Saturday, October 30, 2004

Referral System

The Selling-Without-Selling Referral System

I have built 6 businesses by referral and trained thousands of entrepreneurs and sales people to do the same.

I outline the entire system in detail in the program at http://www.selling-without-selling.com and am giving the essence of it here so you can use it to your success.

Every satisfied client/customer is asked a question like this, using your own words: “Would you be willing to write a letter commenting on how I’ve helped you in your business?” Then, if they say yes, I ask them to write the letter on their letterhead. Then I say, “You know what would be really great? I’d like to send this letter out to some people I know, and was also wondering, would you be willing to send this out to some people you know and I’ll take care of the postage and mailing if you provide the names and addresses?”

Now, I mail the letter to my own network as well as the referrer’s network. The letter has credibility and expands my own database and referrals roll in!

Sometimes entrepreneurs and sales people are fearful and don’t follow this formula. If you aren’t willing to do this then you lack confidence in yourself as well as the product or service you provide.

If for any reason the person you ask to write the referral says they don’t want to do this, just ask them why not. Perhaps they are not satisfied and if you find out now, you can build a better relationship with greater service.

Ask for referrals and use the process. It works!

Terri Levine,
http://www.selling-without-selling.com

Thursday, October 28, 2004

Trust

How to establish trust with potential clients.

Many sales people, entrepreneurs and healthcare professionals, come to me as their business coach and ask how to start with clients for the most effective relationships.

In all cases I believe there is one thing you have to do and that is to establish trust. When you deeply tune in and listen to another and come from a place of caring, then you begin to co-create a relationship that feels good.

Your goal is to discover who this person is and what they are wanting – not to push your product or service. Instead, to listen deeply, be tuned in to what the person’s goals are and want it is they want.

After you have an understanding of who the person is and what they desire, then you can educate them on your products or services and show them the options they have to select from.

I act as a coach in speaking to clients and teach all business owners and sales people to do the same. By coaching, I engage in a loving conversation and then allow the client to choose what works best for them. If they aren’t feeling drawn to my products or services, I won’t sell them on something that doesn’t match.

When I teach the selling-without-selling system to sales people, at first they feel they’ll loose sales. Once they try it and see the results, they are instant believers.

By coaching a prospect to figure out what it is they want, they feel respected. Instead of putting your sale first, you put the client first. Forget about selling them your product or service. Focus on assisting others to figure out what products/services is a fit for them.

Terri Levine,
http://www.selling-without-selling.com

Tuesday, October 26, 2004

Life Coaching

Have you ever thought of a career in life coaching?

Comprehensive Coaching U (http://www.comprehensivecoahingu.com) is committed to providing top quality coach training that is inspirational and transformative.

It offers an innovative curriculum that integrates mind, body and spirit. Comprehensive Coaching U graduates loving coaches who want to make a significant difference in their time on the planet.

At Comprehensive Coaching U, we believe our home study at your own pace learning program combined with telephone and email support, provides quality education at affordable prices. We excel at teaching coaches the coaching skills owned by world renowned coach Terri LevineIf you find yourself indulging a bit too much and worrying how you are going to handle the holidays, it is time for you to take the actions that will have you eating without overeating.

First, be conscious, present and aware before you start to put food in your mouth, of how you want to experience your meal. Do you want to rush? Not taste or enjoy your food? Do you want to clean your plate ands till feel famished?

Or, do you want to eat slowly, enjoying the food, your surroundings and the taste of each morsel? Do you want to full satisfied and have half the plate left to save for lunch? Do you want to eat healthy and be thin?
Before you eat ask yourself if you are really hungry. Sometimes we confuse thirst with hunger. Have a glass of water instead, and then wait about 10-15 minutes and if you still feel hungry go ahead and eat mindfully.

Terri Levine,
http://www.overweightnomore.com

Life Coaching

Have you ever thought of a career in life coaching?

Comprehensive Coaching U (http://www.comprehensivecoahingu.com) is committed to providing top quality coach training that is inspirational and transformative.

It offers an innovative curriculum that integrates mind, body and spirit. Comprehensive Coaching U graduates loving coaches who want to make a significant difference in their time on the planet.

At Comprehensive Coaching U, we believe our home study at your own pace learning program combined with telephone and email support, provides quality education at affordable prices. We excel at teaching coaches the coaching skills owned by world renowned coach Terri LevineIf you find yourself indulging a bit too much and worrying how you are going to handle the holidays, it is time for you to take the actions that will have you eating without overeating.

