Ставай рано в 5АМ. Бъди дисциплиниран! Бъди фокусиран!
Until my one thing is done everything else is a distraction.
Enjoy the journey. Take pride in your little accomplishments!
Primary rely on yourself! And `I will learn the necessary skills! I've got to be the final backstop! I can fil lthe gap. I can do the job
Attitude is everything - so pick a good one.
Habits rule the unreflecting heard
If you want to have success in life – you must have laser focus!
Stay low. Stay humble.
Beware of this illness called more.
What you think about is what expands
Много хора са фалирали, опитвайки се да изглеждат големи в очите на другите.
You become what you think about - whether you want it or not…
Аз съм дисциплиниран! Лягам рано до 10 pm, ставам в 5 am и следвам графика си. Работя по фиксирано работно време, за да постигаме резултати!
I am vitally interested in the success of our customers.
Your career depends on what you do with what you know, not only with what you know.
A champion does not tell people if he can ask them. If I say it - they doubt it. If they say it - it's true.
A professional makes the decisions because he is the professional.
A Champion does not answer an objection. He asks questions and the prospect answers the objection himself. Qualification of the client is important. Is the client the decision maker?
Ask them question with two options. Each of these options should confirm they're going ahead. Don't ask them a question that they can simply answer with NO.
Answer a question with a question to keep control and go ahead.
People buy emotionally. Then they defend the sale logically.
What triggers the sale? Emotions. Emotions can trigger a sale. Emotions can also destroy a sale.
Sales person must eliminate fear.
Don't mention the down payment. Call it the initial investment.
Don't say the cost/price - call it the monthly investment.
Don't call it contract. Call it agreement/paper work.
Don't say sign. Say confirm or endorse.
Don't say deal.
Don't say deal/offer. Say opportunity. We have an opportunity for you, folks!
Involve the senses of the prospect!
Do what you fear most and you control the fear!
I never see a failure as failure, but only as learning experience.
Don't hide at home. Be careful about your danger zone.
Increase your percentage of closing sales.
Сещате ли се за някой Ваш познат, на когото можем да помогнем?
Ask it at the completion of the sale.
Are you lazy?
Call back immediately.
Keep your promises.
Handle problems immediately.
Keep in touch periodically.
Champion follows up and gives a good service.
Pick on the 3rd call. Answer with excitement and enthusiasm. Answer with a smile.
Put them on hold. No longer than 17 seconds on hold. Thank them for waiting. My name is… Ask them what their name is. Ask a question with a question.
Make detailed appointment. A champion re-confirms everything.
Ask person’s name. Present yourself and the company you represent.
Always be curtious, you’re presenting the company after all.
If it is good for the buyer and it is good for the seller, you must sell it.
Write the people names and the name of the one who makes the decision.
Smile. Look in person’s eyes. The main goal is for person to like you and trust you.
Say thank you often to a client.
How to qualify?
What do they have now?
What do they like about it.
What would you like to improve?
Who other than yourself will make the final decision?
Mr. Johnson, most companies interested in acquiring [product] are prepared to invest 220 000 dollars. We have the fortunate few that can invest between 250-300 000 dollars. Then we have those on fixed budget.
Which one of these firms are you?
Champions use visual aids.
Ask people permission to do stuff and involve them in helping you.
If there is an interruptions – make a review of what you discussed and highlight the points that you agreed on.
Objections are the step to the sale. Every step is objection. Step on the objections and become a champion! You have to LOVE objections.
Objection = is… your client begging you to tell more. Minor objections are defend mechanism.
If there is not condition and they don't buy - it's your fault!
We help people benefit and grow!
A champion believes in two don’t's and one DO! Do not EVER ARGUE! Don't fight their emotion. If you make them wrong - you are fighting their emotions.
Do lead them to answer their own objections.
Ask an involvement question to their objection. Hear him out. Let him hear the entire objection.
Accept the client objection.
Question the objection. He has to tell you the objection. He has to tell you more. Answer it.
I TRULY DO CARE ABOUT MY CLIENTS!
A champion is closing at all times.
You have to be ready of closing at any time, any place.
Test closes are questions when answered show high interest.
You must close with empathy.
You close when they're ready,everywhere!
You have to see the product or service from your client's eyes.
Make yourself do what you fear most - and you control the fear!
Ask for an authority review.
After every sale record everything - looking up for a similar situation.
Reduction to the ridiculous.
Never go for additional sales unless you have completely finished the original sale.
All good companies are as good as their sales people are!
Getting late is a mental habit.
