Saturday, April 13, 2013

Probably The Most Important Sales Skill of All

Here is a 4-step process to help you hone your ability to sell successfully.

It doesn't matter how good your service, product, idea or vision is. It doesn't matter how smart you think you can be with your marketing. It doesn't matter how 'funtastically' charismatic and knowledgeable you are. If you can't close the deal, your business, your marketing and sales effort is just a waste of time and energy. 

The best way to learn essential sales skill is to understand how the good sales people prepare and close deals. Here is a four step process that a driven and hungry sales professional can follow:

1.  Start with the end in mind by "thinking like a closer."

The "great closers" of the sales world share these three characteristics:
  1. They're prompt. When closers get a hot sales lead, they're on it immediately. If they sense the time is right, they close the deal, right then and there.
  2. They're persistent. When closers know that they've got something the Prospect need, they keep working with that Prospect until the Prospect sees the need, too. It's also about painting a new reality for the Prospect.
  3. They're focused. Closers are constantly improving their skills at engaging in dialog and questioning the Prospect and do all the extra mental work to build their own confidence and ability. They constantly ask better questions.

If you want to be good at closing deals, never pass up an opportunity to cultivate those personal characteristics in yourself. Play the "porcupine game" of answering a question with another question. 


Question: How are you today?
Answer: I am great and how are you today?

Question: How should I proceed?
Answer: If you have the perfect answer, how would you proceed?

Question: How do I solve this issue?
Answer: If you have a magic wand to solve it, how would the solution look like?

2.  Set an objective for every meeting.

Great Closers approach every meeting with a Prospect with an objective that is Specific, Measurable, Attainable, Realistic and Time-bound (S.M.A.R.T.). 

While you are at it, make it appropriately aggressive too. 


  • Today, I will Prospect 15 Leads, reach at least 7 of them and close 1 appointment.
  • Today, I will Qualify my Prospects and build my sales pipeline. 
  • Today, I will obtain a working description of the Prospect's problem.
  • Today, I will get my Prospect procurement process & decision-makers.
  • Today, I will get a copy of the competitor's proposal without their company details.
  • Today, I will get first access to my Prospect's boss contact.
  • Today, I will ask for the business.

Closers never have vague goals like "get closer to the customer" or "explore customer needs." In business, vagueness is the enemy of success. These specific goals help closers visualize the sales process as series of smaller closes that lead towards the final close. 

If you are one of my business mentees or The Science of Sales graduates, you have already learnt the 9-Step Sales Process. Apply it diligently, apply it with hunger, keep on building and tightening your sales questions.

3.  Check to see if the Prospect is ready to Buy.

Great Closers look for feedback from prospective customers about whether it's the right time to close. This allows them to make closing a natural extension of the "sales conversation".

At convenient points during the customer meeting, closers ask questions that reveal the Prospect's state of mind relative to the progress of the sale.


  • How does that sound?
  • How would that work?
  • What do you think about...?
  • What do you see after the implementation......

Such questions help closers see the "green lights" that will increase the closer's confidence that asking for the next step (or for the business) is the right thing to do.

Note that the questions above are open-ended. Asking yes/no questions like "Does that make sense to you?" or "Do you agree?" just cause customers to nod along, without providing the closer any useful information.

4.  Close with Confidence.

If you follow the previous three rules, there's a good chance that your prospective customer will close for you and saying something like "So, when do we start? or "What do I do next?"

If this does not happen, you do the following:  

  1. Summarise. Make a concise, powerful summary that reiterates the benefits of your offerings and its appropriateness for the prospect.
  2. Make a final check. Example: "I think we've pretty much concluded that our solution will solve your problem, save you time and money with increased of productivity in the following areas........... how does that meet your objective?" The final check gives the customer the opportunity to surface any final objections that might interfere with the close. Handle it and manage it.
  3. Ask for the business. If the final check gives a "green light," be direct and ask for the business--confidently and clearly.  Example: "Will you give us the go-ahead?"

