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Selling from the Heart and not the Head

As business owners, we get into business with the best of intentions and a passion for what we want to do to earn a living and then we are faced with the reality that we must have sales in order to ring our registers and put food on our tables.  And that requires us to sell.  Ugg!  That ugly word, selling. 

Many business owners are not skilled at selling and often fear it because of the negative experiences and impressions they have in their own lives.  When you ask one what selling means, you often hear words like sleazy, manipulative and cut throat.  Doesn’t sound like fun does it?   The truth is selling can be fun but you need to make sure you are selling from a genuine place of wanting to serve your customers versus from a place that is self-serving.  Here are 7 tips on how to sell from your heart and not from your head.

Tip 1:
Remember why you went into business and the original passion you felt when you came up with the idea.  There was an underserved need in your market that you felt passionately about serving.  Keep this close to your heart and in your mind.

Tip 2:
Be clear on who your ideal buyer is.  The type of individual you want to attract into your business that you know you can help and you really want to work with. These are the people you resonate with and can easily connect to.

 Tip 3:
Take time to build a relationship with your customers and prospects.  People think with logic but act with emotion so if you allow the relationship to grow and make an emotional connection, the sales will eventually come.

 Tip 4:
Ask lots of questions and give your prospect an opportunity to speak.   In order to find out specifically how you can serve and what your customers needs are, you need to ask questions to really uncover an area where you can offer assistance and make sure you listen, listen, listen.

 Tip 5:
Come from a true place of serving your ideal market and look for solutions that you offer that help your ideal client and get them quicker to their goals.  Be genuine and be authentic and rather than look for how you can close a sale, really focus on them and how you can make them better.

 Tip 6:
Lead with your gifts.  Offer your expertise and your knowledge willingly and for free.  This will attract people who are interested in learning more information about you and provide you with an opportunity to demonstrate your skills.

Tip 7:
Don’t push the close.  If you make an offer of your services to a potential customer, do not chase them for a decision.  If they want to work with you they will let you know and remember to continue to treat them in the same manner if they hire you or not.

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The Secret Weapon in Goal Achievement: The Why!

Did you ever wonder why so many fail at reaching their goals?  The answer is simple, they couldn’t tap in to the question-mark3amost powerful weapon they have in their arsenal: The Why.  When beginning your journey towards making change in your life and setting goals, you must not only have a clear direction and plan you must have a burning desire to make change happen.  In order to accomplish this you must be able to tap into the core of your burning desire and know why you want to make change. 

Although it seems a simple task, the truth is most never reach down into their core to fully appreciate why they want to make change.  For it to be truly effective, you must continue to ask yourself why you want to make a change in your life until you cannot answer the question anymore.  You must be able to tap into what is most important to you to the furthest point possible without exception; it is only at this point, that you will have a burning desire to achieve all that you want in life. 

The why will be what motivates you along your journey and will keep you focused along the way.  It will be the strength you will need to overcome obstacles and the courage to overcome fear.  It will be your reminder when you are faced with choices and the reward at the end of your journey. 

These deep reasons that you want to implement change must also be personal and yield benefits to you personally.  You must want to change to achieve something for yourself, not for others.  For example, if you are looking to lose weight because you feel your partner would love you more or if you want to learn a new skill because it will make your boss happy are examples of not really reaching your core and making the desire personal enough to have true meaning to you.  You must dig deep and find the real reasons you want change in your life and how it will impact you.  Goal setting must follow the three P method to have true meaning:  Must be Personal, Must be Positive and Must be in Present Tense.    If you goals are not personal enough to propel you further, you will not be motivated to take the steps necessary to reach your goals.

The Why is a powerful goal achievement tool that isn’t used by many, only the super successful.  When used properly, success is guaranteed to come.  It is the single source of power that will drive your performance the entire way along your journey and therefore the secret weapon of goal achievement.

©Kellie D’Andrea & Associates

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You can, just include this complete blurb with it: Kellie D’Andrea is the creator of the 94daychallenge.com goal achievement program providing individuals with tools, resources and a personalized coach to motivate, educate and lead the way to victory.  Interested in learning more attend a FREE webinar on Why Most Goals Fail and How Not to.  Learn more here 94 Day Challenge Preview Call.

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Are you truly 100% Responsible for Your Life?

