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  • To Tell the Truth

    Guest Post By: Gary Michels

    Business, Technology, Internet and network concept. Young busine

    I was in a pretty intense conversation once with one of my clients. We spoke about having to let some people go within his organization. My client kept saying he did not want to hurt anyone’s feelings, yet at the same time, he wanted to be true to himself, not only through his words but his actions. He felt that as the leader of the company, it was time to make and follow through on some decisions.

    It seems that often we spend too much time worrying about being polite. When we do this, we hold back our heartfelt ideas and beliefs. We feel afraid that someone’s feelings might get hurt if we speak truthfully, either to them or about them.

    However, do you think it is possible to be honest without being rude or mean? Is it possible to be truthful in a kind, loving and sincere way? I believe it is, otherwise, how will we communicate to others and let them know who we are? How can others let us know who they truly are? Unless we speak the truth, no idea will be challenged and no good ideas will be shared.

    Censoring thoughts and ideas will cut you off emotionally from others. In a way, when you censor yourself it is as if there is an invisible force that is serving to hold you in check. We all need to dig deep and find ways to avoid stifling our genuine thoughts and ideas. Everyone has the capability to express themselves in a kind, loving, and methodical way.  One that is not hurtful. At times, we must make sure to use extra thought and take care to make sure you are using the best words and tone to say what you want to say.  You also need to make sure you are saying them at the right time.  You know the old saying, “timing is everything”. Often, I will ask someone a question in this way: “do I have the permission to share with you what I am thinking and what is in my head and heart, and do it in a safe environment with you”? I find that most times, the person I am speaking with will answer “yes” and be thankful that I was honest and open with them.

    I live by the creed that if one tells the truth and someone turns away from you because of it, that person was probably not truly a close of friend or acquaintance anyway.

    I feel there are two things you can do in your life that really set you free; to tell the truth and live with the truth, even should it hurt.  Also, when you screw up, a good, old-fashioned sincere apology will give you a burst of energy and freshness. This will enable you to move forward with peace and success.

    You can’t “Turn It Up a Notch” if something is holding you back and keeping you stuck in the neutral position!! Holding back the truth is often one of the biggest things preventing “breakthrough” success.  I urge you to speak with honestly but to do so with love in your heart.

    Sell with truth and integrity and you will be successful!

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • The More I Train

    Guest Post By: Gary Michels

    In almost everything in life, if you are going to “Turn It Up a Notch” and strive to be above average, you are going to have to train to improve yourself. Some people call it practice, others call it drilling it into your head, and even others may call it rehearsing. To me, it all boils down to the same thing- you are in TRAINING.  You are working to improve yourself and reach the pinnacle of success you are looking for. I once read that in order for one to be a true expert at something, one must spend at least 10,000 hours learning, practicing, and training on that subject. I am not sure if that number and/or fact is true or not, it certainly is a huge feat to accomplish.

    In the game of business and sales, I always suggest that everyone spends a minimum of 30 minutes a day educating themselves.  This breaks down to spending approximately 15 minutes on motivation and 15 minutes on technique. Mathematically, this works out to be a minimum of 10 hours a month and 120 hours a year of bettering yourself.  That is something we all need to be working towards.

    When I want to excel at something, I “PDR” (Practice, Drill, Rehearse) like crazy. If you are driven to be at the top of your game, or just want to improve upon where you are, you must embrace the training concept.  You need to be willing to put up with the pain it takes to train. You must be willing to “PDR” until you have your presentation or information down cold.   Otherwise, you will experience the pain of regret when you do not reach the goals you set for yourself. Training breeds confidence and preparedness- the exact opposite of fear and mediocrity. The words below speak for themselves.

    The more I train…The quicker I get

    The quicker I get…The slower they seem

    The slower they seem…The easier the game

    The easier the game…The greater my threat

    The greater my threat…The more attention I draw

    The more attention I draw…The tighter they play me

    The tighter they play me…THE MORE I TRAIN!