It's really that simple. 

If you got value from this post, imagine what you will be learning during "The Science of Sales" 2-day program and how differently and easily you will start closing when you learn all the 9-Steps of Sales

For more details about "The Science of Sales" click here.

Stay driven!

Moonshi Mohsenruddin
Sales Mentor | The Science of Sales

Monday, April 01, 2013

Your 30-secs Elevator Sales Pitch is Dead... Fix it now!

The stinky, old and boring elevator sales pitch is dead. Yet, most sales people are still using it! Duh! 

Refer to these 4 tips to strategise and create a sales pitch that doesn't sound like it was written in 1900s.

"The elevator speech is dead, or at least it should be," says Cliff Suttle, author of The Anti-Elevator Speech. "Elevator speeches are too long, too boring, and too pushy."

Based on his sales training, he said, "Most sales trainer highlighted that an elevator speech is a pre-planned 30-second-to-two-minute response to the question 'So what do you do?'". Business people today have become hyper-sensitive to commercials. If anything even hints at being sales-y or fake sounding, people will tune out. "The goal of networking is not to gather sales leads, but to start genuine relationships and that begins with a conversation, not a sales pitch." says Suttle.

Suttle has created a system that replaces the old, worn-out elevator speech with a new approach that, he says, will have people clamoring to speak with you. He mentioned that is his podcast, The Million Dollar Mindset, recently. He shared a number of thought-provoking insights about the old, worn out elevator speech. Here are some highlights from his four tips to supercharge your networking. 

1. Start with a hook.

When someone asks, "what do you do," start with a short statement designed to peak their curiosity. This statement should NOT lead the listener to any preconceived notion. It should not include any details about how you do what you do. So a car dealer may say, "I get you where you need to go." A realtor may start with "I make sure you have a warm place by the fire." An investment counselor might begin with "I help you sleep well at night." In CommGate, we say, "As A Technology Profit Partner to Businesses, We help businesses to succeed". Notice that none of these mention how they do what they do, but they will all lead the listener to ask "what do you mean," which is the beginning of your conversation. Focus on delivery here--because you really don't want this statement to sound too contrived.

2. Stop Talking.

After you deliver your hook it's important to shut up. Don't just do something, stand there. You need to give the listener time to contemplate what you just said, get confused, and want to know more. When they ask, "what do you mean," they've invested in the conversation giving you permission to give them more details. Without the silence the hook won't work.

3. Reel them in.

After a successful hook, don't launch into a sales pitch or commercial. Your hook does not give you permission to blast them between the eyes. Ease into the next part of the Anti-Elevator Speech with what I like to call the reel. Begin to tell how you do what you do, but don't give away the show. No good mystery movie starts out with, "the butler did it." The movie keeps you in suspense until you're dying to know. You want to do this too. I ran an IT software company for over 10 years where I used this hook/reel combination--Hook: You dream it up, we make it happen. Reel: We make your computer do what you bought it to do in the first place. A hook/reel combination like this will normally lead to the question, "what do you mean." Now you've earned the right to give them the details.

4. Serve, don't sell.

If you have crafted a good hook and reel you should now have them securely in a conversation. However, I always mentor people to have the mindset of "how can I serve you," "how can I be of help" and NOT "what can I sell you." Remain focused on your listener's needs, not on your needs. The more you give to the world, the more the world gives back to you. As simple as that. 

Now practice! How can you deliver an Anti-Elevator Speech instead of the old, boring commercial that's come to be expected at networking events? Share your new approach with us here, or on Twitter or Facebook.

Saturday, March 30, 2013

Making Optimum Choices in Life

confused man on choices

I was asked by one of my business mentees I am currently mentoring, "How do I make the most optimum choice in life when I am bombarded with possibilities all the time?"