100percentSuccessful people know that how they respond to things and the choices they make can mean the difference between reaching their desired result and failure. They know how to respond to the events in their life and make choices that propel them closer to their goal. How many times has opportunity come knocking on your door, only to be turned away because of a negative emotion: fear, doubt and anger? How many times have you made the wrong choice only to blame or find fault in another?

“Our limitations and success will be based, most often, on your own expectations for ourselves. What the mind dwells upon, the body acts upon” Denis Waitley

Over the course of our lives, we have made several thousand decisions and choices. These choices are why we are where we are in life. For every experience, event and crossroad, we were faced with the challenge of responding to create a specific outcome. Now imagine if you could control your outcome? Create the ending that you want? That is what outcome thinking is about. Complete focus on your target in a way that you are thinking about it as though you already achieved it. – Creating a mental picture.

 If you are a Harry Potter fan, you remember that in the first movie Harry came upon a magic mirror. The Mirror of Erised, which, according to Albus Dumbledore, shows the “deepest and most desperate desire of our hearts”. The happiest person in the whole world would look in the mirror and see a reflection of exactly the way he or she is. Harry Potter say himself surrounded by his dead parents and Ron Weasley, overshadowed by his brothers and striving to be noticed by others, saw himself as Quidditch captain and Head Boy.

If you truly want to change your life, now is the time to rewrite your story and see yourself in the future as you want to be seen. Focus on that and create that to be your outcome. What is it you wish to accomplish in your life? What values do you stand for? What are your goals for the next 94 Days? Once these are known, it is possible to determine what actions would move us closer to our goals and what actions would move us further away from our goals. Than it is left to one thing: Your choice.

You are 100% responsible for your life and you are where you are suppose to be because you took the actions to bring you to your current circumstance. Only you have the power to make real change and only you have the choice. You just simply need to take action and make it.

©Kellie D’Andrea & Associates

Want to use this article in your newsletter or web site? You can, just include this complete blurb with it: Kellie D’Andrea is the creator of the 94daychallenge.com goal achievement program providing individuals with tools, resources and a personalized coach to motivate, educate and lead the way to victory. Interested in learning more attend a FREE webinar on Why Most Goals Fail and How Not to. Learn more here 94 Day Challenge Preview Call

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7 Things Successful People Do

All successful people are successful because they remain focused on reaching their goals and doGroup the certain things each and every day to reach their destinations.  They each may have different backgrounds, educational levels and financial resources but each of them commit to these seven things every day to stay true to their goals.

1.       They Plan

Successful people write down their goals, make plans and plan to achieve them every day.  They focus on a daily habit of goal setting and focus on nothing by their goals until they reach them. Unsuccessful people talk about who is to blame, what they don’t have and blah, blah, blah.

2.       Stay True to Their Values

Successful people know who they are and stay true to their values.  They select goals that align with themselves and understand that their values impact their beliefs and their beliefs impact their expectations and their expectations impact their attitude and their attitude impacts their actions.

3.       Overcome Obstacles & Roadblocks

Successful people understand who they are, their values and what they are trying to achieve.  They know there will be obstacles to overcome and remain flexible and strive to overcome every challenge thrown at them.

4.      Commit to Excellence

Successful people decided to be great and decide what a life of excellence is to them and live each day in pursuit of that excellence.  They live a life of integrity and value and follow a systematic approach to achieving their goals. 

5.      Associate with the Right People

Successful people associate with people who are likeminded, focused and supportive.  They know the people who create energy when they enter the room vs. those that create energy when they leave.  They keep their network complete with people who right for their goals.

6.      Manage their Time

Successful people manage the use of their time.  They dedicate specific time to work on achieving their goals and the guard themselves against time pirates.  Rather than live a life of constant disruption, they apply time management, prioritization and appreciation of their most precious asset – time.

7.      They Take Action

Successful people are successful because they took action.  You can know what it is you want and create a plan to get you what you want but if you do not take action, your knowledge and plan are irrelevant.   It is not what you know it is what you do with what you know. 

 

©Kellie D’Andrea & Associates

Want to use this article in your newsletter or web site?