First, be conscious, present and aware before you start to put food in your mouth, of how you want to experience your meal. Do you want to rush? Not taste or enjoy your food? Do you want to clean your plate ands till feel famished?

Or, do you want to eat slowly, enjoying the food, your surroundings and the taste of each morsel? Do you want to full satisfied and have half the plate left to save for lunch? Do you want to eat healthy and be thin?
Before you eat ask yourself if you are really hungry. Sometimes we confuse thirst with hunger. Have a glass of water instead, and then wait about 10-15 minutes and if you still feel hungry go ahead and eat mindfully.

Terri Levine,
http://www.overweightnomore.com

Friday, October 22, 2004

Building Trust

How to build trust with potential clients

Instead of being concerned with selling a potential client your product or services, simply plan to establish a trusting relationship where you are not attached to the outcome… instead, focused on the person.

I know most sales people I have trained and companies that I have worked with try very hard to ask the right questions to create a sale and usually the results aren’t stellar and sales people turn over rapidly. My approach based on techniques from http://www.selling-without-selling.com, is to really deeply get connected with another human being. Sales come from relationships and if you form a trusting connected relationship; you will easily, effortlessly, joyfully sell your product/service. They will buy YOU!

A few tips:

1. Set your intention and state it openly to the prospective client. Example: “My intention is to get to know you better to see if my product/service might be a fit for you. If we don’t see a fit, we’ll part as friends, with no hard feelings. I am not here to sell you a product/service. Let’s just find out about each other and see where we go from there. Is that ok with you?”

2. Now, listen deeply to find out about the prospect and ask questions from your heart (not a chart or check list!) to find out what is important to this potential client and why.

3. Notice where there is synchronicity and chemistry.

4. Go more with you intuition about what to say vs. a script. Be YOU and engage with the prospect.

Terri Levine,
http://www.selling-without-selling.com.

Wednesday, October 20, 2004

My Formula


What is my formula for success?

Every week I either get emails or meet people at my speaking events who ask me about my personal success formula.

I am going to reveal it in a simple version.

1. Create a Technicolor vision where you see, taste, touch, feel and hear exactly what you desire. This is not a goal… it is a moment-to-moment movie of having everything you desire.

2. Make all your decisions based on YOUR own intuitive feelings. Always ask yourself, “How does it feel?” Take action on the things that feel good and let everything else go.

3. Each day take some action toward your vision. Every day move forward no matter the fear or the negative energy. Momentum!

Terri Levine,
http://www.terrilevine.com

Monday, October 18, 2004

Coaching Sales People

Why Do Some Sales People Make An EXTRAordinary Living?

I have trained sales people, sales teams, sales organizations and sales managers and created top sales people in the United States. I taught myself to sell and become number one in sales for a national company. I know there is a formula of success that sales people can use. The problem? I have the formula and unless you are a client or your company is a client, you don’t know it…so, I am going to give some of the formula to you.

Let’s start with a foundational principle… the sales person must strongly believe in the value of the product or service they sell. Passion for the product or service gives them the right mindset. Next, the sales person must form strong connections and meaningful relationships with their prospects. If the sales person is trying to sell without the relationship being established first, they will fail.

So, the inner aspects sales professionals need to first learn are to believe in their products, have a passion for what they sell, desire to connect with people and also to have the right language to explain and describe their product/service.

For more tips and information: http://www.selling-without-selling.com.

Friday, October 15, 2004

Coaching

What do people get coached on?

When I chat with folks about coaching, I am often asked why people hire coaches. I looked through the over 2,000 people I have coached since 1999 and created a list of the most common things I see bring people to coaching:

1. Want to find a new career
2. Want to start a business
3. Want to get a job promotion
4. Don’t really have any life goals
5. Don’t take action towards their goals
6. Don’t have a life plan
7. Not fulfilling their life purpose
8. Not motivated
9. Not using their strengths
10. Going through the motion but feeling low energy and little enthusiasm
11. Want to get more clients or create more sales
12. Want more business success
13. Lacking confidence
14. Not comfortable selling
15. Don’t like to promote themselves
16. Want to do less work and make more money
17. Need to make an important decision
18. Not organized
19. Wasting time
20. Feeling down after a negative life or work experience
21. Easily upset
22. At a plateau
23. Wanting to loose weight
24. Learning to say no and to create boundaries
25. Getting ahead in life and work

If you want to learn more about coaching, I have many resources at
http://www.terrilevine.com and http://www.comprehensivecoachingu.com.

