Success Training Systems- Building Sales Part 3

In Part 2 of Building Sales I introduced you to Jill Konrath of the book SNAP.  Did you like it? What did you like about it? All of my sellers over  the years are instructed that they must make a claim to get someone’s attention. And from that Claim you get the time to interview the prospect. The results is a reputation that gets you “Referrals”. And you want referrals!

Referrals = $$$ JerryHaack.com Referrals

Why would you ever do it any other way?!?

 

The prospect has no time, and  they want to stay comfortable, even if they are not happy. You literally have seconds to make an impact. Are you an expert in your field and WORTH the prospects time? Do you have enough information about this prospect to be aligned with their values, needs and wants?

  » Read more

Success Training Systems- Building Sales Part 2

The last article I wrote was on the Sales Interview process. That is BY FAR the biggest differentiator between sellers. Do you want to stand out from the crowd and be the BEST? Then you must interview and part of the interview process involves having a “Claim” to get the clients attention.

What is your claim?

“We have a system in place that gets our clients great results and I want to share it with you!”

 It is CRUTIAL to have a claim…Why? Because TIME is of essence and the “buyer” has NONE.

There is 1 book in particular that I recommend on this art and it’s called SNAP Selling by Jill Konrath and here is an excerpt that I hope you enjoy…

SNAP® Selling

Jill Konrath Jerryhaack.com Snap Selling

Frazzled Customer Syndrome

Time is their precious commodity, and they protect it at all costs.

Frazzled customers lack time to think, research, for strategy or reflection! They look for people they can count on to support them in these core leadership concepts. Your knowledge, your expertise, your problem-solving capability, or your ability to create new options that didn’t exist before. When you focus on turning yourself into the differentiator, then suddenly everything shifts. » Read more

Success Training Systems Building Sales Part 1

Sales, sales, sales! The majority of my feedback from these internet writings have been a request for more information on sales. Ok, the next few articles will feature some of my beliefs on this subject matter.

Jerryhaack.com Increase Sales

First and foremost…know your client! How do I propose that? INTERVIEW them extensively. Get all the data you can, and then do the unthinkable read it back to them word for word.

Why do something so elementary?

1)      Proves to them you will take the time necessary

2)      Proves to them you “heard them”

3)      They will see their perspective thru another resource…YOU

That’s IT!!!  The mystical sales guru’s sure fired way to get someone to trust you.
Ask many questions: » Read more

Business Personal Coach Find your Light

From within or from behind, a light shines through us upon things and makes us aware that we are nothing, but the light is all.
-Ralph Waldo EmersonJerryhaack.com Ralph Waldo

Ralph was a cool dude.  Do you buy his idea? I believe we are light. Pure energy. Some of us burn just a little purer is all. When we are really shining people notice.  Think about all the times you felt all eyes on you. Do you want to replicate it?

Have you ever been hypnotized by another human being?  You couldn’t take your eyes off of them. What is the shine coming from?  » Read more

Business Management Coaching Changing Company Culture

Crushed multiple silos of a highly functioning national company in 10 months! Yeah, that’s right! A very bold statement for changing a culture and I was a part of it. Jerryhaack.com Silo

I’ve read and have experienced first-hand that changing an organizations’ culture takes anywhere from 3 to 7 years. Depends on the resources available, size of company, and most importantly the willingness of the Leaders courage and vision to C-h-a-n-g-e. Changing a culture has been described in hundreds of books and articles by the leading marketing resources and institutions like Harvard, Stanford, Covey, etc. » Read more

Professional Business Coach Defining Emotions

All of these books.  All of these studies.  All of these theories.  And last but not least all of these experiences are available for you, to read. Granted they are not all about “Must feel an emotion before you can change” but the theme is there. My interpretation Emotions are the gateway to transformation, or evolving yourself. The most successful advertisements present emotions or an emotional connection to get clients to change to their product.

