Archives for 2010

What is the number 1 Personal development book?

Is this the best personal development book?  Let me know what you would choose!

Why I don’t eat Chicken

I have been a non meat eater now for about two years.  I used to love eating meat and it was a really important part of my cooking.  After some health issues I realised that I needed to look at my diet and I started to reduce the about of meat in it.

The more I learnt about nutrition the more I stopped eating meat.  This then got me looking at the welfare of animals.  I loved animals and I realised that if I loved animals why did I eat them?

This post doesn’t have much to do with Personal Development but I wanted to do this post as it is part of what I am today. [Read more…]

Anthony Robbins – Shift your focus

Anthony is one of the best personal development teachers.  A lot of people don’t like his style but he really does provide some really good ideas on Personal development.  Here he talks about how to shift focus.

How to get the Law of Attraction to work for you all the time

OK so some time ago I was very frustrated with the Law of Attraction and all that “good” stuff that came with it. I watched all the videos of people saying they have made a ton money just by thinking about it (Yeah Rhonda money just comes in the door) and read the personal development book where the author said that you need to believe and it will happen…

Well it didn’t happen. In fact I lost more money….and then I found out the Secret to the Secret! Lucky me.

Anyway, it;s not that fancy and I want to show you what it is all about.

Personal Development helps you sell – The key to sell more stuff (don’t be an ****)

Disclaimer – If you read this post and apply what I say you will have more sales than you can deal with!

My sales experience started when I left the Army and got my first “real” job working in a computer reseller.  I was an account manager working with some major brands.

Basically I took orders over the phone and put them into an ordering system.  Not much selling there then!  But I did learn about what selling is and how to do it badly.

When I realised that in order to make a lot of money at this company you had to be the CEO I left and looked for a new job.  It didn’t really matter that I left before I had a new job as I was still living at home!

So, after going to many interviews I met this guy who was starting up an office in London for an American startup business.  They had some cool new software that was in the Portal market.  At the time when you said “We develop portal” software investors gave you money.

The Manager who was starting London had done a couple of years in the Royal Artillery so we had something to talk about and I think he thought I must have been OK as I had been the in Army also.  Something I don’t tell anyone is that I did take and pass some of the MCSC exams (techie) when I left the Army.  I think he also like that!

For some reason he hired me on as a Junior Account manager to support the clients we had in London and Europe.  During this time I also made tea, managed clients, wired up the office network and basically did everything he couldn’t do.

The strange thing was I had another boss in the States.  Her name was Max, she was head of client support.  I didn’t learn that much from Max about selling (mainly because that wasn’t her role) but I did learn about managing clients and supporting them.  Really she is still the best person I know for this.  What she taught me was that you have to work above and beyond the clients need all the time.

So what about the sales?

Well it was a few months after I was hired that the manager hired in a “big gun” sales guy.  He was considered to be “proper” salesman who would go out and get the “big deals” and close business.

This is really where my sales training started.

Keith was a great salesman.  Completely different to what I thought he would be.   He didn’t go into meetings doing some big presentation.  Instead he sit down and draw things out on bits paper over a tea or coffee.  He was intense but friendly and would rather listen than talk.

How different from my perception of what a good salesman should be!

The funny thing is I only had to look to my mother to know what a good salesperson is….more on that below!

Keith and I sold software all over Europe together.  Mainly me sitting in the meetings listening to what was going on and doing some demonstrations when Keith needed it.  Over time he let me speak more and I started to sell.

Not only did he teach me about selling to customers he also taught me about selling to your own company.  I remember once Keith said that before you go into a meeting for a review for pay always have an industry magazine open on your desk at the recruitment section…just so your boss thinks you are always looking at better jobs!

Was Keith the best?  He was good.  Do I sell like him?  No not really but he taught me the basics of selling that I will always use.  He was a great salesman and a good guy.

So forward 10 years and I have sold many different products and services.  I have sold products, software, services and ideas.  Over this period my style has changed completely.  I am not sure I even “sell” anymore.  At least I don’t even think about it.

How do we sell today?