You can, just include this complete blurb with it: Kellie D’Andrea is the creator of the 94daychallenge.com goal achievement program providing individuals with tools, resources and a personalized coach to motivate, educate and lead the way to victory.  Interested in learning more attend a FREE webinar on Why Most Goals Fail and How Not to.  Learn more here 94 Day Challenge Preview Call.

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Secrets to a Fulfilling Life

A fulfilling life is one of meaning, purpose and balance and the one thing that everybodyzen pathway strives for each and every day. It is living your life and enjoying every moment to the best of your ability and finding the happiness that is all around you. It is not only about materialistic things either. Those things can give the impression of a happy life but often you will find, that with no one to share it with and experiences to remember, all the money, cars and homes will not bring do we want it, it is how do we achieve it?

The secrets are as follows:

Secret #1 – An Optimistic Outlook

Optimism is a wonderful ingredient to a fulfilled life. Take a look at the good in each thing you see, hear and experience and you will immediately be given rewards in return. This isn’t always easy, but if you practice each and every day starting with the little things, it will eventually become a part of your life and remember to start with being grateful for what you already have.

Secret #2 – A Goal and Purpose in Life

Have a purpose in life and working towards that purpose is the secret to a happy life.  We as human beings are programmed to set goals and using that skill to define our life purpose will put you on the road to a fulfilled life.  If you examined some of the most successful people in the world, they would tell you that they know what they want, they know the price to pay for it and they make a habit at setting goals daily.  Without goals you float thru life but with goals, you soar  thru the air like an arrow with focus, power and heading  straight towards your target.

Secret #3 – Take Charge of Your Life

You cannot change the past so take charge of your life and change your future.  You have the power to master your own fate and orientate your life towards as positive and purposeful future.  You just have to decide to do so.  Stop blaming other for your problems and work towards freeing yourself of negative emotions:  fear, self pity, shame and anger.  The more responsibility you take for yourself and your actions, the more in charge of your life you will be.

Secret #4 – Live each day as it was your last

We operate 96% of our lives on autopilot.  Doing the same actions we have done each day before.  The secret to a fulfilled  life is breaking out of those habits and finding opportunities to experience life everyday.   When you expand your universe and  venture out to other places, you open up the possibility for new experiences and new adventures.  You cannot create new experiences sitting around waiting for something to happen.  You need to change your  environment in order to change your results.  If you continue to do the same thing, each day in the same manner, you will always get the same results.  Remove the routine of your life and try something new.

Secret #5 – Experiences in the 9 critical areas

The old Chinese masters identified 9 areas in your life that need to be tended to and nurtured in order to live a healthy, happy and prosperous life, they are as follows:

  • Spirituality, Helpful People and Travel
  • Children, Creativity and Entertainment
  • Wisdom, Self Knowledge and Calm
  • Center of Good Fortune and Gratitude
  • Marriage, Relationships and Partnerships
  • Wealth, Prosperity and Self Worth
  • Fame, Reputation and Social Life
  • Health, Family and Community
  • Career, Life Mission and Individuality
  • Those that are fulfilled have addressed their needs in all of these areas.  There is no defined formula or one size fits all approach to finding balance, those that are fulfilled have more positive experiences in many areas of their life rather than just focus on only one.

    Secret # 6 – Good Health

    Your body is your temple and to live a fulfilled, you must experience good health so be sure to take care of yourself with proper diet, exercise and personal development.   Taken care of yourself will energize you to take the necessary actions to reach all of your goals.  You want to make sure you are feeding your body and feeding your mind each and every day to remain sharp, focused and motivated.

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    Ready, Shoot… AIM: Why Most Goals Fail

    Goal setting is a powerful practice used by many businesses and individuals year after year as they begin their planning process for the upcoming period. It usually involves an evaluation of strengths and weaknesses and the development of a plan for improvement and a kick off filled with motivation and high spirits. So why is it that most goals fail? Why do most people aim for their target after it is too late and never achieve them?setgoals

    Many times you will hear that most goals fail is because of a failure to plan or to write down the goals, the truth is that there are many reasons goals fail and writing them down isn’t going to guarantee success but if you can learn from the reasons for failure below and apply action, goal setting can be a powerful tool to achieve success.