     

    Be excited and enthusiastic about training. Don’t look at it as if it is a burden. The benefits derived from the time and energy you invest in training far outweigh the hassles. Training will make you successful.  You must stick with it and continue to try and better yourself.  Your results will speak for themselves. What type of training can you undertake this week to make you more productive and successful?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Teamwork

    Guest Post By: Gary Michels

     

    blueangels
    When I think of the ultimate in teamwork, I think of the Blue Angels flight team.  These pilots must be not only perfect but also precise in their daily performances.   They do this not only entertain, but to stay alive.  They raise the bar in a multitude of ways.  Their passion for what they do along with the amount of preparation and dedication to being the best is remarkable.  Regarding teamwork, when it is at its best, amazing standards are being set daily.  What level do you think your team is currently operating?  I am referring to the team you work with, and perhaps your family unit as well? Where do you and your team and need to raise the bar?  What areas do you think need the most improvement?
    Below you will find a few common characteristics seen in teams that work well together and achieve significant successes, both together and as individuals.

    teamwork

    Teams that rock, or are wildly successful, tend to share certain common values.  I find these teams typically have very focused goals along with a passion for succeeding.  You can ask any member of that team what is the focus of their team.  Each member of the team will know the main goal and they will all answer in a similar fashion. These teammates are so committed to their shared goals and success that they will put the success of the team first and be willing to make personal sacrifices in order to help the team.  One person on the team may purposefully take a back seat for a short while and let another teammate succeed.  They realize that a short-term sacrifice of glory and ego, today will help the entire team in the long run.

    When you are a part of a top team, teamwork is not something you only do part time. You live your life by doing what is best for the team.   I like to teach the concept of either/and instead of either/or. Top leaders of top teams must have a team first attitude and mentality.  Also, they must make sure they are performing at their very best.  When you are at your very best, in most cases you are helping the team as well.

    Top teams tend to consist of several leaders, leaders that are confident and skilled enough to walk the talk, not just talk the talk. In all areas both personal and professional you will see top teams whose leaders lead by example and set the pace. They are proactive, rather than reactive and plan on winning no matter what.

    Yet another part of teamwork to be aware of is trust.  Teams that have a great chemistry also have amazing trust for one another.  This comes from amazing communication amongst the team.  Often teammates will carve out  time to communicate when challenges arise.  Typically the type of situations that may threaten the bond and success of their team.  Often, trust is broken when communication is poor.  People who want to grow their teamwork skills must make good communication a priority.

    Teams that succeed are the teams that prepare the most. They often work harder and more diligently than anyone would imagine. Whether its additional hours of work in order to prepare, or tenacious effort during the hours of preparation, strong teams do the work. Ask yourself this question: Does your team put, less, the same, or more work when preparing for success than the average team?  The answer probably lies in your results.  If your team isn’t where you want it to be, it is because you need to work on becoming more prepared.

    Lastly, great teams have great attitudes. Attitude stems from what and how teammates talk to themselves when no one else is around.  They have clear affirmations and the words they said whether to themselves or to their team.  Of course, things happen in life and having a good attitude and good self-talk can help everyone bounce back fast from the challenges one may experience.

    You don’t see winners walking around defeated and down.  It’s because they have mastered the self – talk and attitude skill set.

    What type of team do you want to build? When do you want to start? What are you and your teams biggest growth areas to Turn It Up A Notch in your teamwork abilities?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Bouncing Back Quickly

    Guest Post By: Gary Michels

     

    Confidence and great self-esteem is sexy and attractive, and fear, negativity and low esteem is not appealing at all. It certainly doesn’t get you ahead in life. When these types of unattractive behaviors take place, whether it is because of failing to hit a goal, a loss of some sort, a disappointment, a letdown, or even a small or large sickness of some sort, there is nothing more powerful than an attitude of BOUNCE BACK FAST! (BBF) Let’s think about the other option for a second of Bounce Back Slow. Of course, that is better than Bounce Back Never!!!

    So what are some things we can do to bounce back quicker than slower in both our business and personal lives? Have the proper self-talk. Are you reading daily affirmations 4-6 times a day as to pour into yourself thoughts that will require you to put the proper action into place? If we don’t replace the negative thoughts in our head with positive ones when there is a reason of some sort to bounce back the process will take longer. An example would be, “This is really hard to get over this huge setback.” Instead one could say, “I am a person that bounces back quickly from adversity and always come through stronger and better than before.”

    Surround yourself with positive and supportive people. I am always asking myself when I enter the room, am I a supportive loving, caring, enthusiastic being, inspiring and making things better for the people around me. If you surround yourself with as many people like yourself as you can, I guarantee you your BBF (Bounce Back Factor) will be better and quicker.

    Have a clear vision and mission in life. If the purpose and mission are strong enough and your “WHY” is powerful enough, you will do anything it takes to bounce back. If you have a goal of making a certain amount of money in a certain time period to be able to pay for a home, and knowing you couldn’t do it would let down the entire family, your BBF would be much quicker.

