The $10,000/hr Appointment
Can one hour really generate $10,000 for you (or more)? Yes it can if you do the right things during that hour.
Read on to find out how a story on NPR reminded me of how to use one hour to put $10,000 extra in your pocket…
This past week NPR had a very interesting report on how people’s voices change when they are in positions of authority. They gave a great audio example of the difference in British Prime Minister Margaret Thatcher’s voice when she was new to her job vs. a few years after holding the position.
It was amazing to hear the command in her voice after she felt confident in her authority and power.
The voice transformation of a successful salesperson is exactly the same as that of a political leader.
Great salespeople are completely confident in their presentations. They lead their prospects through the buying process with authority and decisiveness. Prospects view these salespeople as trusted advisors, not beggars looking for the next commission.
Studies show that the top salespeople outperform their average colleagues by at least 50%.
If you want to be a top salesperson, you will need to learn to be 100% confident in your product, your sales process and yourself.
Right now, ask yourself these three questions:
- Am I 100% confident in my product and my ability to sell it? Be completely honest with yourself– if you are even a little bit unsure, you aren’t 100%.
- What one part of my mindset can I change this week to improve my confidence by at least 5%? Make list of the things that you are unsure of such as the top five questions you should ask or the opening statement you make to your prospect to fully engage their attention. Choose one item from this list.
- Where can I find information/training/support to make sure I make this change? Make a list of anyone you know who could help as well as anything you could read or watch that would show you a better way to sell. Make a one-hour appointment with yourself this week to review this information and practice it. Put the appointment on your calendar and treat it as the most valuable hour of your week. If you implement it, that appointment could be worth $10,000/hour. Not a bad use of your time, right?
The fastest and longest lasting way to get better results is through your thinking. If you can change your thinking each week by just a few percent, you will quickly and steadily improve your income.
Commit to answering the three questions and setting your appointment right now.
If you want to work on your sales presentations in a proven, step-by-step process that is scientifically-based, check out The Simple Sales Presentation Plan.