Wednesday, October 13, 2004

What is coaching about?

What is Coaching Really About?

In a word: Change.

People come to coaching because something in their life or work is not quite right yet. Maybe they have a lifelong dream they haven’t manifested or a business they want to open or maybe they began their journey towards their goal but it hasn’t happened for them yet.

The reason why most human beings don’t move through change well is that they don’t have a clear, Technicolor vision of where they are going. In addition, they don’t have a solid action plan to assist them to achieve the vision they desire.

Then, life gets in the way and day-to-day priorities become more important then their goals. And the circle of not getting what you do want is born.

With a coach, you work on one area of your life or work and make the changes you desire in just that one area. You achieve that goal fully and fast. Your coach teaches you to move through change better and enjoy it more and helps create momentum and accountability, too.

Want to know how to coach yourself? Go to:
http://www.terrilevine.com/SelfCoaching.htm now.

Tuesday, October 12, 2004

Selling Without Selling

How To Get More Clients, Customers and Sell More Products and Services with EASE

I don’t think selling should be difficult or manipulative and believe that when you come from a place of serving and assisting, folks buy with ease and joy.

My formula is simple and referred to as “Selling-Without-Selling”.

Here are some quick tips for any business owner, entrepreneur, sales person and others who want to create more sales.

1. Ask people about their biggest obstacle or what is NOT going right or well and really deeply listen, without interrupting them.

2. Ask them what makes that obstacle or not quite right, the one that is the most important one to them. Again, listen deeply and carefully to their response.

3. Ask them if they did not overcome that obstacle or change that not quite right, what are the worst things that might occur? Listen deeply here, too as they will reveal their emotions and their underlying fears.

4. Ask them if the worst-case scenario occurred, what might that cost them, not just in financial resources, but also in time, energy, relationships, feelings, etc. Listen to their answers and their reasons to buy your products are services are being revealed by them.

5. Ask them what it would be worth to them to be sure the worst-case scenario did not occur and to have the not quite right yet or obstacle removed. Listen deeply as they let you know how much money, time, energy and other resources they are willing to invest in the solution.

Based on materials from http://www.selling-without-selling.com.

Thursday, October 07, 2004

Wellness & Coaching

Often people don’t think of coaches as working on health and wellness goals. I believe one of the great things I have gained in working with my own coaches and being a coach for my living, is the improved wellness and well being that comes from being coached.

All of us have inside of our human bodies energy which can create more health and wellness. Most people don’t realize this.

If we aren’t conscious of this and don’t practice it, then we will not create more healing. A coach can assist you to find your own natural inner ability to heal. When in a trusting, caring, confidential relationship with a coach, you can tap into your own inner guidance system and see how you have the energy of wellness in you.

I have found that my clients feel less stress and anxiety and also release their fears and inhibition when coached. The have deeper creativity and more physical energy.

I strongly believe that when you hire a coach for any goal, you benefit in creating greater wellness, greater internal peace and greater understanding of your role on the planet.

Terri Levine,

http://www.terrilevine.com

Wednesday, October 06, 2004

Areas of Sales Coaching

A sales coach works to help the sales professional develop goals and to create an easy, effortless plan to meet their goals. The plan of action is co-created and feels good to the client.

The sales coach serves as motivator and helps the client to learn new language, new approaches and new ways to sell with greater ease and joy and success.

As a sales coach, I focus on creating more confidence in the sales person, so they can have even greater success.

Sales coaching information is at: http://www.selling-without-selling.com

Tuesday, October 05, 2004

Coach to Sell

Face it. People don't want to be sold. They're tired of being one of the "suckers" who are supposedly born every minute. They're suspicious; they don't like parting with their money, and to many people, ALL sales people are the same. They know you are after their money. They know you do not have their best interests at heart. They think you are pushy and arrogant… somebody who might sell their own grandmother if it meant a bonus!

But people love being coached. It's respectful and considerate of their needs. it helps them focus on what is right for them. In fact, it's all about them - the client. It doesn't matter to you if you make a sale or not, and they appreciate that… in fact, they just may buy something from you after all… you're so 'nice' and honest!

The days of the old-fashioned salesman/woman have long gone. For many in the sales profession, they know what not to do, but they aren't quite sure about what they should be doing. And the answer is quite simple… learn and apply coaching skills to your selling situations.

