We had my wife’s sister and her partner over for dinner last night.
My daughter Caitlin and I cooked up the old reliable – spag boll… It was a hit..
As the night went on (besides me and her boyfriend playing guitar and singing to the girls) we put on some old family DVD’s.. photos and videos of our kids and our families over the past 5 or so years..
It was a look back in time..
How the kids had grown up so fast. The holidays we had gone on together. The shopping expeditions the girls had gone on in Melbourne and Sydney.
But I woke up this morning with this thought for both you and me..
THEY WERE ALL MILESTONE MOMENTS..
Moments in time that were all magical moments that have gone.. never to come again… Milestones in our lives..
The time Caitlin and Grace and I swam out to the rock at Twilight Beach at Esperance.
The girls are now 19 and 21… they were probably 12 and 14 at that moment..
The time we all swam at North Sydney pool, just under the Harbour Bridge then went to Luna Park afterwards… magical..
And this week was full of magical, milestone moments..
Blakey Has Baby Boy… Now That’s a Milestone Moment..
Blue Rocket Partner John Blake and wife Shannon had a baby boy – Lachlan.. (see the photos on Facebook)
Went to the footy yesterday to watch our good friends Chris and Sharon Smailes son Luke kick his 100th goal for the season… The whole family were there. Grandparents, nephew, nieces, girlfriends.. the works.. A magical, milestone moment to celebrate and treasure.
There was Friday night when we took our beautiful eldest daughter Grace to the airport as she was flying off on her big trip to Europe. Seeing our two daughters hug each other and cry as they say farewell ‘I’ll miss you sis…’ to each other..
There was Tuesday morning when my water polo team had to hit freezing cold water in 2 degree outside temperature.. We all said ‘we’re going to remember this day for sure…’
And so it goes on…
Life is full of milestone moments. Moments that shape us, define us, build us..
In business, there are milestone moments every day too..
Business Milestones to Celebrate and Learn From
Moments we can both celebrate and learn from to keep increasing sales (even if the market is down…)
In one of our Sales Breakthrough workshops this week, we were drilling the WSIBFU (Why Should I Buy from YOU?) exercise. The lady doing the selling (lets call her Mary) had been in sales for years. She was a long term employee of the business. She was in the process of trial closing then closing the prospect and said in the real play-role play ‘you don’t have to make a decision today….’ to the prospect.
Her observer-coach in the exercise is a high achieving sales person in the team. She couldnt help herself and jumped in ‘MARY… DON’T SAY THAT…’
Mary said, ‘say what?” (she wasn’t even concious of what she had said)
‘Don’t say ‘you don’t have to make a decision today…’
Mary was puzzled ‘why not?’
‘Because you’ve just spent 20 minutes presenting and closing then you let them off the hook… It means you’ll have to drive all the way back to their office again to get the business…and have to go through the whole process again…’
We explained to Mary the process of Perturbation and how it relates to the process of closing.
Mary and the whole group saw the Science behind the Closing/Making a Decision to Buy process and how the subtle application of ‘heat’ is very important in the closing process.
This was a magic, milestone moment.
Super Closer Milestone to Look Forward to..
We are presently recording and packaging our ‘Super Closer Sales Science Secrets’ programme.
It’s still a few weeks away but if you want to go onto the Early Bird Pre registration list, click here and write ‘Super Closer’ in the subject line and we’ll give you the Early Bird Special offer when its ready.
Mary had never thought about Closing as a Science before. She had a milestone moment that day last week. A moment she will never forget.
What about YOUR Milestone Moments?
But what about other milestone moments in your company you should look back on and learn from or celebrate?
The time you shipped out that record amount of product?
The time you sold the biggest contract you had ever sold?
The time you broke the July sales record?
The time the new sales person shot to the top of the Sales Leader board?
The time you took the whole company to Bali because they broke the Stretch target you had set two years before? (We did this with an insurance broker client EBM – twice…The power of Stretch Targets combined with a team prize/experience. That is the subject of another blog..)
Make a list of the milestone moments in your company sales history… then learn from them.. Celebrate them..
When you celebrate them, you put those positive vibes out into the Universe..
If you believe in Karma.. If you believe in Universal Energy Flow… If you believe that ‘Thougths are Real Forces’ as Napoleon Hill wrote, then Celebration of Milestone Moments means you’ll manifest MORE MILESTONE MOMENTS..
Affirm your milestone moments… and create more of them..
Anyway.. time for me to go..
Let me know what you think..
What milestone moments have you had in your business lately?
Actually.. here is one that came in last week from a client….
Subject line –JUST A HEADS UPHi John & Leigh,I just got your newsletter in the mail today, which prompted me to contact you.I haven’t run all the figures for all my different supplies yet, but with my main supplier Goliath I have.At the sales conference at the Menzies last year, you asked us to set a goal, mine was to be up 20%.Despite all the doom and gloom in the retail world at the moment, my sales were up exactly 20%.Maybe I should have set a higher figure? Thanks for all your advice, emails and newsletters, will keep pushing for another 20% this year.All the BestAndrew AlcornNSW Sales Rep.
C FOUR INTERNATIONAL
SKATEBOARD & FOOTWEAR SPECIALIST
PO BOX 470, ROZELLE,
PHONE: 0418 491 045
That was just another magic, milestone moment..
Aren’t they great?
PS: Remember if you want to go onto the Super Closer Early Bird Pre registration list, click here and write ‘Super Closer’ in the subject line and we’ll give you the Early Bird Special offer when it’s ready.