    What is your vision and why you exist every day? Have a healthy mind and body!! What we deposit into our mouths and our head pay great dividends. Are you eating healthy most of the time and setting aside time to get the proper exercise? Are you reading or listening to podcasts, books on tape, etc. to consistently be pouring fresh and exciting ideas into your life. Have some sort of faith and hope that you believe in and refer to on a regular basis. Believing that we are part of a bigger plan and that the future ahead of us will only be getting better is key to bouncing back quickly. Having the belief that in every setback there is a reason it happened and will make us stronger to deal with failures and setbacks in the future.

    The opposite of BBF to me is what I call the PLOM Disease. (Poor Little Old Me). I choose to not burden myself or others around me with my challenges. BBF is my only option. How about you?

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.

     


  • Showing Up, Even When it Rains

    Guest Post By: Gary Michels

    When it rains and the weather is miserable, why do so many people mentally shut down and make excuses as to why they cannot produce? The same 24 hours still exist and most people still work unless it is physically impossible to do so. Why not let rain and bad weather have a meaning to you? Have it be success!!! When most people will have the attitude of scarcity and lack of good perfect conditions, why not use this time to gain the COMPETITIVE ADVANTAGE? Use these times to get a head start on the rest of the world. Use this time to be completely focused on being focused! Look forward to these situations and have a game plan already set up for what you want to get done on days and times that are not the perfect situations.

    rain2

    We know that this year the El Nino is supposed to affect many of us. Say to yourself,  “This is going to be my best day, week, month ever!” Have affirmations like, “When it storms, it is like me to have my best days ever.” Whether for you, it is more dials, contacts, appointments set, sales made, referrals achieved, or more accomplished, have the stormy days be your best days. It all starts with what you say to yourself when you talk to yourself and how you plan and prepare for the situations to happen.

    I will not be one of those that takes the day off and goes to the movie instead. I couldn’t believe how packed the movies were today when meeting a client at Starbucks next door. When leaving the guy in the car next to me told me the theatre was packed. It was 1pm on a Wednesday. I asked him, doesn’t he have to work? He said it is just hard to get into to it on a rainy day like today.  He said he sells insurance and nobody is really doing much in the office today. I asked if he is rated on what he does compared to others and against a plan. He said yes to both. I then said, “Why are you not using this time to get ahead?” He looked at me with glazed eyes and finally said, “I have to run…I have some getting ahead to do!”

     

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Are You Stressed Out?

    Guest Post By: Gary Michels

    As a leader in your business, people do not want to see your stress at all.  They want to see you as a strong person they can follow and has a grip on your emotions and feelings. And in your personal life, carrying stress around with you certainly doesn’t enhance your life or the people around you.

    So here are some things you can do to alleviate stress as you are a human being, and will experience it. Although stress may be present, you will be able to control it.

    work-stress

    Get rid of endless to do lists and focus in on what’s really important.  “The essential question is not how busy are you?… But what are you busy at? So often people are getting ready to get ready and are not spending their time on IPA (Income Producing Activities). The only two IPAs are prospecting and presenting. When you spend time there more often than not you get results and that will most likely alleviate stress.

    Don’t prioritize your schedule; instead schedule your priorities. Schedule your family time, your health and fitness time, your friend time, and your work time (inside your work time needs to be prospecting/ business development time). All of these get calendared before other to do items. All of these are your rocks of life and the “rocks” of life need to be put into your “jar” of life before your pebbles, sand, and water.

    Being healthy is such a huge part of eliminating stress. Being healthy means different things to different people of course. Is what you are putting in your mouth nourishing your body and mind? Are you drinking enough water? Are you taking time to exercise on a regular basis? Taking the time often for a walk, run, lifting weights, yoga, water sports, etc. etc has proven effects on diminishing stress in our lives. I can write a whole piece on just this one topic.

    Reduce stress by needing and wanting less.  Are things we acquire in our life really adding value or just adding clutter to our surroundings and lives? As I recently moved I took over 25 trips to “Goodwill” and actually feel I could even go a few more times to get rid of things I no longer need. “When we attach value to too many things that are not love… like the car, money, the house, and things in the house, we are loving things that cant love us back” Loving and being loved brings joy and happiness which is the opposite of stress. What is enough for you? What parts of your life need to be simplified?

