the same reply from me always makes them realises what a stupid, dumbass objection it is...

The response/ objection?...

"Do you know how many companies there are out there selling that?"

Duh! Yes I do. Maybe not to the exact figure but I can hazzard a guess...

My reply?

"Do you know how many people there are out there buying that stuff?"

Simple.  There are millions of people out there.  BILLIONS of people in the world.  Are you telling me that they are ALL buying from these companies.  No.  They are not.

Advertising either works or it doesn't.  If it didn't work then people wouldn't advertise.

We all know Louis Vuitton, Bentley, Rolls Royce, Rolex, Breitling and all manner of stuff that we desire and /or buy.  Why do they advertise?  Why do they HAVE to advertise?  Because it works.

Then I got this...

"If people want things like that then they would just go down to the supermaket and buy them."

People have to be TOLD what to buy.  They have to be given options. 

That's why you sell someone a years supply rather than a months.

What's more, selling things on the internet or at home is designed to undercut the big stores as well as the small exclusive ones.  These MLM companies market stuff that you cannot buy in stores.  The opportunity is there!
It's a matter of doing things Differently.  Thinking Differently.  Selling Differently.  Being Different.  And that's the difference that MAKES the difference!

If you let NOTHING get in the way of your target, nothing get in the way of your dream and nothing get in the way of achieving what you want then nothing will.

You have to change your beliefs, change your attitude and change your mind set.

You must not let anything get in your way.

Here's an example...This is someone who never let anything get in their way, never let anything stop them, adapted situations to suit and changed themselves...they know the meaning of the difference that makes the difference.

The man is Chaim Weitz.
Though he is from a Hungarian family he was born in Isreal and his Mother took him, at the age of 8, to live in America even though he was unable to speak English.
When older he made money selling comic books at conventions.  He learnt to speak English, German and Hebrew as well as his native Hungarian and taught in schools in America under the name Gene Klein.
A few years later he picked up a guitar, changed his name to Gene Simmons and morphed into the guy in the pic at the top of this blog!

If he can achieve a personal metamorphosis like that...anything is possible.  That's the Difference that MAKES the Difference!

Who Am I?...

It's a difficult moment.  Someone approaches you, at a party or a function and asks that age old question...


"What do you do?"


Even on something like Twitter, I have online friends who ask.  For example, Mark, otherwise known as http://twitter.com/Scorpion760 writes occasionaly: 'Follow him but I don't know what he does'.


(by the way...if you are on Twitter...follow him - and I know what HE does)


So...


David Moore was born in the East End of London which, he says, explains EVERYTHING!. He was so surprised he didn't speak for a year and a half.


He is a Psychologist, Human Potential Technology Trainer, NLP Trainer, Firewalk and Glasswalk Trainer, Sales Coach and Business Agitator.


He has a PhD in Philosophy with a Major in Psychology and only uses his title ‘Doctor’ when booking a table in a restaurant, tickets at the cinema/theatre or to bypass a long check-in queue at the airport.


He has a reputation for leading people astray, or as he prefers to call it, giving them options.  He holds no guilt or conscience for this as it is always people who should have known better.  He is more than happy to make mistakes on any scale as he believes that this is the only way to grow.


On the subject of growth, he is living proof that black is not a slimming colour.  Knowing also that the camera adds at least 10lbs to the size of the subject he can regularly be seen watching his own seminars on DVD wondering how many cameras were actually on him. The last time he checked, there were at least six.


He was the most successful salesman Cable London produced. He was the only salesman to venture into Broadwater Farm, with scant regard to his own safety, or anyone elses, and over a two month period there became top salesman. He became national sales trainer when Telewest increased their share holding of Cable London and flew all over the country training staff from London to Dundee.  Occasionaly he used an aeroplane.


He has sold Timeshare, double-glazing, insurance, cable, satellite and Advertising. He has made many friends in the industry and, considering the list includes Timeshare, a few enemies.


He has been called a salespersons salesperson. He gives Value with every sale.


He has a delivery like a cross between a TV evangelist and a stand up comedian.


At Telewest he and the Sales Director underwent Psychometric testing and evaluation.
The Director was classified as “someone who could pour oil on troubled waters and calm fiery arguments”.
David was classified as “someone who would not only enjoy, but benefit, from a head on collision”.
It was suggested that he mediate at the Company employment tribunals.  Out of 18 he defended Cable London at he won 15 and lost one.  The other two were settled in the car park.


He is a qualified NLP trainer and hypnotherapist. He is also a qualified Firewalk and Glasswalk instructor.


He has created Human Potential Technology programs for hundreds of companies.


He also has private clients and assists them with Business Coaching and also uses Hypnosis to remove Phobias, Fears and Addictions.