I coach brilliant people all the time.  I am inside wildly successful businesses every day.  Emotions are present and yet it is often times treated like the elephant in the room. It’s hard to move around when you are ignoring the problem.Jerry Haack Elephant » Read more

Business Leadership Coaching Choices

Powerless or Energized? You have a choice.  When coaching a business I find many associates not realizing that they have a choice. I have not worked for one company yet that held a gun to the associates head and MADE them work. Not one!JH ENErgizer

And yet, as a leader of your company you experience it every day. People whining about the way things are…In my world you have an employee that has “Quit, and Stayed”. » Read more

Business Attitudes-Live the Moment!

You can’t find it in a book.  I know there are hundreds out there for you to pick, research, read, or buy for your collection…But you won’t find “it”. The search for the “way” does not exist…Not even in these words I am writing. Oh sure, guidance, and other people experiences will give you some insights, or even an occasional “aha” moment. But the truth?  Nope. al-inspiring-quote-on-success-6

That can only be felt.  That has to be your experience and no other. Trust me on this one. I have clients that are brilliant.  Really over the top, high IQ, many degrees, friggin BRIGHT! Yet, they have gaps.  Just can’t connect the dots.  Still a little out of balance, a little off center so to speak. Just like the rest of us…

You see it isn’t about how smart you are. It is about living authentically, congruently, and feeling everything as it happens. It’s about living in the moment and being present to all that is occurring. I fondly refer to it as being awake.

I’m a Marianne Williamson fan.  Mainly because of this writing…

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, who am I to be brilliant, gorgeous, talented, fabulous? Actually, who are you not to be?

  » Read more

Business Coaching Tools-Clearing the Mind

Just look at this photo.  This is the west coast of Florida on a January evening.  As I’m sitting on this beach the gentle breeze hits my face as  I watch this magnificent sunset and waves topple in.  All while smelling the salt air…feeling the cool quartz white sand on my bare feet…listening to seagulls and children’s laughter.  Florida
Life here is simply divine.  I am captivated by the moment of bliss as the sun plummets on to the ocean with a pewf!  Nothing is on my mind here…in this space.  Nothing can disturb this peace I am feeling resonate in my heart.
I will carry this perspective back with me to work…in my day to day march.  And I will remember to share it with everyone I meet.  They will see it in my eyes…In my essense.  Especially with my clients when they are struggling.   I will share “this perspective”.  Because changing your perspective is this easy.
 Coming from a place of abundance and not scarcity is all about focusing on what you want to have happen.  And not on what you don’t want to have happen.
A fulfilled life is about having a purpose.  A purpose filled with joy and peace and completion.

» Read more

Success Training Systems

It is really quite simple! You want more on the bottom line do more workshops, and get professional coaching on the key players. Last year was the year of workshops for my company.  I was facilitating groups from all over the country ranging from 5 to 19 people. The results have been quite profound. The main goal?  To create Teamwork. Yes I said it, Teamwork…

And the definition… team·work ˈtēmˌwərk/

noun teamwork; noun: team work

  • the combined action of a group of people, especially when effective and efficient.

It is so over used, argh. But, it’s what most people can conceptualize.  Or have some kind of positive sense of. How would you define it?

My workshops are conducted in a circle. That way people can look each other in the eye, and not hide behind a table or computer. We like to build trust first and foremost. In order to do that we must get our participants to get out of their heads (ego) and into their hearts. Getting in the heart creates vulnerability and openness.

We are working with one of the United States top 10 companies. 3 workshops in 9 months.  Each workshop usually begins at 1p on Day 1, all day the next, and ending at noon on Day 3.

Plenty of breaks, informative, power point, feedback based, emotional intelligent filled, and experiential.

Real synergy begins when a few of the key leaders are coached up by a certified coach.

So there you have it. You want to increase your bottom line.  Run offsite workshops. Develop your people!

IF you want to know more contact me.

I’ll provide a testimonial oJerry 8871finalr two for you to see for  yourself.

