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Get a Grip to Be a Bigg Success

By Bigg Success Staff
05-22-08

Career Builders

Race car drivers know that their tires need to get a good grip on the track. We also need a good grip – a grip on what’s most important. Then focus on that one thing.

One task at a time
Keep one task in front of you and get it done. Then move on to the next. It’s hard to work efficiently when you’re trying to do more than one thing at a time. Get a grip – focus on the most important task you need to accomplish – and then move on to the next one.

One goal at a time
What’s the next step that leads to the life of your dreams? Focus solely on accomplishing that one thing. If you have too many goals, you won’t achieve any of them. Get a grip – work on getting to the next level – and then move on to your next goal.

One change at a time
Take a clue from crafty old Ben Franklin. 95 He had a list of thirteen virtues] that he wanted to make part of his life. He found that he didn’t see much, if any, improvement when he tried to change them all at once. So he decided to focus on only one of them each week. When he started doing this, he saw meaningful progress.

One day at a time

Yesterday is gone forever. Learn from it and move on. You can’t change tomorrow unless you change today. So focus on making the most of today. That’s not that hard. If you focus on the most important things today, you’ll keep moving closer to bigg success!

Hear today's lesson and laugh on The Bigg Success Show. 

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Making the Most of Every Contact

By Bigg Success Staff
05-22-08

Bigg Success in Sales

grand_prix 

There’s a small portion of the tire on a race car that actually makes contact with the race track. It’s called the contact patch. Racing crews do everything they can to get a good contact patch because it’s one of the more important factors in winning the race.

As a sales person, you also have a contact patch. You spend a small portion of all your time in front of your prospects. What happens in those moments is essential to making the sale.

However, what happens in those moments is dependent on what you do before you get to them. Preparation is what makes the difference. You need to be sure you’re ready when the opportunity presents itself.

You’ll succeed when product knowledge, prospect knowledge, and people skills meet.

Product knowledge
You need to fully understand the features and, more importantly, the benefits of your product. But don’t stop there. You also need to fully understand the features and benefits of your competitors’ products.

And when we say “competitors”, we mean every alternate way your prospect might meet their need. It goes beyond people who do exactly what you do. You also need to understand what substitutions your prospect could make for your product.

Prospect knowledge

What problem do you solve for your prospect? Find a problem your prospect wants to solve and show them how to solve it. In order to do that, you’ll need to do some research on your prospect.

Problem-solving is a case-by-case thing. One prospect may be experiencing difficulties that another one isn’t. If you take the time to find the unique needs of a unique prospect, and then offer them a unique solution, you’ll make the most of every contact.

People skills

You also need to develop the people skills necessary to communicate your message and understand what the prospect is saying. And not saying. Learning how to read non-verbal cues is an essential art of being a great sales person.

So listen as much as you talk. Question your prospect to make sure you fully understand their responses. Watch them to see what they’re not saying with words. Then use your product knowledge, your prospect knowledge, and your people skills to make the sale!  

Hear today's lesson and laugh on The Bigg Success Show. 

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Network Your Way to the Movers and Shakers

By Bigg Success Staff
05-21-08

Personal Branding

indy_race 

Why are race car drivers able to drive so fast? Because they’re all professionals who have been trained to drive their cars that way. So they can pretty much count on every other driver to behave in a certain way.

If you want to move up fast in your career, you need to learn how other people rose to their position. The best way to do that is to get to know them so you can find out first hand how they did it.

So how do you get to know these movers and shakers? Network your way to them!

How do you do that? Here’s a six-step plan to meet the right people.

#1 – Who are they?
You may know this already. If you don’t, it’s the first thing you’ll want to do – determine who you should get to know. Who has succeeded at what you want to do? Who are the people at the top of your chosen craft?

#2 – Do some research
What can you learn about the person you want to meet? What has been written about them? Have they written anything about themselves? What is their particular area of expertise? What are their concerns about the industry? Where do they see the opportunities? What are their strategies? How did they get where they are?

The internet is a wonderful tool for finding the answers to these questions. But don’t stop there – check out trade magazines and other industry sources that may not be fully archived on line.

#3 – Who do you know who knows them?
Once again, the internet comes into play. Are they on any social media sites? If so, do you have any common connections? If this doesn’t work, ask the people you know. Be patient and keep networking.

#4 – Ask for an introduction

Once you find someone who knows them, ask them to introduce you to the person you want to meet. This can be done in any number of ways, but most likely it will be in some form of electronic communication. Of course, if you can meet them in person (e.g. at a conference), that’s even better.

Bonus tip #1: Industry functions are a great way to meet movers and shakers. They’re leading discussions or are participating on panels about the important issues faced by your industry. Approach them after the session and exchange business cards.

#5 – Follow-up

Now you’re ready to contact them. Here’s what you want to do with this initial communication …

Ask them a good question.

