“When I examine myself and my methods of thought, I come to the conclusion that the gift of fantasy has meant more to me than any talent for abstract, positive thinking.”
–Albert Einstein
“When the mind is thinking it is talking to itself.”
–Plato
Now here’s the twister; When you’re talking to yourSelf – who’s doing the talking? Who’s being spoken to? And who’s the 3rd party that’s aware of the other two?
Live With Intention,
Dr Bill
“The process of going from average to fortune isn’t really all that difficult. Thinking about it is the difficult part. Anticipating all the effort and the changes and the disciplines is far worse in the mind than in reality. I can promise you that the challenges you’ll meet on the road to success are far less difficult to deal with than the struggles and the disappointments that come from being average.” –Jim Rohn
Beware the paralysis of “anal-ysis”. Get into action, make mistakes, learn from them, make new ones, learn some more. Ultimately who you become in the process of getting to your “fortune” is an even greater reward than the “fortune”.
Live with Intention,
Dr Bill
Business between humans is often illogical.
Insurance – You’re buying a product you hope you never use.
Example: You buy car insurance because you believe you might have an accident. And the insurance company sells it to you knowing that you probably never will.
You buy Life Insurance because you’re betting that you’re going to die and an insurance agent sells you life insurance betting that you won’t for a long time. (and he or she has never personally died and used that product)
You buy health insurance because you’re betting that you’re going to get sick, and the insurance company is betting that you’re not going to get sick.
Kind of bizarre. So why do people buy insurance? For the end result. Which of these is the end result of buying insurance for you?…a sense of Peace?, Security?, Safety?
How does this apply to your business – two ways – once again it is not necessary to use the products and have a great result in order to sell them…because millions of people will buy them because they want an end result of some sort…and of course sales reps will sell them because they want the end result of satisfaction, accomplishment or money that they can then use to buy what they want.
The second way this applies to your business….people will buy or not buy your product or service for seemingly illogical reasons…(which to them seem perfectly logical). Never waste your time and energy “trying to understand”, instead BE grateful for the opportunity you have, meet people where they’re “at” in life and focus on serving those that are seeking your help vs those that need your help.
Live With Intention,
Dr Bill
Sometimes a prospect will tell you; “I have to try the product and if it works for me then I’ll be able to sell it”, consider this example;
“Ron Template has been a vegetarian his entire adult life. Now age 50, he says it was a path and lifestyle he chose as a young college student, largely due to the influence of his peers. He belongs to a food co-op so he can acquire the food items he doesn’t grow himself. He and his wife, whom he met at the co-op 25 years ago, eat no meat, no dairy, no eggs. They have no health issues at age 50 and enjoy an active life of cycling, swimming, skydiving and backpacking.
And they’re super passionate about Serving Others. They support their church, and several community organizations and were seeking to do more but lacked the funds. So they chose a proven business model……now own 4 McDonald’s franchises…..now have the funds to do…..”
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Remember why people get a prescription they can’t read from a doc and a pharmacist who’s probably never tried the drug? The same reason a vegetarian would buy a McDonald’s franchise – Because; They want the end result… getting well or Serving Others or something else.
Wonder how this applies to your business? Sometimes prospects will say the darndest things – “I have to try it first, I already look young, I already have enough energy…blah blah blah”. Great for you Mr Prospect – wouldn’t you agree that there are 450 million baby boomers who do seek to look younger, feel better have more energy, a greater libido, make more money.. etc etc?
While it generally is easier to sell a product you have used personally – it is not necessary. It is absolutely necessary that you determine what your prospect wants and then show them how they can get it by purchasing your product or service.
Discover what their end result is….by asking questions….help them and enough others and then you’ll get your end result.
Live With Intention,
Dr Bill
“Learned helplessness is the giving-up reaction, the quitting response that follows from the belief that whatever you do doesn’t matter.”
–Arnold Schwarzenegger
“Pain is temporary. quitting lasts forever.”
–Lance Armstrong, Cancer Survivor and Athlete
Sad fact: Appx 50% of people quit life’s most significant commitment – marriage. Go to any med school or law school and you’ll see the drop out rate in just the first few weeks is more than 50%, by then end of the first semester, first year – the number is even higher. And that’s after they fought to get in! As I went thru med school I watched as people dropped out all along the way for many reasons, all “valid” to them. Some even quit during their residency!
Go figure? NOT! Stop wasting your time trying to figure out why people quit. To them their reasons make perfect sense. It’s part of their life’s journey, their learning lesson….not yours.
Focus more on what successful people DO.
Live with Intention,
Dr Bill