His training seminars contain fresh ideas, different perspectives and raw language that will lead to expanded perceptions, new understandings and the destruction of limiting beliefs. These training seminars may irritate those suffering from excessive certainty, chronic egotism and overblown self-importance'


He has worked for and with some of the most brilliant, funny, intelligent, sick and twisted people you could imagine. He wishes some of them everything they deserve, and worships the ground coming to the others.


He has a very soft spot for a previous sales manager. It's behind the shed in his garden and easy to dig.


He is writing an autobiography to share his experiences and observations for the amusement of friends and strangers alike, for the sake of posterity, and for a Louis Vuitton bag full of cash. He plans to retire offshore to a hammock between two palm trees on a beach.


His hobbies are opening Mars bars underwater, getting children to run with sharp objects while playing with traffic, collecting books, aligator wrestling, avoiding depressing people and using creative sarcasm.


He enjoys multi tasking a wide variety of useless and pointless projects in the belief that by appearing busy he can pick and choose what to do next.  He is confident that after ten years this will one day be proved as a good career move.


He believes firmly that, in life, you only get out of it what you put in.  Each week he puts in £10 on the lottery.


Some of David Moore's Beliefs

1. If most people said what they were thinking they would be speechless!
2. Flying is simple. You just throw yourself at the ground and miss.
3. Life is a waste of time and time is a waste of life, so waste your time and have the time of your life !
4. There is a light at the end of every tunnel….just pray it’s not a train!.
5. Some say the glass is half full, some say the glass is half empty. I say “Are you gonna drink that?”
6. Everyone has a photographic memory… some just don’t have any film.
7. If you die in an elevator, be sure to push the UP button first
8. It is quicker to do something and then apologise than to get permission to do it in the first place
9. It is never too late to have a happy childhood
10. It is better to give than to receive.  This does not apply to Money though!
11. Never confuse activity with achievement
12. Never confuse feeling with thinking
13. Keep away from mood hoovers or energy vampires.  These people will bring you down.
14. Don't buy into other peoples bullshit
15. Pay no attention to what others think of you.  They are not qualified.
16. We are human beings but we succeed by doing
17. Courage is not the absence of fear but the ability to act in spite of fear
18. Fear is an acronym for False Evidence Appearing Real.
19. Fear can also be anacronym for Fuck Everything And Run!
20. Fear is a darkroom where your negatives are developed.
21. Being good = Preperation.  Being bad = Preperation H
22. Have fun!  If you don't enjoy it, no one else will.

;-)

Typical Call

Heres a transcript of a call...the opener...

"Hi, Its Dave Moore from Pulse Media. How are you?"
"Fine thanks."
"Good. Tell me, are you the person who handles the marketing for your company?"
"Yes, why? What is this about?"
"I am the publisher for XXXXXXXXXXXXXX for the NHS. I believe my readership, the NHS, is your target market, is that right?"
"Yes but I am not interested in advertising with you."
"I know. And the reason I know that is because if you were interested you would have called me. You would have been on the phone biting my hand off to get involved in the opportunity I have here."
"Really!"
"Yes, really. I know that you, like me, get lots of calls like this each day. Whats more, I have learnt that at least one of the calls is a special one; one that is worth listening to. This call is yours. Why dont you work more extensively with the NHS?"
"Its a difficult market to get into."
"I hear that a lot. Many of the companies that work with me had the same problem in the past. Fact is...I am already into the NHS on a number of projects and I can bring you in with us on this project."
"How would you do that?"

Bingo!

Fantastic response

I just spoke to a potential client and she said. "Sorry, I cant think and I cant TALK until February!"
"I said "When in February shall I call you?"
Silence at the other end...
"Have you started already?" I asked.

Computers and Software

Isn't it amazing how when you help someone with a problem on their PC, be it hardware or software, word goes around the office like wildfire and SUDDENLY...you are the IT guy!!!

Advertising - does it work? Yes, if done right!

I am amazed at how advertisers, when they get no response from an ad they have placed, always blame the magazine. this is wrong.
The fault lies with the advertiser. plain and simple.
The reason? their advert was rubbish.
Tottenham Court Road is the biggest collection of electrical shops outside of Hong Kong. They all do business.
Lets imagine you open up an electrical shop in that road but nobody comes in, nobody buys. Are you gonna call Camden council and say "Tottenham Court Road is rubbish for selling electrical goods. i wanna move!" No. I think your first thought would be "What the hell have I got in my shop window?"
The advert in a magazine is the shop window. Make sure your customers realise that if they get it right it will work. If they get it wrong, its not your fault. You delivered to them. They didn't deliver to themselves.