Life is full of choices. This choice, that choice, both choice or none of the above. THAT's a whopping 4 choice! 
Choice can open the door to a whole new possibilities, not only at cross-roads on our path in life, but in each moment, giving us access to the bountiful of possibilities with which we can paint our world any way we want it to be. 
We can choose a new action, thought or feeling at any time, and create an entirely new reality as a result. 
Every choice has an impact or consequence, to a greater or lesser extent, each one like a pebble dropped in a pond; the ripples, the ramifications, spreading out into your future and other areas of your life.
Even one small choice made today that shifts your life by a minor degree can take you to an entirely different future than the one you are heading, opening doors to a myriad of new possibilities, opportunities, situations, potentials and states of being.
I’ve no doubt you can remember choices you made weeks, months or years ago that have significantly changed who and where you are right now. Perhaps you can also think of choices you didn’t make and wonder where your life may have ended up, for better or worse, if you had.
The good news with choice is, you can make a new one at any moment! So, before making any new choice, ask yourself the following questions:

  1. Is this choice based on fear or love?
  2. Does this choice take me closer to my vision, dreams, goals, and heart’s desires?
  3. Does this choice reflect the best of who I am, who I desire to be, and the future I wish to create?
  4. Is this choice in alignment with my values, principles and heart?
  5. Is this a "safe choice" keeping me from going beyond my comfort zone?
  6. Is this someone else’s choice?
  7. Which ‘me’ is choosing this? Is it my child, adolescent, ego or mature & calm adult self?
  8. Is this choice coming from negative beliefs or stories?
  9. Is this a winner’s choice?
  10. Does my intuition respond positively to this choice?
  11. Does this choice feel more 'Yes' or more 'No'?
  12. Is this a true choice of personal desire, or one of sacrifice or obligation?
  13. Is this an informed choice?
  14. Do I have enough data and facts to support my choice?
  15. What is the possible short and long-term impact of this choice? Does one cancel out the merit of the other? (For example, is your choice worth the short-term pleasure if it leads to future pain?)
  16. Is this choice aligned to my brightest future?
  17. What is the impact of this choice on myself and others?

That's it. Those questions are just a guidance. 
Don’t worry if you aren’t clear on answers to all these questions, they are shared to aid reflection. Simply going through them may help you become clearer about making your choices, bring to light possible blind-spots, open you to new perspectives in relation to your choice, and shed light on possible limiting agendas and beliefs that may be impacting your choices.  
Perhaps you have no choice in mind at present, in which case, ponder on this question once again:
What choice could you make today that would change your life for the better this week/month/year ahead? There may be several. 
Till then, stay driven!
Moonshi Mohsenruddin

Sunday, March 10, 2013

The Science of Sales - How to Prospect Professionally

It was a busy Wednesday and I received a call from a Sales Manager from a software company who is prospecting me and called me for a sales appointment. His purpose of calling me is to meet me. When I asked for what purpose? He said, "I want to meet you to find out more about your business." I replied, "Ok, understood and for what purpose?" and he got stucked with no answer. 

I asked him, "Is that all? Is this how you sell? What is your results?". This guy became very uncomfortable and started apologising. 

Folks, if you are out there to create value for the world, selling is a skill you must constantly develop! Always research the person, company or industry before you call them and "KNOW WHY" you are calling them. Don't waste people's time! 

When you call a Prospect, communicate the intention of your call, request for meeting and share how you have helped people or companies in the past and if you could be of assistance to them. If they say no interest at the moment, thank them and send them a thank you email or a thank you greeting card. 

How to Have a Meaningful Sales Call?

1. Know "Why" you're having the conversation.

Every conversation must have a point, or else, what's the point of having it? *duh* 

With friends and family, the "point" is often to simply enjoy each other's company. You already know how to do that. So, relax and have fun but if it's a business call, be purposeful in the call. Set the objective and provide value. 

In business / office, though, there's always an agenda to every conversation, even if it seems as if the conversation is only to "get to know" you better (or vice-versa), until such time as your co-worker becomes a friend or a family member.