Invite successful people to lunch.
I must do the most productive thing at every given moment!
A goal must be better than your best bit believable. Slice big goal into few small and concrete goals.
You can get everything you want if you help just enough people have what they want.
Selling is a transfer of feelings.
Get on a regular schedule every single day!
Listen carefully to what prospect says.
We don't buy what the product is. We buy what the product does for us.
What people want from the product to do for them? Begin with need analysis.
Mr Prospect, do you see how this product saves you money? Are you interested in saving money? If you are interested,when do you think what would be the best time to start?
Петър, мога ли да Ви задам въпрос? Петър, отлагането на проекта приближава ли Ви, или Ви отдалечава от целта Ви да (целта му)?
Have your prospect's best interest in your mind.
Keep it simple, salesman.
Summary Close - Summarise the most important things to the client.
Go from customer service to customer satisfaction.
Do you know the value of measuring everything?
Брой запитвания за седмицата.
Брой запитвания за месеца.
Брой потвърдени запитвания за седмицата.
Брой потвърдени запитвания за месеца.
Процент запитвания за седмицата/месеца.
Delegate non-sales activities.
Get your attitude right.
The Alarm clock is an opportunity clock!
If you are into something, get into it. Get all in.
You don’t wanna take me to dinner?
You are losing the money for not having the machine.
You + God = Enough.
You do not persuade by telling. You persuade by asking.
Try to increase the scalability of trust. Be known as the number one organisation on your field that builds trust. Build relationship on trust.
What is the cost of doing nothing? Don't sell people what they need. Sale people what they want.
Increase the value of what you are offering.
Аз съм последователен и никога не се отказвам по средата на пътя.
You earn an income in direct proportion to your skills!
Champions do what they fear MOST!
Парите са време, но и времето е пари!
The weak compete. The strong DOMINATE!
Първият тест на дисциплината започва с будилника. Будилникът задава тон на деня.
Maintain discipline at every level! Be an exceptional. Discipline is paramount to your WIN! Discipline allows us to be creative. Discipline is the pathway to freedom.
A leader does not seek recognition himself – he is confident enough to let others outshine him.
A leader must control his or her emotions but should not act robotic. People don’t follow robots. Leader must never be reckless. A leader must be strong and have physical and mental power. Leader must admit mistakes and failures. A leader must know their people – no one member of the team must not forget who is in charge!
No single employee is more important than the mission.
Make it simple. Complexity brings chaos.
Focus on the highest priority task! Then on the next highest priority and so on.
Prioritise those areas where standards can’t be denied.
Money is only an idea!
Be in control. Spend less than you earn.
The system will not look after you. It’s not designed to do that. They are just worried about their own positions.
Получаваме каквото даваме Давай усмивки, получи усмивки
If you are negative – you will attract negative energy.
If you are positive – you will attract positive energy.
Не бягай от една слабост към друга. Нека твоята слабост стане твоя сила. Работи върху своите слабости!
Discipline equals freedom.
Don’t be seen as a leader which has been hold as a hostage of your stuff. The sooner you cut them off, the less damage they will do.
Every day Great designers – design, Great programmers – program, Great writers – Write! Great Marketers – Market!
Teams must be broken into teams of 4-6 people with a SINGLE powerful leader.
What to do and WHY are they doing it?
Do not let people operate on their OWN program - that products chaos.
People must know what are they expected to do!
The effectiveness of decentralized command - this is a key component to victory.
4-6 Teams with a LEADER.
WE CAN NOT RETREAT. WE MUST WIN!!!
Relax. Look around. Make a call.
Prioritize and execute.
Be as specific and clear as possible. Evaluate the highest priority problem.
Working too many tasks at once – it never works. Don’t try to do too many things at once – you won’t be successful. Don’t spread yourself too thin.
Simplify as much as possible - it's crucial for success!
If there are not consequences – the bad behavior becomes the default one. Leaders must enforce standards!
Good leader must be never satisfied. There are not bad teams – only bad leaders! Preach the principles of extreme ownership! Good Leaders don’t make excuses – they find a way to do it, and they do it!
If you’re not winning, you are not making the right decisions.
Are you using the 10 000 dollars time management system or 100 000 dollars time management system, or 1 000 000 dollars time management system?
Time block your ONE thing!
Extraordinary results require you to go small.
Focusing is about saying no. The more things you do the less successful you are.
Personal management of energy is a silent thief of productivity.
Surround yourself only with people who lift you higher.
The Sun rays do not burn until brought to a focus!
What is your ONE priority? You can have only ONE priority, one PRIOR thing, not priorities!