Today selling is different.  Gone are the days when you went to a potential client and did some amazing presentation and just kept on going until they final bought what you have.  That still goes on but it’s not what the great salespeople are doing.

Great salespeople and successful business people know that you have to give people what they want.  Zig Ziglar said “If you give enough people what they want you will get anything you want”

That’a a great saying.

Just think about that.  If you can find out what people want then you can provide that and sell.

It’s a simple concept and many people will know this already.  You might be reading this post thinking “Yeah Matt, I know this already, it’s in so many of the book and courses I have read and been on”

Yes that is true. This is not a secret.  Even big companies teach this now to thier salespeople that it’s become annoying.  Instead of selling they just want to help, to ask questions and basically piss you off!

And this is the key to all of this!

We might know some method of selling that we have been taught in a course or book or CD but that is useless if we don’t know how to communicate with people.  If you can’t build a realaltionship with them then it doesn’t matter what you know.

The best people I know in business and life have the best personal development skills.  They can communicate with people and make other people feel comfortable and relaxed.

That’s what Keith did.  He made people feel like they were just having a chat and once you get them to that then they are open to looking at your product.  Remember if you are selling then people naturally don’t want to buy.

They might want the product but they don’t want to buy.

I am not saying that you need to be a question machine – Don’t start asking loads of questions.  You need to just build a relationship with people and let them come to you.

So do I always just stand back and let them do all the work?

NO! NO! NO! NO!

Actually I am fairly direct and like to get to the bit about what they want.  But I do listen and I come from a position of understanding their problem. I am open, relaxed and direct about what I can do and how I can help.

Should I read Sales books then?

Yeah why not.  It’s not a bad idea to learn some of these methods.  But what is really going to change your selling is reading Personal Development books.

Reading Personal Development books will change the way you sell.  You will also change your life in so many ways but I don’t want to talk about that.

The more you read of these books the more you will learn how to relate to people.  As I said, this isn’t about being some weird question robot that is trying to build a relationship.  It’s about really being comfortable and making the other person feel relaxed with you.

Don’t try hard! If you are trying you have probably missed the point.

If you can only read one Personal Dev book then read How to Win Friends and Influence people.

If you can read more take a look at my list here.  Top 10 Personal Development Books.

I know that there are many people who say that you need to learn Spin Selling and other methods but really you don’t.  You just need to have a natural want to help people.

My mother is one of those people.  She is one of the best sales people I know.   Yet if you met her you would think she is just a really pleasant person.  She isn’t pushy or over friendly but she can sell.  Why?  Because she knows how to make people feel comfortable, she can get you to feel relaxed and relates to you.

If you can do this you can sell.

Don’t worry about selling, just focus being relatable and helpful.

Matt

Deepak Chopra Life After Death Book review

One to get for the Personal Development reading list!

Does the Law of Attraction work?

Well it has been a while since I have posted to the blog.  With no excuses, I have been working on a project and it has taken all my time!

If you have seen the Secret Movie or read something about the Law of Attraction then you know that is has a great idea about achieving anything you want.

Some of you may know my story.  I was £100,000 in debt, about to lose my house, no job, no income drinking a lot and had really bad relationships with most of the people I knew.

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I seriously thought about just letting it all go and

just become a traveller

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How nice to just have no financial worries and live in a tent somewhere!

Then I realised that it’s not that easy to live like that.  It was about this time that I got introduced to the

Law of Attraction….and Wham!

I discovered that I was ATTRACTING this negative stuff into my life.  It was me!

Well now I don’t have repossession calls, I don’t have debt, I have much better relationships and I have an income!

How did this all happen?

Well I used the law of Attraction and Worked.  Here is a video on how to use Law of Attraction to get what you want in life.

Please post some comments or rate it if you think it’s a good one!

Matt

Bob Proctor and the Science of getting Rich

Bob Proctor from the Secret is one of the best teachers of the Secret and the Law of Attraction.  In his new course, The Secret of Getting Rich.  This also is with Jack Canfield and Michael Beckwith.  You can see more about this here http://bit.ly/7ovtii

See the course http://bit.ly/7ovtii