Therefore, whenever you start a conversation in the office (and this includes customers, bosses, colleagues, and the auntie who cleans the office and clear your paper bin), have an explicit goal in mind. That way you're less likely to waste time and energy.

Similarly, if somebody opens a conversation with you, it's worthwhile to wonder why the conversation is happening and why now. It's not worth obsessing about it, but if you've got a sense of the "why" it's easier to get "where" the conversation needs to go.

2. Ignore your "Monkey mind" (Mr. Yadaa-Yadaa).

The ancient Chinese believed everyone has a "monkey mind" that jumps from thought to thought, like so:

"Eh, what is she thinking about me?"
"Errrr...will I make this sale?"
"What if I can't pay the rent next month?"
"Gosh! That wallpaper is ugly."
"I've got to get the airport in two hours."

This constant mental noise pulls your attention away from the customer and towards your own perspectives, priorities and goals.

If you listen to your "monkey mind," you'll only hear a percentage of what the other person is saying. In all likelihood, you'll misunderstand and misremember what was said.

3. Acknowledge What You've Heard.

When the other person has finished speaking, re-describe, and characterize what the other person just said. This confirms that you were really listening to the other person, rather than your internal dialog ("monkey mind").

It also prevents you from continuing the conversation based upon a misunderstanding. The restatement gives the other person an opportunity to correct your perception or elaborate as necessary to make sure that you "get it."

4. Think and Then Respond.

Pause a moment to consider what you heard and have echoed back. Respond with a statement, story, or question that adds to the conversation and moves it closer to its point and purpose.

Having this kind of conversation is both difficult and easy. It's difficult because some people's "monkey minds" are the size of King Kong and chatter so loudly that they can't hear anything else.

However, once you've learned to ignore the chatter, this way of listening, reflecting, and talking quickly becomes second nature. And that's the easy part.

Saturday, January 19, 2013

From Toilet Cleaner to CEO

On 22-April-2012, my entrepreneurship journey story was published by The Sunday Times in Singapore by Mr. Wong Kim Hoh

My Daily Motivational Process

People ask me fairly often how I've kept myself motivated daily and regularly post quotes every 2 ~ 3 hours for the past 2+ years that I've been using social media. It's quite simple actually. I begin every day with the following commitments:

1. Gratitude. Today I am thankful for all the wonderful things in my life: my sight, my voice, my hearing, my experiences, my brain, my existence, my health, my home, my family, my mastermind brothers, my friends, my colleagues, my customers, my business, my home, my mentees, my mentors, my advisers, my successes and, yes, my work. 

2. Creativity & Learning. Today I will seek opportunities to think and do something new and different and thereby changing the world for the better. I read positive quotes and schedule posting of those quotes that resonates with me. I also seek to learn at least 1 thing everyday. 

3. Planning & Prioritisation. I plan my day every morning before I leave home. I review all my projects, tasks, meetings, todos, calls to return, emails to follow-up, etc. and I prioritise which needs to be completed today, tomorrow, next week, next month, etc.  

4. Resourcefulness. Today I will become strong by overcoming obstacles with persistence and flexibility while asking for help and support within my circle of influence and networks. 

5. Enthusiasm. Today I will permit myself to become excited in anticipation of whatever might happen. YeeeeeHaaaaarrrr!!! I meet people, I share my passion on what I do and how I make it into a business and how the business is an extension and an expression of me.  

6. Perceptiveness. Today I will look beyond my preconceptions to see the truths that I missed before. 

7. Appreciation. Today I will remember the miracle of conscious existence, which is all too soon over. Life is short, I can die at any moment, I will live life to the fullest and seize the day. 

8. Sensitivity. Today I will remain aware of the emotions of others and how they interact with my own. 

9. Relaxation. Today I will spend at least 30-mins to 1-hour doing something that's just because I enjoy it.

10. Happiness. Today I will do my best to remain happy, regardless of the circumstances of the hour.

11. Power. Today, I will use some of whatever power I possess in the service and for the welfare of others.

12. Health. Today, I will take action to ensure that I'm in better health than I was yesterday or the day before. I meditate, rest my mind (state of no mind), walk and do light exercises. 