    I.    Not Specific Enough- The number one reason most goals fail is because they lack to specific. For a goal to truly have meaning and create a desire to act so you can achieve them, they have to have enough detail and be specific so you know what specifically you are trying to achieve. Too many people choose goals that are too generic, lack definition and have no timeframe attached to it. For a goal to be specific, it needs to be created in the present tense and include a time frame. For example, rather than say my goal is to lose weight, you would state, I am going to lose 10 lbs in 4 weeks. Companies often take a general approach to setting their targets and often fail to be specific enough to reach all of their goals. When you begin your planning process, be as specific as you can and give yourself deadlines to hold yourself accountable.

    II.    Too Many Goals, No Focus
    – Another mistake individuals make is that they set too many goals and then are unable to focus resulting in failure in all goals. Too many goals will create a competition for resources and demoralize you before you can even get started simply because you will not be able to apply focus and priority. Create goals that are attainable you and watch yourself flourish. People like to win and be defining a specific focus and not overwhelming yourself with multiple goals, you will be  motivated, focused and goal – oriented and will achieve your goals each and every time.

    III.    Not Planning- All too often, people fail to plan and as a result, will not reach thier goals.  These same people develop targets and non specific plans that fail to connect or resonate with them as  individuals. These goals often fail because it doesn’t address a real reason for wanting to reach a goal and doesn’t build the roadmap to goal achievement.

    IV.    Too much focus on the plan, not the execution (action) -A good plan will provide you with what success looks like at the end of the journey. It will connect all the pieces and provide the steps that you need to take to reach the ultimate goal. But too often, the focus turns to the creation of the plan and not the actions necessary to achieve the plan. Some individuals go thru months and months of planning and end up creating spectacular plans with high focused goals and meaningful targets but they fail to build the action plan or the road map to get them there. A plan without action is simply a wish. With every plan, there must be a step by step action plan with deliverable dates, resource assignment and milestones for measurement.

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    Choices, Obstacles & Actions

    Driving into my office this morning I had to take a new route that was unfamilar to me because of construction.  It was raining hard, traffic was heavy and the construction made it difficult to guage traffic patterns.  I was stuck in the left hand lane and came up to the place where I had to make a right hand turn to get to where I needed to go.  I was focused on getting over to the right side, but the other drivers, the weather and heavy traffic patterns were not going to let that happen.  My first reaction was to wait with my blinkers until somebody let me in (which they absolutely could have but chose not to), but the cars behind me would not have liked that so I had to think quick and choose another course of action – so I went straight. 

    I was nervous, knowing that I had a meeting and I don’t believe in being late and was in an unfamiliar part of the city but I took a leap of faithand continued straight.  This action actually got me thinking about business and how entrepreneurs react to obstacles in Bitheir way… What choices do they have when the obvious isn’t available?  What happens to you when you cannot make that right hand turn?600px-No_Right_Turn_sign_svg

    There are many things that can go wrong in business and we must find creative solutions to overcome the obstacles in our way and take action to support our choices.  If the obvious path isn’t available, how else can you get to where you are going?  I made a choice and went straight.  This not only brought me out of the construction and out of the traffic, It was a shortcut to my destination and provided me a pathway in front of all those other cars that wouldn’t let me slide into the right lane.  I even think in the rain I saw a rainbow!

    Make the choice to take the risk and overcome everything that stands in your way.  You will eventually end up in the direction you need to go and find your own rainbow along the way!

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    Welcome to The 94 Day Challenge

    Welcome to the 94DayChallenge Blog!  

    I am so excited to be on this journey with you.  Welcome, Welcome, Welcome to the 94 Day Challenge!  Each of you have been accepted into this wonderful program because you TOOK ACTION!.   This is a program about making a difference in your life – more freedom, more wealthy, more security, more time, more energy and the list goes on.  Every difference begins with a single step and your determination, persistence and behaviors have demonstrated to me that you are not procrastinators but men and women of ACTION.

     Every successful person in the world has become so because they took the necessary steps to reach what they wanted.  They had daily discipline and rigor to take back their lives and get to where they want to go, no matter what!

    This program isn’t for whiners, complainers and procrastinators….oh no!  It is for the truly committed and I welcome each of you to reach out to each other and share your goals for these people are part of our community and part of the entire process.  Embrace them!

     You truly stand apart from the crowd and I am so proud to be on this journey with you and cannot wait to watch each of you reach victory. 

    Remember “A day of action leads to lifetime of results”

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