    Take time regularly to vision the future so you can peacefully come up with a plan to get there. Once you have the plan review it regularly. The more you review it the more it will naturally become part of you. We call the ability to know where you want to go and then creating a plan to get there (re – engineering from the final desired result to what you have to start doing today).  Having a plan to get there takes away a ton of stress and having Affirmations to back and give you the energy you will need to make it to your desired result is huge.

    Leave your past behind you because there is nothing you can do to change it. The past can educate you to make wiser decisions in the future, but spending any time stressing, worrying, etc. about it is unnecessary. Carrying the past forward will only provide us with incremental changes in our lives. People that chose to aim for massive breakthroughs in their life, do it by letting go of any ties to the past and starting with a fresh blank sheet of paper or an empty canvas before the painting. What in your past are you holding on to? How is it holding you back? What conversations either in your head or with someone need to happen to clear a path for an amazing future?

    Constantly tell yourself that you have a choice. You have a choice to be stressed and a choice to be happy and peaceful. When you stop having a choice you are a victim. Ask yourself often, what are my choices here that will bring back peace and harmony to myself and those I love and care about around me? Going through this exercise often reduces stress because it allows you to be in control of your own destiny. We choose   how we react, what we think about, and what we become, as well as choosing how we want other people to perceive us. Choose to confront challenges head on as well as choose who you spend time with as they will be your support system to lead you to the top of the mountain.

    Take complete accountability and responsibility for your actions and your situation. You will feel a huge load lifted off of your shoulders. Stop making excuses and find a way instead. “Excuses are the nails used to build a house of failure” — Don Wilder

    These are just a few tips on how to handle stress. By managing our own stress level we can enhance the quality of our own life and share our joy with peers, family members, our loved ones, friends and other people we may come in contact every day.

    It’s time to get rid of this stress and I suggest you carry this writing with you for 21 days and review daily until it becomes part of you!

    Gary Michels is a co-founder of Southwestern Consulting. He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Resiliency

    Resilience sign with a desert backgroundGuest Post By: Gary Michels

    Oxford Dictionaries defines resiliency as, “the ability to recoil or spring back into shape after bending, stretching, or being compressed” Often resilience is defined as the capacity to withstand stress and catastrophe and Bounce Back Quickly (BBF), which I talk about often. Of course depending on what has happened in your life will determine how quickly you bounce back, however sitting in the gutter and having the PLOM Disease (Poor Little Old Me) rarely serves anybody well.

    Last evening I saw a short video about Chris Singleton who unfortunately lost his mother back in June of 2015 in the terrible shooting in Charleston, South Carolina. I was so inspired by this video I had to write about Chris’s and the community’s resilience. Less than 48 hours after his mother was shot dead Chris came out publicly and said, “We have already forgiven the shooter for what he has done and there is nothing but love from our side of the family.” The community so rallied in love and wanting to fix the problem this reaction instead of going into riot mode and making things worse. There was a massive feeling of resiliency of bouncing back quickly and even wanting to be better than things were before the incident.

    So what are some tips and ideas on how to be more resilient:

    1. Build and nurture close relationships with friends and family so when things do happen, and they will, the people around you are supportive and strong.

    2.  Write, and read often, positive affirmations to be constantly pouring into your mind positive thoughts and feelings. For example, “I am a person that bounces back from adversity quickly and appropriately” or “I feel happy, wonderful and terrific and will let nothing bring me down further than I want or deserve to be.”

    3. When you truly are down for one reason or another don’t be afraid to seek professional help. There is no stigma placed on you for having a counselor or coach or good friend advise you for ways to be better.

    4. Stay healthy in both body and mind. Exercise in some fashion at least a few days a week and eat appropriately to give yourself the proper fuel to live on. Also take some time regularly to read some positive type of material and average of 15 minutes a day as often as possible. Remember the famous statement of “Input = Output” What you out into your mind will give you the results you want.

    5. Try to get your mind off of yourself and be a servant to others. When you have mastered being a giver it makes you so much stronger when times are tough and it is time to bounce back. You have no time to sit in your misery and pout. There are others out there that need the “Positive You” back!!

    To bounce back quickly from adversity and be resilient is a powerful characteristic to master. Take the bull by the horns and make an effort now to really grow in this area of your life and watch things flourish all around you.