13. Wonder. Today I will sit back and marvel at the unexpected, without which life would be boring. I enjoy watching the clouds, sun-sight and sun-clipse, smelling the rain and marvel at the magnificence of life. 

14. Playfulness. Today I will express, at least once, the joy of the child who still lives inside me. I make fun of myself, crack jokes and laugh a lot with whomever I meet daily. I also disturbs my friends and jokes with them via Facebook. 

What are your thoughts? How do you motivate yourself daily towards your grandest vision and desired outcomes?

Saturday, June 26, 2010

The 4 Essentials of Effective Leadership

I read this article written Mark Raciappa, ActionCOACH and I totally agree. His communication is clear, concise and it resonated with me. Mark says;

I remember a bumper sticker: “Either Lead or Follow—But Get Out of the Way!”

Interestingly, in my company, I say something similar and it goes like this "If you can lead, lead. If you can't lead, follow. If you cannot lead or follow, get out of my way!

Mark continued to write that, when our role calls for the former, here are 4 important things to keep in mind:

1. Great leaders communicate. Realizing that good communication is a 2-way street, we must be responsible for our part. That being said, true communication is the response that you get. Whatever form you choose (verbal, mail, e-mail, etc), if you don’t get the outcome you seek (from a “willing” recipient), the responsibility lies with the sender. Great leaders confirm, gain commitment, and solicit feedback to improve the process.

2. Great leaders make decisions. Far too often, those in positions of authority delay choosing a course because they have to keep gathering more information. We call this: the paralysis of analysis. If you’re the Leader, rest assured that the followers are well aware of this handicap. If you are received as indecisive, this severely hampers your ability to lead the Team. How many opportunities have slipped away because the leader took to long to make a move? One more thing: great leaders admit when they make a mistake, take corrective action, and move on. This will do wonders to build respect from Team members.

3. Great leaders delegate. Once the decision has been made, it’s time to share the workload. Great leaders don’t try to do everything themselves, realizing that dividing the work multiplies the results. This also demonstrates trust in the Team and fosters individual growth. When the communication works (see #1 above), distributing responsibility contributes to great results. As a side note, a great leader shares the credit with those responsible when those great results come in.

4. Great leaders hold others accountable. Leaders do what they say they will do and expect the same from others. One of my mentors used to say: “You expect what you inspect.” Great leaders follow up and follow through. Those who study the human condition have found that “behavior that is recognized is behavior that gets repeated”. The Team knows what the Leader, historically, has paid attention to and what has been “overlooked”. As the Leader, change your behavior and you change your results.

It starts with you, it starts today. From Gandhi: “Be the change you want to see in the world”.

Stay driven!

Wednesday, June 23, 2010

How Do YOU Know What You Said You Know?

I just received a newsletter article by Jim Cathcart dated 23/6/2010.

In the article, Jim shared that there is an organization called The Institute of Noetic Science founded by astronaut Edgar Mitchell. They study what it means to "know" something and how we know what we know.

Sounds like some high minded stuff eh? It's fascinating. For example: take something you know to be true. Then examine, how do you know it? Are you sure about it?

Jim says, here are some ways we conclude that we "Know":
  • Personal experience - we saw it ourselves
  • Expert testimony - we heard it from an authority
  • Scientific method - we tested it and proved it
  • Intuition - we know it on an unconscious level
  • Feelings - our gut tells us it is so
  • Reason - we used logic to figure it out
None of these is a perfect source, all could be wrong. But the more we respect each way of "knowing" the more likely we are to reach a reliable conclusion.

So, the next time someone says "I know this to be true", ask them specifically, "HOW do you know?"

Thank you for sharing this Jim. It is a grreeaaatttt article.

Monday, June 14, 2010

What "Avatar the Movie", "The Shift of Consciousness" and "Conversations with God" has in common?