Be a maker in the morning and a manager in the afternoon.
Focus yourself EVERY SINGLE DAY. DO NOT BREAK THE CHAIN!!!
If you try to do everything, you will get nothing done. If you try to do ONE thing, the right ONE thing, you can get everything you ever wanted. The ONE thing is real. If you put it to work, it will work.
Spend your time with high achievers!
The life does not simplify itself.
Until my ONE thing is done, everything else is a distraction.
The art of being wise is the art of knowing what to overlook.
When you are saying YES to something, you are saying NO to everything else.
You can’t do both – it’s ONE or the OTHER!
You will be known for your ONE thing.
Your environment must support your goals.
If disproportional results come from ONE activity, you MUST give this activity disproportional TIME.
People decide their habits.
And their habits decide their future.
Great businesses are built one productive worker at a time.
Choose what matters most and focus on it over and over again.
Define the Vital few from the trivial many.
Put your all eggs into ONE basket!
To do two things at once is to do neither.
Multitasking is a lie. You can’t do two things at once.
We need to direct and manage our life.
Success is doing the right thing – not doing everything right.
You are allowed to pick ONE thing and ONE only!
Magic happens at the extremes, not at the middle.
Until my one thing is done, everything else is a distraction.
What is the ONE thing that by doing it everything else would be easy or unnecessary?
Big success comes whenever we do few things BIG. Do fewer things with BIG effect.
Be an essentialist leader.
Be ridiculously selective when hiring people.
Clarity equals success.
Don’t force something that isn’t a right fit. Stop investing into the non-essential.
Essentialist means making things better makes life better. Non-essentialist thinks the opposite.
Decision means to cut. Every cut produces joy.
Boundaries protect our time.
Essentialist makes execution almost effortless.
Essentialist produces more by removing more. Non Essentialist does more but produces less.
Fewer things done better.
Go Small on ONE thing to receive extraordinary effect.
Less but better!
Live a simple lifestyle.
Losing means you lost focus.
Many things can be important. But only one thing is the most important.
One Passion. One Skill. You must be single minded.
One Product or One Service that brings the most results.
Routine of an intelligent man is a sign of ambition.
Simplicity is extremely important for happiness.
Stick to one thing until you get there.
Stop making casual commitments.
To attain knowledge – add things every day. To attain wisdom – substract things daily.
We can’t concentrate at two things at a time. We can’t multi-focus.
What is your number one priority.
Who is the slowest hiker? Remove it from your group!
Focus on the trade off.
We need to say “No” quickly and “Yes” slowly.
The problem is YOU THINK YOU HAVE TIME… STOP WASTING YOUR LIFE!
Are you addicted to technology?
I don’t work for money. Money work for me.
Богатите купуват активи, а бедните – пасиви. Пример за активи – бизнеси, които не изискват Вашето присъствие.
Акции също. Real Estate.
И всичко останало, което генерира пасивно стойност.
People are effective because they say no…
The main thing is to keep the main thing the main thing!
Get a good night sleep. Sleep is for high performers. Sleep is a priority. One more hour of sleep equals several more hours of much better productivity. If you sleep less, you will achieve less.
Mastery needs focused and deliberate effort.
Essentialist chooses only the top 10% opportunities!
Will this person be an absolutely natural fit?
Is there ONE thing that you are passionate about and you can be best at, you should be doing just that ONE thing.
Pursuing 5 different majors, each of them equally good, do not equal a degree. 5 different jobs into 5 different industries do not add up into a forward moving career.
ЯСНОТАТА Е СИЛА!
Essentialist knows play is essential!
Focus is something we do. We need to have quite time so we can process and reflect. Control your schedule.
Treat the money of your client as your own
Когато влагаш любов и труд, това няма как да не остане възнаградено!
Which problem do I want to solve? What can I give up so I can go BIG on something?
You can do anything but not everything.
What problem do I want to solve? Choose ONE thing and BET heavily on it.
Sometimes what you don’t do is just as important as what you do! Let go 7’s and 8’s and go only for the 10’s!
Saying NO to ONE thing enables you to say YES to something else!
Заучена безпомощност… неспособност да взимаме добри решения в своя полза!
Less but better!
Less is more.
Вместо да напредваш в 100 посоки по 1 милиметър, избери една посока и напредвай с гигантски крачки в нея.
Принципът на Есенциализма – “The disciplined pursuit of less but better!”
С екип постигаш повече. Без екип мост таймс люн!
В маркетинга грешки няма – има обратна връзка!