     

    Gary Michels is a co-founder of Southwestern Consulting.  He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Sales Tips: 10 Creative Ways to Get People to Return Your Calls

    From: Gary Michels

    Man pleads for the phone to ring

    If you want to get people to talk with you, wouldn’t you improve your odds if they knew you were a fun person to talk with? Here are ten proven tips that really work. They are quick. They are easy. And they are a lot of fun.

    1)       Cheese Technique:

    I heard about this technique from one of my students I was training at one of our events. She explained to me that she was having a lot of success getting people to take and return her calls.

    She handed me a copy of Spencer Johnson’s book, “Who Moved My Cheese”. She said her company would buy hundreds of these books from the publisher and send them to the prospects they most wanted to meet. She would pen a note inside the book cover telling the prospect the book is about CHANGE and it only takes an hour to read it. She then would say, “I’ll call you next week to see what you think.” She got hundreds of appointments using this technique.

    I have used this technique recently sending my book out about growing your sales through new techniques and ideas. Saying sometimes CHANGE and trying new things works out for the best. I am having quite a bit of success.

    What literature can you send (article, brochure about your company, etc.) that you can write a note on and follow up the next week with?

    2)      Stalker Technique:

    There is definitely a fine line between being persistent and being a stalker. It is OK to be persistent and it is not OK to be a stalker. A stalker is someone who never gives up. They never take no for an answer. You can tell them no until you are blue in the face and they will still come after you. But someone who is persistent just wants an answer to close the deal. They are OK with a no. In fact, they will practically beg for a no so everyone can move on with their lives.

    If I keep getting someone’s voicemail, or they keep asking me to call back, I’ll finally make a statement like this, “I would really like to have your business… and I am the most persistent, not pushy sales person you will ever meet J; but I do not want to wear out my welcome. I will leave that up to you. Would you like for me to keep on calling you or should I move on?” (Give example of a personal client that took a long time before they finally worked with you).

    3)      Lotto Technique:

    This technique is fun and you can make it really funny also. What I do is send the prospect 3 Lotto tickets with a note that reads, “With a little luck, maybe we can get together. However, if these are the winning numbers – PLEASE do not call me back and tell me you won!”

    When you call back you can always start the conversation with some humor…. “Good. I see you still have your day job J, I was worried that you might have won the lotto since I never heard back from you.”

    4)      Baseball Card Technique:

    This works well for an elusive prospect that always seems to slip away without you being able to contact them. It especially works well if you know they are into sports. Send a pack of baseball cards (or a single card). Then include a note that says, “Just wanted to TOUCH BASE with you and see if you are still IN THE GAME, J. I would love to get a chance for a conference at the MOUND (or your office) and share what has been happening in …”

    5)      Free Ad Technique:

    If you or your company has a newsletter or blog, try this: If you keep getting your customer’s voicemail, leave a message telling them that if they would agree to a 15-20 minute appointment with you, you would like to give a free ad in your newsletter or on your blog. Being willing to give away what costs you practically nothing is a great tool to get people to move to action. People love things that are free or greatly discounted.

    6)      The Unimportant Call Technique:

    If I know the person has a sense of humor, I will leave a voicemail saying, “It is extremely UNimportant that you call me back.” It adds some levity to the situation and lets them know that my feelings haven’t been hurt. This also takes away some embarrassment they might have since they haven’t called me back as promised.

    7)      The “Just So You Know” Technique:

    This technique starts commitment and consistency and creates social responsibility. This is really a deal closer.

    A gentleman I read about was interviewing for a job at a coffee shop somewhere in the heart of Dallas Texas.  After about 30 minutes or so, he slid out of the booth and said, “Just so you know, I’m very interested in working with you, your company and doing this job…Are you interested in me?” Basically he was trying to close the deal right there.

    The owner had a twinkle in his eye, smiled, nodded and said yes. A few years later the man asked the owner why he got the job and the owner said you were the only one that attempted to close me. I know you could sell at that moment and that was what I was looking for.

    “Just so you know” can be used often…. Today I told a sales manager of a large furniture supply company … “Just so you know, I can already tell we would partner well together and if we were able to put this together I think we would really rock it.  How do you feel?”

    This technique could be used over the phone as well and that is why it made this list!

    8)      Skeletons in the Closet Technique:

    I have given many presentations over the years where the potential prospect never called me back. I am sure you all have also. I found rubber skeletons at a party supply store around the Halloween holiday. I bought as many as they had and then bought small boxes to put them in at Michael’s art supply store. Inside the box with the skeleton, I enclosed a note that said, “This is ME waiting for YOU to call me back” I have seen a few skeletons in people offices hanging on when I go to do the appointment.