I originally posted this article on Facebook Notes on Monday, 11 January 2010 at 08:44am. Since I have yet to integrate my Blog to Facebook, I am re-posting the content here.

After I watched Avatar the movie, on the afternoon of 10-Jan-2010, something inside me was awaken. I shifted, and resonated with the movie so much that I had tears of gratitude, tears of love and tears of awakening - that something needs to be done.

The movie moved me emotionally - deeply. The plot, the graphics, the story line, the main character- John Sully and the entire rendering of planet Pandora, the way of living, the interconnectivity of all life forms. I was awed by it and I immediately know that life on Mother Earth is just the same. We are all connected with all the life forms that exists today and the ones that have ceased to exist due to man's own doing.

After the movie, while having toast and tea, I discussed the plot of the movie with my wife and what James Cameron had visualized 15-years ago and the state of Mother Earth today based on the behavior, attitude and plundering activities of man and we both had a deep awakening. Something in me shifted. I got a thought - there are only 6+ billion people on Mother Earth. If every one of us, help 6 others to get this
shift of consciousness in a cluster of 6, we can make it! It's like having a MasterMind group with 6 members in a team in a global scale!

That same night, at about 12.30am (this morning, prior to sleeping), I continued to read Conversations with God, Book II and on page 172, and I was shocked and awed to read the following:

God says:

I have told you before, all attack is a call for help. No one truly desires to hurt another. Those who do it - including your own governments, by the way - do it out of a misplaced idea that it is the only way to get something they want.

I've already outlined in this book, the
higher solution to this problem. Simply want nothing. Have preferences but no needs.

Yet, this is a very high state of Being; it is the place of Masters.

In terms of geopolitics, why not work together as a world to meet the most basic needs of everyone?

Neale Donald Walsch says:

We are doing that - or trying.

God says:

After all these years of human history, that's the most you can say?

The fact is, you have barely evolved at all. You still operate from a primitive "every man for himself" mentality. You plunder the Earth, rape her of her resources, exploit her people, and systematically disenfranchise those who disagree with you for doing all of this, calling them the

You do all this for your own selfish purposes, because you have developed a lifestyle that you
cannot maintain any other way.

must cut down millions of acres of trees each year or you won't be able to have your Sunday paper. You must destroy miles of protective ozone layer which covers your planet, or you cannot have your hair-spray. You must pollute your rivers and streams beyond repair or you cannot have your industries to give you Bigger, Better and More. And you must exploit the least among you - the least advantage, the east educated, the least aware - or you cannot live at the top of human scale in unheard-of (and unnecessary) luxury. Finally, you must deny that you are doing this, or you cannot live with yourself.

You cannot find in your heart to "live simply, so that others may simply live". That bumper sticker wisdom is too simple for you. It is too much to ask. Too much to give. After all, you have worked so hard for what you've got!
You ain't giving up none of it!. And if the rest of the human race - to say nothing of your children's children - have to suffer for it, tough bananas, right? You did what you had to do to survive, to "make it" - they can do the same! After all, it is every man for himself, is it not?

Neale Donald Walsch asks:

Is there any way out this mess?

God says:

Yes. Shall I say it again? A shift of consciousness. get the rest of the content of this book, please read it, just too much for me to share the copyrighted material..... and do visit the website at for more details.

Basically, what I feel like saying is that, while I was pondering, focusing, feeling and thinking about what can I do, to start this
shift of consciousness, starting from I, interestingly, I got some answers and guidance from this book, which was published in 1997! Wow!!! Thank you Universe... thank you...thank you...thank you...

Friends, this book has shifted me many times over from Book I. The level of awareness I had, has grown over and over again.

If we ALL want to live, continue our journey on Mother Earth, have families and leave a legacy, live a loving life of happiness filled with abundance with no scarcity, to love and care for one another and to treat each other with love & respect as we also would like to be love and respected, then why are we ALL not giving it our all? Why are we not taking actions yet? Why are we not taking responsibilities? Why are we still allowing our governments and industries to do everything that we do not want to happen to our own self and family?