Make it a question about something in which you know they’re interested. Ask for their advice. Keep it short. Make sure it doesn’t require a lengthy answer, but does beg for something more than a “yes” or “no”. By doing this, you start a conversation that can be ongoing.

#6 – Impress them
When they respond to you, the most important thing you can do is to thank them for their help. Then give it some time and report back on what you’ve learned by taking their advice or studying the issue you questioned some more.

Once again, keep it short. And ask them another question to keep building the relationship.

Bonus tip #2: If there is something you learn they’re interested in
(e.g. their hobby) and you find an interesting article, pass it on to them.
And keep it at that … no business on this go-around.

Want to be a mover and shaker? Then get to know the movers and shakers in your field.

Hear today's lesson and laugh on The Bigg Success Show. 

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4 Key Pillars of Life

By Bigg Success Staff
05-21-08

Work – Life Balance

indy_car

Four good tires are important to any driver. However, they’re even more important for Indy car drivers. One bad tire can cost them the race.

So it is with us in life. We need to keep all four sides of our life in good shape to stay in the race for bigg success. It means finding quality time for the four key pillars of our lives.

Private

You need to time for you – time to refresh and reinvigorate yourself. Part of this is keeping your body ready for the race through proper nutrition, regular exercise, and adequate rest. Another part is expanding your mind and lifting your spirit. You may get this in a number of ways – hobbies, art, music, literature, or religion.

Personal
You need time for the ones you love – family and friends. They give you support when you need it. They also give you a break from the pressure of the rest of your life. They are a safe harbor for any storm. Other things are important, but people’s biggest regrets often revolve around not spending enough time with family and friends.

Professional

Like most of us, you probably spend most of your time awake at work in your profession. There’s the work itself. But you also have to invest time to expand your capabilities. This will make your work more interesting, but more importantly, it will open up additional opportunities for you in the future. Failure to make this investment has left many people feeling unfulfilled in their careers.

Public
You also should give back to your community. Your community can include a number of things – your profession, your school, your city or town, and more. If you only take, you’ll miss out on the joys of giving. You’ll also jeopardize the very places that you’ve counted on to improve your life.

Hear today’s lesson and laugh on The Bigg Success Show

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How Opportunity Often Presents Itself

On a recent Sunday, we attended a college graduation with thousands of other people. At one point, we wanted a cup of coffee. We noticed a food court in the distance, but when we got closer we realized nothing was open. We were puzzled – why wouldn’t they be open on a day with so many potential customers?

It made us think about missed opportunities.
You can’t avoid missing opportunities. What you want to do is make sure you spot all opportunities that will make a material difference in your life. Most of us probably have less than five of these in our lifetime. They are the difference between success and bigg success.

It’s often easier to spot the other person’s missed opportunity than it is our own.
Why? Because we experience the result of the other person’s missed opportunity. We don’t experience our own so we don’t know about.

Most customers won’t tell you when you miss an opportunity. At best, they keep it to themselves. At worst, they tell others.

So one lesson is that when a customer tells you about missing an opportunity, be grateful. They’ve served you well. But most people just keep it to themselves.

2 ways to find out about your missed opportunities

#1 – Ask!

Develop a way to get customer feedback in the heat of the moment. That’s when people are more willing to let you know what you missed out on.

It’s not good enough to just ask. You need a system to track the comments so you can respond to them. More importantly, you need to work them into your system. That’s how you continue to serve your customers better.

This doesn’t just apply to people in business for themselves. Ask your boss how you can do your job better. Ask co-workers to whom you pass on work how you could make their jobs easier.

#2 – Observe!

Our bigg opportunities usually don’t come stamped with OPPORTUNITY written all over them. In fact, they’re often presented to us as a problem – a problem that no one else wants to tackle.

Napoleon Hill, in Think & Grow Rich, told the story of Edwin C. Barnes. Barnes had one goal: to become Thomas Edison’s partner in business. He got a job for Edison working as a sales person.

One day, Barnes learned that Edison had just invented the dictating machine. Edison was excited about this new device. But he had a problem – his sales people didn’t think it would sell. Barnes recognized this as his bigg opportunity. He took on the task of selling Edison’s newest invention. He did sell it … so successfully in fact that Edison made him his partner.

So Edwin Barnes spotted his bigg opportunity. To every else it was just a huge problem; Barnes turned it into bigg success.

We’re asking … what opportunities are we missing?
We’d love to know how to serve you better.
send us an e-mail bigginfo@biggsuccess.com,
or leave a comment below.

Our bigg quote today comes from the great inventor himself, Thomas Edison:

“Opportunity is missed by most people because
it is dressed in overalls and looks like work.”

So find your “Ah-ha” in everyone else’s “Ugh”

Next time, we’ll discuss how to find your passion. Until then, here’s to your bigg success!

 

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