Tony Robbins & Chet Holmes on Business Today

If Price Really Mattered by Lee B. Salz

Sales people have always had a laundry list of excuses that keep them from being able to sell today. Yet, is there any excuse more infamous than the price one. "If we just lowered our price, I could sell a ton of this stuff." Oh really? People buy primarily-based on price? Well, if that's true consider this.

If price really matters…

• Everyone would buy generic drugs

• No one would have cable or satellite television

• The seat every fan fights for would be the last row in the stadium

• Satellite radio wouldn't have over 15 million subscribers

• No one would own a Bose product

• You would get your drinking water from a faucet

• A Yugo would be in your driveway

• Nordstroms would be empty

• Everyone would shave with a single blade razor

• Starbuck's wouldn't have poured a single cup of coffee

• The only food in your kitchen would be supermarket brand

• The toilet paper in your bathroom would be single-ply sandpaper

• And… You wouldn't have any clients!

After all, someone bought from your company. Not just one person, lots of people have bought from your company. Remember this the next time you let yourself argue that you can't sell because of price. It isn't the price… It's your ability to demonstrate value to prospects. And, people will pay for value. You've just seen evidence that they do, even in your own backyard.

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Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of “Soar Despite Your Dodo Sales Manager.” Lee is a columnist and member of the Editorial Advisory Board of Sales and Marketing Management Magazine. Look for Lee's new book in 2010 titled, "The Sales Marriage” where he shares the secrets to identifying, hiring, and on-boarding the right sales people. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321

Increase Your 3 Types of Energies

Increase Your Three Types of Energy
By: Brian Tracy

Most successful people can be characterized as having very high levels of energy. Since energy is the fuel with which everything is achieved, there seems to be a direct relationship between energy levels and levels of accomplishment. It is hard to imagine a tired, burned-out person achieving much in life. On the other hand, energetic, positive, forward-moving individuals seem to get and enjoy far more of the things life has to offer than does the average person.

Physical Energy is Basic
We have been led to believe that there is basically one kind of energy. We supposedly replenish this energy by sleeping at night, and during the day, we use it up again. It is as though we are machines powered by batteries, and each night we recharge our batteries for seven or eight hours. However, there are some problems with this view of energy. The biggest problem is that it does not deal with the fact that there are actually three different kinds of energy, each of which is necessary for maximum performance.

The three main forms are physical energy, emotional energy, and mental energy. Each of these energies is different, but they are interrelated, and they depend on each other.

The Sweat of Your Brow
Physical energy is raw energy, coarse energy, bulk energy, what we call "meat-and-potatoes" energy. Your physical energy is what you use to do physical labor. It is the primary energy applied by men and women who earn their livings by the sweat of their brow.

The Source of Enthusiasm
The second form of energy is emotional energy. This is the energy of enthusiasm and excitement. This is the energy that lends sparkle to the life of an individual. This is the energy that is necessary for feeling love, happiness, and joy. Largely, it is your emotional energy that makes life enjoyable for you. In fact, almost everything you say and do is determined in some way by an emotion, either positive or negative.

The Requirement for Creativity
Mental energy is the energy of creativity, of problem solving and decision making. You use mental energy to make sales, write reports and proposals, plan your day and your week, and learn new subjects. Your level of mental energy is a major determinant of the quality of your life.

Conserve Your Best Energies
The reason why most people fail to realize their potential in life and work is because they burn up their energy at the emotional level, or the physical level; therefore, they have very little energy left over for mental activities. Most people burn up their emotional energy through the expression of negative emotions. Negative emotions are like a fire that burns up their energy so quickly that they have very little left with which to think positively and constructively. In fact, one five-minute uncontrolled outburst of anger can burn up as much energy as an average person would use in eight hours of work.

Your job is to think continually about how you can stay calm and positive, and work smoothly and efficient, so you can have more mental energy to do the things that are most important to you in life.

Action Exercises
Here are three things you can do immediately to put these ideas into action:

First, take time to identify the different ways that you either use up or deplete your levels of physical, emotional and mental energy. How could you improve in each area?

Second, be sure to get plenty of healthful, nutritious food so you can keep your physical energy at high levels. This is the key to all other energies.

Third, look for ways to conserve your emotional energies by being more relaxed and optimistic in the face of daily problems and disappointments.

The more energy you have, the happier and more productive you will be.

Related resource

Go Green! Sites

• 75 Green Businesses You Can Start
• Starting Up Green
• Tree Hugger
• Sustainable Industries
• The Lazy Environmentalist
• Organic Architect
  

Must Twitter be "Pigeonholed"?

While there are easy definitions that come to mind when one is asked to “define” Twitter, such as “social networking”, the controversy as to whether or not Twitter should be used for business vs. personal networking continues.

Lest anyone think that I am a “social media” expert, let me hasten to add,--I am not. Visit epodcaster’s site for a great post on “The Social Media Snake-Oil Salesman.”

Having been duly impressed by Malcom Gladwell’s book, “The Tipping Point”, the answer, from my perspective, is simple. Twitter is the personification of "The Tipping Point", in which three distinct types of individuals, the “Connectors”, the “Ravens” and the “Salesman” are defined. The following “Power of Context” paragraph illustrates Twitter’s success and effectiveness beautifully:

“The physical and social environment within which
an individual or group of people receives a
particular type of information can radically
influence whether the information sticks and gets
passed on. But it’s not necessarily that the
environment as a whole causes the contagious
behavior. Instead, it’s possible to take a trend to the
tipping point by tinkering with the smallest details
of the environment.”

Personally, I love to connect with, (no pun intended), “Connectors.”

It was after reading epodcaster’s article on “Calling Cards as the New Business Cards” that the relation between “The Tipping Point” and Twitter became crystal clear.

Perhaps, on Twitter, we can be all three, or choose which one we want to be; a Connector, a Raven, or a Salesman.

After all, there are no boxes.