I welcome your thoughts and feelings about the passage that I have just shared. Do leave your comments.

With love, light and passion,

Moonshi Mohsenruddin

Thursday, June 18, 2009

Competition: How Eliminating This Word From Your Vocabulary Will Skyrocket Your Success

Competition: How Eliminating This Word From Your Vocabulary Will Skyrocket Your Success
this essay is extracted from Rok SIVANTE's Facebook Notes.
Click here for Rok SIVANTE Facebook Profile page.


How much of business & economic theory has been based around the concept?

What’s happened to this economy of ours, based on the scarcity model of which competition is a core principle? (For anyone who hasn’t picked up a newspaper in the last year - it hasn’t exactly been doing as hot as most would like)

What are the consequences of continuing to operate in the world from a belief system dictating there must be a winner and a loser in all outcomes?

Are your results really dependent on how others around you conduct their lives?

Your success in business has NOTHING to do with the “competition.” What any other company or person is doing has NOTHING to do with the level of abundance you create in your life. Your success relies solely on YOU - not just your product or strengths, but your strategies, mindsets, systems, habits. It is here where your greatest value lies.

If others in your industry are achieving better results, study them and incorporate what’s working for them into your own. You have much more to gain from viewing others in your industry as teachers than competitors. Observe their successes & what they’re doing right. Integrate elements of their systems, style, methods into your own - reverse engineering their strategies, following their lead, while adding in your own personal flavor.

As successful as they’re doing, there will be things you are capable of they aren’t. No one else has the exact same life, work, educational experience you do. All the lessons, insights, and wisdom you’ve gained up until now is of great value to some group of people. You’ve learned much through your successes & failures. There are others out there who need to know what you know to get where they want to be.

If offering the exact same products or opportunities as a number of marketers, you may be able to explain a vision or benefits in ways others cannot. Some people will resonate with your style of communication and personality more than your “competitors.” Your “competition” may even introduce prospects to an opportunity, fail to inspire them to hop on board, lining things up perfectly for you to step in and take over the close.

You don’t need to be the biggest, best, most experienced. You don’t need to have the absolute best product, biggest distribution network, largest client database, or have the most influence.

Why? Because you can leverage all of that!

Doing away with the idea of competition will drastically expand the possibilities available to you...

Many fortunes in the corporate world have been made & multiplied when companies enter into strategic alliances with their competitors. Many multi-billion dollar global empires have been built not by playing a competitive game, but through the mergers of companies in the same industries.

The leading figures in the world of internet marketing have made MILLIONS in joint ventures. They’re not all out competing against one another, trying to be the best, but each doing their own thing, and co-promoting others when a hot new product or service is launched. The result is more exposure for everyone, more value being offered to customers, and bigger digits in everyone’s bank accounts.

More money can be made by swapping leads rather than hoarding prospects all to oneself. More wealth can be created when “opposing” teams combine their resources to achieve common goals. There’s unlimited power in cooperation. When people & businesses work together to match clients/customers up with the businesses or individuals that can best suit their needs, it’s a win-win for everybody.

Competition is not necessary. There are different products and brands for different groups of consumers. People have varying tastes & preferences. Some prefer Coke, others Pepsi. Some like driving Fords & Buicks, others like BMWs & Hondas. These companies are not in competition with each other, but rather contributing their own unique value, providing contrast and freedom of choice.

If it appears someone else in the same business is doing “better” than you, you might be undermining your own success by comparing yourself to others, rather than creating your own definition of success. Perhaps you’d benefit from honestly asking yourself if you’re just engaging in a pissing contest. Is it REALLY that important you be the best? Why? How much of your desire for success is driven by ego?