 

Jerry Haack

 

Primal Leadership-jerryhaack.com
It’s all marketing-
iamhaack.com

1404 Crystal Lake Rd E
Burnsville, MN 55306
712.204.7510 cell
953.322.7937 land

Most men lead lives of quiet desperation
And go to the grave with the song still in them

-Henry David Thoreau

Business Success Training -Size Matters

“You take the big accounts, I’ll take the small ones!” “You mean you want me to handle the accounts that potentially are bigger dollar sales?” “Yes, I want you to take those accounts!” “So does this mean you are not capable of handling the big ones?” “Um, no, ahh, I just don’t want to make a mistake.”quotes-Zig-Ziglar-life

Sound familiar?  I hope not.  But if it does I have this question for you. Why do we have people like that on the sales team? When coaching for businesses I find this scenario all the time and every single time I am in awe of it.

Are you being held hostage? Or do you just need a body and will put up with lack luster results? It’s interesting.  Some sellers step into the role of giant slayer while others cower in the background.

There is also a perception that the smaller spending dollar accounts are any less important than the bigger spending accounts.  Shouldn’t they be treated with the same respect and quality? Big accounts are just as important as small accounts. » Read more

Companies Coaching Vision!

Are you creating what you want or creating what you do not want to have happen? It still amazes me how many companies I coach are putting systems in place to prevent what they do not want to have happen. That is backwards!Jerry Haack Moon

Putting systems in place to create what you want takes vision.  It is “Why” you exist! So you have to articulate that vision’s end result. Do you want your clientele to tell every single person they know what their experience was like working with you? Pretty bold isn’t it? Then you will have to find a way to say it.  Think of the “end” in mind.

For example “When you climb into your very own OMG Mattress your eyes will roll to the back of your head as you sigh the biggest breath of relief you have ever experienced, until the next night of course, when it happens all over again.” I’ve never slept in a bed like that, not even sure it exists, but I want one.  Would pay big bucks to get it!  I can envision the why” I want it.  The company producing it is very clear what they want to create, right?  Everyone involved in this company would know what to focus on, what they wanted to create. » Read more

Business Success Training -Why?

1963, a hot August day, no social media, multi- television  networks, or instant messaging available to promote an event and yet, 250,000 people set out on a peaceful march on Washington DC. A march that was highly discouraged by the present government, a march that made history and changed the world.JH Dr King

Why did that happen? How could that have been? What was it? Those are the questions we need to ask today. Why,how,what, in that order.

When coaching business’s I ask “Why” they do what they do.  Then “How” they do what they do.  And lastly, “What” they do what they do.If the culture of your company does not know the “Why” they will under-perform. The “Why” is the vision moving forward.

Does your company have an inspiring vision that trumps the day to day “What” drama? Check out Simon Sinek’s U-tube TED talk on his book “Start with Why” for a better explanation. I love how he ties it all together and helps us see how backwards we are. » Read more

Business Coaching Giving

Are you the light? I was in downtown San Francisco a few weeks back at a Renewable Fuels conference with a client of mine. Since I was coming from the Central Time Zone I awoke wide awake at 4am about 530a I ventured out in the streets looking for coffee.

It was a beautifully eerie morn.  A touch of storm in the air.  Breezy, a little bit misty, but yet a warm 58 degrees. Warm compared to my home Minneapolis.

I was somewhat disturbed by the bodies sleeping on the street.  Some covered in Jerry Haack Homelessnewspapers, others with some raingear, and still others with nothing but the jacket on their back. I never felt threatened, just uneasy.  All I could think of was the “have” and “have-nots” and I was definitely in the “have” arena.

Who are these people? What is their story? Where did they come from? Who were their parents, siblings? Why are they here? Why do we allow this kind of poverty in the richest country in the world? Do they have children? Where are they? My thoughts were on high alert.  The incongruence was maddening.

