You Have Plenty of Options, Right?
There are several programs out there that can help you sell more books, and most of them are actually pretty good. They give you a track to run on, templates, phone scripts, schedules; essentially an entire blueprint for how you can sell hundreds of books.
Now here is the crazy thing…
Even if you bought one of those programs, I’ll bet you won’t use it very long.
You know this to be true.
Why Won’t You Feed The Goose?
Years ago when I was managing financial advisors, we had a great “track to run on”. We had a very good system that helped brand new advisors start from absolutely nothing and move all the way up to being top producers.
- We had all the formulas in place
- We had all the meeting notes in place
- We had all the scripts in place
- We practiced role playing and rehearsing
Honest to goodness, this was a turnkey system that anybody could use to go out and make as much money as any person could ever want to make.
The thing that was the craziest part for me as a manager was to know that this system worked – I had used it myself to win two sales awards before getting promoted to management – but we could hardly get people to use it.
Literally, it’s like having a goose that lays the golden eggs, but never feeding the goose. It ends up starving to death.
So the question remains “Why won’t people just use a system that has been proven to work?”
I think I know why this happens, and I want to share it with you.
[shareable]Why won’t people just use a system that has been proven to work?[/shareable]
A Wide-spread Problem
I never once set out to be a financial advisor. At a time in my life when I was searching for an open door, Life only had this one door open to me, so I walked through it.
I am an engineer by training, and I’ll always be in an engineer at heart. I love taking things apart and understanding how they work.
When I found myself in this financial services firm surrounded by hundreds of financial advisors who all have access to the exact system, but most were too afraid, confused, or overwhelmed to use it.
As an engineer, this fascinated me to no end.
I realized that this was a huge problem that was not only in my sales territory, but across the country, and certainly within many more industries than just financial advice. You see the same hesitation from new entrepreneurs, authors, coaches, network marketers…
You see this practically everywhere there are very well known formulas that work if you just simply use them.
Sales managers and educators have wondered the same questions for decades. Isn’t it about time we get to the bottom of that?
The answer: you simply don’t have the right foundation.
[shareable]After trying and failing so many times, I realized I needed a totally different approach.[/shareable]
The Forgotten Foundation
After interviewing entrepreneurs from all walks of life I started find several key themes.
And as a manager, or as an entrepreneur, if you don’t understand these key themes you’re really going to bang your head against the wall.
Heck, I am not impervious to this. I have the same problem myself.
I have looked at myself after having just spent over $2000 on a training program – a proven system – and then thinking that there was no way this was going to work.
In the face of having all the answers right in front of me, I had to ask myself:
- Why am I hesitating?
- Have I just been sold a bill of goods?
- Am I a sucker?
- What have I gotten myself into?
- Didn’t I already try something like this that didn’t work?
I can’t tell you the number of times that I talked myself out of something that was working just fine for other people — like I had made a hobby of snatching defeat from the jaws of victory.
After trying and failing so many times, I realized I needed a totally different approach to my life as an entrepreneur.
[shareable]An entrepreneurial life calls us towards risk, and it calls far more often than most realize.[/shareable]
The Inner Toolbox
Do you run away of a burning building or towards it? Most of us run the other way. We flee to safety, especially if we have come from corporate backgrounds. An entrepreneurial life calls us towards risk, and it calls far more often than most realize.
What we need is a set of thought exercises that will allow us to run toward the very thing that looks scary.
- Asking another bookstore owner if we can hold a book signing event despite being rejected by two other store owners.
- Asking strangers for a book review even when friends and family haven’t given us any.
- Continuing to share your message when it feels like no one is listening.
I call this The Inner Toolbox.
We need a tool that fundamentally rewires our brains so that we realize where we are.
- Ruminating on a deal that went south? You are losing precious time.
- Since you didn’t sell many copies at the chamber business expo, you’ve written off all marketing as a waste of time? Congrats, you just fell victim to black-and-white thinking.
Again, what we need is a tool that will enable us to stop playing in traffic so we can clearly see where we are.
I call this The Accelerator
Questions That Quell
When staring at the face of some percieved setback, I need to know how to interpret it. How can I have failed at this yet again? Should I call it quits? My brain was racing toward a cliff.
I needed a better set of questions. I needed questions that would talk me off the ledge instead of closer to it.
I call this Questions that Quell
Once I had developed a set of more productive questions that worked for me, things started to turn around considerably.
[shareable]I needed a better set of questions.[/shareable]
Together these three blocks join to form a solid foundation for any entrepreneur.
- Public Speaker
- Financial Advisor
- Real Estate Agent
- Dog Groomer
- Software startup
When knitted together and used properly, they can make you unstoppable.
Your company’s sales program, or the new training program that you just purchased, go on top of the Forgotten Foundation.
Together they form a powerful team that…
- Not only tell you what to do next
- But also give you confidence that you will be able to handle the outcome no matter what.
Where Do You Get The Forgotten Foundation?
The single best place to start is by going to MakeoverForYourMind.com to check out the series of FREE training videos that I have put together.
- Allowing fear and anxiety to weigh you down
- Second-guessing yourself
- Living from your full potential
- Seeing opportunities where none existed previously
- Feeling more confidence than you’ve ever known.