H.R. professionals and Managers are embracing coaching skills now because they realize this is the best way to deal effectively and successfully with all types of people. It entails a special honesty and openness that up until very recent times, was not a reputation the sales profession enjoyed. One of the wonderful things about coaching is that it can be applied to anybody in any situation with remarkable results. The reason it works is quite simple. People like to feel respected and honored as intelligent and worthwhile beings. They like to be listened to and understood. They like others to be honest with them and not manipulate them. When you make somebody feel this way, it is very interesting to see how cooperative they become.

As a Sales "coach", instead of worrying about closing the sale, you can relax and coach people into a sale. Instead of struggling with resistant prospects, you can coach them into doing the right thing for you and for them. Once you cease to be pushy, people cease to resist. When coaching a client, rather than selling to them, you listen to what they have to say, and by listening very closely to everything they say rather than thinking about what you will say next, you can learn if they are likely to be a fit for whatever you are selling and how best your product or service may serve them. You will learn what their objections are and whether they are reasonable or something that can be overcome. This process is a gentle, friendly and polite way to do business and it is one to which more people respond favorably.

In essence, people come to see you more as a trustworthy advisor rather than somebody with ulterior motives and your eye on their wallet. Leave your sales pitch in your briefcase… when coaching your customer you start with questions, and then listen very carefully to the answers. Don't speak to them like you would to a ten year old or somebody whose mother language is anything but English. Speak to them as you would to friends. You don't push it if your customer seems anxious to get away. Maybe they are busy and your timing is bad.

When you have listened and learned about your prospective customer's needs and situation, you are in a position to know whether what you can offer will be of real benefit to them. Don't try and recite the sales brochure, just select a few things about what you can offer that apply to their situation. If you were listening closely to them, this part will be easy. Then invite them to take the next step, and don't get anxious at the last minute and resort to hard sales techniques from yester-year in an attempt to close the sale. Leave the ball in the customer's court. Establish your integrity and sincerity first. You have to "sell" the person on YOU first, before you can sell them on your product or service. And it's important to note that people can spot a phony a mile a way. It's better to leave your card, a brochure and other pertinent details with them and invite them to call you at any time, no obligation, if they'd like further information, than undo all your efforts by trying to close the sale with the old traditional methods and risk losing them even as a future customer.

A not so obvious benefit of this approach is even if this customer isn't interested, they may know somebody else who would be. Word of mouth referrals are powerful. Never forget that every prospective customer to whom you speak may be able to bring more business your way. What would you like them to say to their friends about you and your product?

So don't think of yourself as a salesperson in future… think of yourself as a friendly and trusted advisor, who just so happens to have a particular brand or service he recommends. Never run down your competition. In fact, if you believe your client would be best served by another company's product, you can earn valuable points by telling them about it.

It sounds easy, but when it comes to putting it into practice, these skills do not necessarily come naturally to everybody. But there is no need to despair. There are some excellent training programs around - there are some duds too. It pays to do your research when looking for training. Or if time and money is an issue, you can invest in a home-study coaching kit and learn these skills in your own time. You can find one of these at this website http://www.comprehensivecoachingu.com/future-coach.htm.

It doesn't really matter which method you choose to upgrade your skills, just as long as you do upgrade. "Selling" is so "yesterday" and your customers are much more wiser and savvy than they used to be.

Saturday, October 02, 2004

Create More Wealth!

I am convinced that Gano Excel will be the next billion-dollar network marketing company! Would you like some of that pie?

Do you want to create more health? More wealth?

If you want to achieve more goals and live your life instead of dreaming what your life could be … vision yourself working when you want, being with the people you want, having the objects you want… picture it all… you CAN have it all, like I do.

Gano Excel provides a great opportunity regardless of education, age, sex, or race.

The only requirement is your desire to improve your life and the lives of others.
You can be part of this opportunity from anywhere, anytime and yes, even in the middle of a busy life!

If you want a home based business as a stay at home mom or dad, or have a disability or health challenge or have no retirement plan or have just retired, Gano Excel provides a service business that allows you to life your vision and help others.

Give up trading time for money and instead get more financial health and freedom.

If you have any of the following health challenges or know others who do, call me right away: lack of energy, unable to sleep, lack of mental alertness, poor bowel function, I encourage you to try this new healthy coffee I came across. Just dial this number (512-404-1288) right away and listen to a quick 2 minute message about the product, then email me to receive a free sample – terri@terrilevine.com.