    9)      Foot in the Door Technique:

    I have always said that if you are willing to go the extra mile to prospect for the business, it subtly shows you will go the extra mile once you have the business.

    Go to Walmart, Sears, the Flea market, Target or anywhere you can get dozens of infant shoes for cheap or even adult shoes for bargain prices. The send the shoe in some sort of box, preferably clear. Enclose a note that says, “I just would like to get my foot in the door.

    One of my recent clients that works for Aflac just tried this with of his “Elephant” sized prospects and told me of the 5 he sent out he set 3 appointments so far. One is looking good, one he still needs to go on the appointment to see what happens. The third one became a sale and is worth over $2000 commission to him.

    10)   I Tried Yours Technique:

    If the person you are calling on has a product that you can potentially buy for not a lot of $….. Buy some and try it out. For example if you wanted to sell your product to a winery…. But a bottle of wine and then send back the empty bottle of wine and say, “I tried your product … will you please try mine.

    So when you want people to take and return your calls? Lighten up. When you keep your requests for return calls fun, but get your point across, you show others that you might be the right kind of person they want to work with. You do not come across as desperate. You would like to have their business, but you are not going to die if you don’t get it.

    So go ahead and schedule your phone time each day and get excited about it!


  • Sales Tips: Characteristics of a Great Closer

    From: Gary Michels

    Gary MichelsAll great sales closers have a few things in common. They are:

    1. Great closers have a burning desire to close the sale. They know that closing one additional sale per day, per week, or even per month will greatly increase their income. As I have traveled around the country with great closers, I have noticed that they often have a score sheet on the wall or in their car and they can’t wait to fill in the numbers after closing the sale.
    1. Great closers really believe that their prospect is going to buy. Believing the customer will buy and selling with conviction greatly increases your chance of making the sale. Great closers expect success. They don’t think it was just “their lucky day.” In the car on the way to the presentation, they do a lot of positive self-talk, assuming the person is definitely going to buy. They say things like: “I am now pulling into the parking lot of my next big client!”, “I know that I have the best product and the best price for this customer, at this time. Now I will prove it to be true!”
    1. Great closers are sincere. People can tell when you are not sincere. Sincerity will always sell more than anything you do, and your lack of sincerity will almost always kill the deal. Look people directly in their eyes and tell them how it really is. Listen and really care about what they are trying to accomplish.
    1. Great closers talk low and slow. When you are calm and talk low and slow, your prospect will listen and believe you. If you talk too fast in a high pitched voice, you come across as pushy and tend to sound like someone they cannot trust.
    1. Great closers keep the close simple. Your prospect must fully understand what you are talking about.
    1. Great closers ask a lot of questions that will elicit a positive response. The more you get prospects saying “yes” during your presentation, the more likely they are to say “yes” during the close.
    1. Great closers realize the importance of names and examples. They will “name drop” appropriately throughout the closing process. Once again, remember that the close is supposed to be a natural ending to your presentation that makes people feel comfortable to move forward. By using names of other people whom they know, you subtly make them feel comfortable because they feel they are not taking such a huge risk. After all, others they know have done well with your product or service, and so should they.
    1. Great closers never argue with their prospects. They agree with objections and continue closing the sale. Whenever they must disagree with a prospect, they do it in a light, agreeable way. The rule of thumb that I like to follow is: “If I win the argument, I lose the sale!”
    1. Great closers never lose their cool. They let customers upset them occasionally, but they never show it. They always keep their voice low and a friendly expression on their face. If you get the reputation as a friendly sales rep, you can more easily build a large client base. Remember, more often than not, if people like you, they will overlook some of the bad points of your product or service.
    1. Great closers are politely persistent. They are not overbearing, yet they give prospects a number of chances to buy before judging whether or not the sale will actually happen. The key here is to walk the fine line of trying a little harder to get the sale without the prospect feeling any pressure from you.
    1. Great closers leave people happy. They make sure their prospects are in a good frame of mind before they leave. They want to brighten people’s day. They are also aware that their reputation precedes them in the community. Additionally, they know that by leaving prospects happy, they, too, will be happier, thus increasing their chance of making a sale at the next appointment. When I walk out the door of a prospect or client, I always say to myself: “I hope he or she thinks I am a cool guy!” If the prospect thinks that, I will likely get to work with that person at some point in the future.

    To learn more about Gary Michels visit his website here.