The Marriot, Starbucks, holiday lights, the season to be Merry…and the homeless side by side.  Dang it! As I stood outside on the street holding my $5 coffee I scanned down at a row of a half dozen men sleeping. I consciously “chose” to walk by them all. Once I had passed all of them a feeling of deep gratitude came over me. I pulled out my wad of cash and walked on back past them. » Read more

Business Coaching Change!

Everything changes, nothing stays the same! What is morphing before your very eyes? Last year, Minneapolis endured a top 10 Worse Winter Weather on record. The snow and cold were unbearable and this year is stacking up to be right there with record lows and loads of snow. Yet, we managed to live through it.

One of my favorite motivational speakers Jim Rohn made this statement famous “Handle the Winters” talking about the seasons of life! The ups and downs and the struggle of the winter season and it is usually a struggle. Jerry Haack Change

A good example of “What doesn’t kill you will makes you stronger” is winter. In the fall when the temperature is slowly dipping below 40 degrees in the Twin Cities, 40 degrees is freezing. In the spring it’s short sleeve weather.

“What doesn’t kill you will makes you stronger” And much more appreciative. However, the latter will not apply if you are asleep. When coaching for businesses I find some associates, and owners, are not awake. Consequently they are not present. » Read more

Coaching Life in Business

2 years from today you are dead.  No longer here…gone. All that is left, for the people that loved you, are memories. What will those memories be?

I’ve just given you a new perspective to contemplate.  It is an interesting question.  A fair question especially if you want to live a “purpose-filled” life. Think about it.  Really think.  It definitely puts a new “spin” on things.

How different would you be leading your life?J haack Memories

  • Is work worry wearing you down?
  • Money issues?
  • Worried about test scores?
  • Kids got you down
  • Your weight…or saggy skin?

Are any of those worries the lasting image you want people to think of when you’re gone? The last thing they remember you by? Of course not!!

You want them to remember you as the vibrant loving human being that you are. Full of fun, compassion, optimism, vigor, and passion. The very best version of you is what you would want them to remember. Anything short of that would be a disappointment.

Life is fragile and it works in mysterious ways. Leave a legacy that lasts and live each day to its fullest.  So, why not live your life as if you knew your death date!

Stay present, live now, enjoy every minute, as if it were the very last day of your life.

It’s your choice.

Business Personal Coach-The Layers of Life

Your life is like an onion. If you are brave enough to peel back the layers, you can get to your purpose in life. Beware… Peeling the onion produces tears too.

I’ve been peeling back the layers in my life for many years now. The awareness’s I have receiveoniond along the way were, and still are, very rewarding. I get really crystal clear glimpses of my purpose. Sometimes I still get in a bit of a rut, and feel stuck. Other times I forge on, and I have made colossal mistakes.  As long as I am breathing, I will make more and still, during all of this “living”, I have managed to stay grateful enough to remain present to all the gifts that I have received.

Peeling the onion is a process that takes time, and patience. Years/decades will pass along the way. When coaching for business’s I am constantly reminding my clients to have patience. Everything is changing, all the time. Nothing stays the same…especially us. So just wait if you don’t like what’s happening, because it will change.  » Read more

Business Personal Coach Time to Reflect

As I prepare for the final days of this year, I reflect on what was. Jerry Haack Reflection

Victories, hardships, weddings, divorces, funerals, births, and more victories…

I am grateful for my coaching alliances and clients.  For the way you have shown up this past year. For your courage and tenacity to keep on keeping on. For your focus on the future self you want to create. And for your willingness to look at your imperfections. It is truly inspiring!!!

My life is full because you are in it, thank you for being in my life and for daring to be great! Blessings to you and your families.

Every year I try and go off line to reboot. Now thru the 6th is that time! If you have an emergency please feel free to email me and I will get back to you. It just won’t be as prompt as normal because of limited access to email, and no phone.

I recommend all of you try this sometime. It’s good for the balance, good for the focus, good for the heart…And I will see you all again on the other side.

Refreshed, happy, full, and energized.

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