Системата е нещо, което трайно те доближава до твоите цели.
Създавай [работещи] системи, които [изпълняват] целите. Добрите системи постигат целите!
Когато всичко ни тръгне наопаки, каква радост е само да поставим душата си на изпитание, за да проверим дали притежава издръжливост и стойност! Като че ли някакъв враг, невидим, всемогъщ - едни го наричат бог, а други дявол, - връхлита връз нас, за да ни повали, но ние стоим прави. И така всеки път, когато вътрешно сме победители, макар и външно да сме напълно сразени, истинският мъж изпитва неизразима гордост и радост. Външната беда се превръща в най - висше, най - сурово щастие."
Price the Client. Not the job.
Work so hard that people think aliens did it.
Be an oasis in the desert.
Ние сме това, което правим редовно. Изключителността е навик!
Strive for Mastery! Nothing than the fucking Best!
You have to bring your A game EVERY SINGLE DAY! Whatever you can do -someone can do it BETTER!
There's nothing unique about anyone!
What's unique is their passion , their ability to execute, to meet targets and exceed them! Whenever you lose this ability in capitalism – you’re gone!
Simple product. Simple message.
Get your work ethic RIGHT!
Парите са време, но и времето е пари!
Старай се да бъдеш exceptional good в това, което правиш. В този случай професията няма значение. Читави работещи хора се срещат много рядко и борбата за тях е голяма.
СТАВАЙ РАНО! ПРЕОДОЛЕЙ БОЛКАТА!
Правете трудните неща! Вярвайте, че можете!
Pick ONE guy and listen to him!
Stuff gets better if we work on it and stay focused!
Остани ФОКУСИРАН! Whenever focus goes, energy flows!
В спорта, както и в бизнеса, дисциплината е много важна!
Никога, никога, никога не се предавай!
You will either get what you want or you will be used by others to get what they want!
Quality social connections make us happier and healthier. Good relationships protect our brains.
Не се сбъдват само забравените мечти. Мечтайте, докато сте живи!
Моите мечти са свързани с това да преодолея моите страхове.
Какви са ви целите тази година, този месец, тази седмица, този ден. Грант Кардон си пише целите сутрин и вечер.
Sometimes WIN, Sometimes LEARN!
Влагам ли си цялата енергия и сърце в това, което правя? Това е най-важното! Лошо е да бъдеш посредствен – ни риба, ни рак…
Nothing gets easier, you just get better. At one point you're not starting from scratch anymore, you’re starting with experience.
Водата дълбае камъка не със сила, а с постоянство.
Вярвай и ще постигнеш ВСИЧКО! ВЯРВАЙ И РАБОТИ УПОРИТО, И ФОКУСИРАНО, И ВСИЧКО ЩЕ БЪДЕ НАРЕД!
Маркетингът е процесът по набиране и задържане на клиенти.
- Follow-up – нещо, което се прави, след като нещо е било измислено. Един мой шеф казваше: “Ако правиш follow-up, значи си герой!”
- Какъв процент от вашия маркетингов бюджет е предвиден за задържане на клиенти?
- Планирай приоритета си за седмицата!
- Мога да ви предложа проста формула за успех – първо всичко да се обмисли открай до край. След това да се изпълни открай докрай.
- В какво сте по-добри от конкурентите си, и в какво сте по-зле?
- При срещите с конкурентите – най-важното е да не разкривате всичките си карти.
- Ако вашият конкурент изпадне в откровение, може да разкаже много интересни неща.
- Вашият документ е написан с дребен и нечетлив шрифт. Той е в Word, не е форматиран, няма и следа от дизайн, а има и пропуснати запетаи.
- Договорът на конкурента ви е с едър и удобен за четене шрифт, прекрасен дизайн, направен без нито една грешка.
- Вашият конкурент: Звън звън. Телефонен секретар! “Добър вечер! За съжаление шефът изгони всички ни от офиса и не можем да отговорим на вашето обаждане. Утре обаче в 8:30 ч. ще бъдем тук Ако ви е спешно, моля запишете номера на мобилния на нашия дежурен мениджър.”
- Направете така, че да се възхищават на вашата работа. “Когато сравняват, избират нас!”
- Пишете, както говорите. Много хора не разбират, че начинът, по който пишем и по който говорим – са напълно различни.
- Attention, Interest, Desire, Action (AIDA).
- Когато клиентите се смеят, те по-лесно се разделят с парите си. А когато те плачат – значи ги биете… :D
Нашата философия – работим върху бранда Ви като върху наш собствен.