There’s great danger in constantly comparing yourself with others. Whenever we rely on outer conditions for inner peace, we’ve written ourselves a prescription for suffering. It’s a losing scenario when we base our own worth on how others are doing. Competing may motivate us to perform at our best, though can also blind us to our own successes & keep us chasing after unattainable ideals. Focusing on the successes of others can provide valuable feedback, guidance, lessons, and direction on how to improve our game, though can also divert attention from defining our own niches and how to make the most of our own uniqueness.

What will determine your failure or success more than anything else is the vibe you send out to customers and potential partners. At any given time, you are either attracting or repelling people to you, based on the energy you project...

Smart, success-oriented people want to do business with others who have an abundant mindset. The definition of competition, in economic theory, inherently presupposes a paradigm of scarcity - that there isn’t enough to go around, or there must be a winner and a loser. People naturally want to align with the winners. And who are the winners?

Not the ones trying to “beat the competition,” but those with positive energy, passion, purpose, who focus on providing value.

Would you really like to align with someone who talks poorly about others and tries to hype up their own business at the ridicule of another, who’s focused on building & improving their business from the standpoint of having to “stay on top of” the competition, to “dominate” their market, and “steal market share?”

Or, would you prefer to align yourself with someone who acknowledges the strengths & positives in all businesses, who does what only they can do best, focusing on providing their clientele maximum value by leveraging their own uniqueness?

People don’t necessarily want to do business with those making the most money, but with those they can relate to, who are honesty, likable, supportive, open, and inspiring. You don’t need to be #1 to prove your worth. You can connect with the people who will help you rise to your greatest successes even if your “competitors” do have some advantage.

Success isn’t about having the greatest market share or making the most profit. It isn’t about outperforming others playing the same game, winning a prize, or attaining status.

Success is about quality of life. It’s about receiving what you want and deserve in life based on your capacity to contribute and be of service to your community. Success is an ongoing process of developing yourself into a person who has more to offer than the year before. It’s about creating a fulfilling life through connecting with others and building each other up.

Follow your personal path. Do what only you can do best. Rely on your internal compass, always remaining healthily skeptical of an external reality defined by others. Forget about the “competition,” and progress through your own growth process. Develop your vision, clarifying how you want to contribute to the world. Direct your focus on what you’re doing, how you can improve, and become not just a winner of a competition, but a leader in your field...
Rok, I thank you for writing and sharing this.

Stay driven!

Thursday, June 11, 2009

F.O.R.M. - Tips For Networking Your Small Business

Beyond The Weather: Small Talk Tips For Networking Your Small Business

By Caroline Melberg

Have you ever been invited to a business networking meeting or luncheon, or thought about going to your chamber of commerce's networking events, but decided not to because you never know what to say to get the conversation started?

I've been there – and here's the simple trick I learned to help me feel comfortable with the cocktail party small talk. Most people who know me wouldn't think of me as "shy" – and I'm not – most of the time. When it comes to "networking" though, I used to struggle with making small talk.

That is, until I learned the F.O.R.M. trick.

F.O.R.M. works great because it works as a memory tool for when you are in social situations and you want to get to know the person you are talking with, and you want that person to remember you – and your business. Instead of talking about the weather, use FORM to make your conversation count.

F.O.R.M. stands for Family, Occupation, Recreation and Message – four areas you can use as conversation helpers in just about any social situation.

Family – asking whether they live around the area, if they are originally from the area or have moved there recently, if they have a family – all of these are great conversation starters. This gets the person talking about themselves and gives you a chance to learn about them.

Occupation – what do you do for a living? When they tell you what they do, you have a great opportunity to ask them about their job – if it's in an industry you are familiar with you can comment about how competitive it is, or how challenging. If you are unfamiliar with their industry, here's your chance to learn about it.

When they ask what you do, have your '30 second elevator speech" ready. This is a description of your business that you can say in just a couple of sentences that articulates what it is that you do.

For instance, for my business I would say that "I help small to medium sized business owners market their brick-and-mortar businesses on the Internet, finding new local customers, increasing their sales and growing their businesses."

For a full story, click here to read it at website.