5 Keys to Taking the Cap Off Your Earnings

Key #1: Establish control in your mind.

‘Getting to yes’ is done in your mind before you meet the client.  Whether the setting is your office, on the phone, a kitchen table, a booth at Denny’s, or your website, it’s your place of business–take charge and be in control.

Your clients will see that you are a professional and expect their business by the way you establish control right from the beginning.  If you lose control of the situation because you don’t feel comfortable taking charge in their office or on the phone, it will be very difficult to get it back.  Your attitude makes all the difference.

Key #2: Don’t allow yourself to be taken off track by your client’s attitude.

80% of clients have been shown to have some type of negative attitude.  They complain about things and tell you what they can’t or won’t do.  They criticize to make themselves look smart.  They look for lack of perfection in what you do as an easy out to say no.

One thing that you’ll find as an expert is there are people that will come to you just so they can prove the way they’re doing things right now in keeping the status quo is the right way to do things.  They will spend money just to show up and discredit what you’re doing.  It’s something they do unconsciously, so they’re not even aware of their self-imposed block.

Key #3: Don’t fall into the trap of believing what bad clients say.

People who aren’t successful try to blame the messenger for their lack of taking action and creating success with whatever your message is.  You deliver a great product and a good value for the price.  It’s up to the buyer of your product or service to use the information fully.  You can’t force them to be successful.

So when people start being negative, see if you can find out what is driving their behavior and if it really has anything to do with you or your product, or if they are just venting.  Their negativity can show up as jealousy and envy when they don’t think they will be able to afford what you are presenting to them.  Some clients are just pessimists and can’t help trying to find something wrong with your product or service.

Key #4: Don’t let your client’s baggage disrupt your presentation.

Also, don’t let it change the way you feel about your products and services.  This negative client may be someone who will really appreciate the benefits of your product or service if you can just get past their attitude long enough to show them.  This also happens when you’re speaking and God forbid that it happens while you’re speaking.

Key #5: Establish control with smart timing of your meeting.

You can set yourself up for your client having the best possible attitude by the timing of your appointment.  Studies have shown that the time of the week and the time of the day affects a person’s attitude.

If you are presenting something that is pleasurable like sporting equipment, vacations, or a sports car, you may do better talking, or sending out emails, to these clients after Wednesday when they are optimistically looking forward to the weekend.  If you are presenting a product or service that solves a problem, you want to see those clients at the beginning of the week when they are more likely to be feeling the pain that your product will solve for them.

While these 5 keys are crucial to taking the cap off your income, the way in which you do it will be individualized to the personality of the clients you are talking to.  Your presentation needs to be tailored to each client right from the beginning.

To help you accomplish this, you’ll find a complete breakdown of the 4 personality types and how to customize each step of your presentation to each personality in my sales and communication program “Getting to YES Without Selling.”

When you show that you care about your client’s needs and who they are, your client will be much more likely to be cooperative and say YES.

Your success is a projection of your confidence and your attitude of saying YES to challenges and constantly working to perfect everything that you’re doing.

Until next week, I’d love to hear your thoughts.  Just comment on this post on my blog at http://www.LynnPierce.com

If you would like personal mentoring, send me an email detailing what you would like help with.  As your mentor I hold a bigger vision for you than you hold for yourself.  When you have faith and a team that believes in you, it gives you courage.  When you don’t have to do it all yourself, all things are possible for you.  Commit today to go for your dream 100%.

Lynn Pierce, the Success Architect, has taught people how to combine business and personal development to reach the pinnacle of success and live the life of their dreams for over 25 years. In addition, she is also the founder of one of the most exciting annual events for women entrepreneurs, “Empowered Women’s Business  Summit”. Now she shares her keys to success and life mastery with you. You can get my special report, “What Do You Stand For? A No B.S. Guide to Creating Your Own Personal Manifesto” at http://LynnPierce.com