Posts Tagged ‘Lawrence Rosenberg’

The Leader Within – Mind Fuel for the Sales Athlete

Tuesday, May 2nd, 2017

The leadership ideal – The big compelling qualities embodied by great leaders and why you should step up, set an example and become a mentor.

 

Make the Winning Case – Mind Fuel for the Sales Athlete

Tuesday, May 2nd, 2017

FiegerLaw.GerrySpenceTLCRanch

Gerry Spence is one of the giants of the courtroom, a legend in the pantheon of great trial attorneys alongside the likes of Earl Rogers, Alan Dershowitz and Clarence Darrow. Known for having never lost a criminal case, Spence, a small-town country lawyer and champion of the powerless, has won some of the most famous civil trials in American legal history including the Karen Silkwood case, where after the longest trial in Oklahoma history he convinced a jury to award the nuclear power plant worker’s family the largest damages ever levied. (The story of Silkwood’s life, and suspicious death, was later turned into an academy award nominated film starring.)

Spence is passionate that we are all capable of delivering the winning argument and lays out his case for such personal power in How to Argue and Win Every Time, a book filled with the hard-fashioned wisdom of one of the greatest advocates who ever stepped foot in a courtroom.

A humble and straightforward evangelist, Spence makes the argument that it is the sincere and plain-spoken among us who are best equipped to move the indifferent, impassive mind.

Here are three powerful concepts from the book…

Winning Without Arguing

To most, an argument is a surly, often cantankerous affair, two opponents verbally pitted against one another, war-like, each side bent on degrading, demoralizing and ultimately diminishing the Other and their point of view. The essence of what it means to “argue” however is far different from the brusque altercation the word conjures up. Do attorneys quarrel with their juries? Do politicians feud with their constituents or salespeople bicker with their customers? Certainly not the successful ones.

According to Spence, to argue is to seek the truth, to reason with others as to what is right and just, to transcend the primitive locking of horns and emotional one-upmanship the insecure engage in lest they lose control and expose themselves as vulnerable, even frightened.

In its ultimate form, to argue is art, and an incomparable way of connecting with others. The noble argument strives for reason, love, even freedom, and the winning argument often leads to resolution, understanding and cooperation.

And while winning may get us what we want, Spence explains that it also means helping “others” get what they want.

However, to make the winning argument, one must comprehend the true essence of power.

Understanding Power: The Pistol that Fires in Both Directions

There is no power without permission, one only wields power over those who endow them with it. You are truly the one who is in command, as those who seemingly pull the levers only exert their authority if you agree to cede dominion.

Those assumed to be at the height of power are often the most vulnerable, as their supremacy is wholly reliant on your consent, in lieu of such acquiescence the powerful become powerless. As all power is either perceived or permitted, it is you who decides what is real and where such control ultimately resides.

As Spence says, “All power, yours and theirs, is yours.”

Credibility

Spence says to make the winning case we must speak from the soul, from that place within our psyche where all our fears, desires and beliefs emanate, as this is where truth springs from, and as embarrassing or uncomfortable as it may be, we should not avoid baring our souls.

Many seek to dress their flaws up in fancy psychic garb, posturing for effect, masquerading their imperfections with colorful pretense, affectations and ornate speech, words and fashion meant to impress. But against the guileless and forthright, these distractions stand no chance.

People prefer what is real, even if it is raw.

When we communicate from the heart we speak as a child, unfettered and free, and although our manner may appear frank, artless and at times unsophisticated, emotional honesty rings true, and this is what energizes people, this is what impresses, not fast-talking or flashy clothes, it is bone-deep credibility which moves the masses, motivating them to fight for your cause.

When we approach humanity in this manner, we gain the unlimited capacity to influence outcomes, and the passion of our unrestrained spirit set loose upon this earth brings with it the greatest power of all, the ability to win hearts and minds … and maybe along the way change the world.

Competitor vs. Spectator Consciousness – Mind Fuel for the Sales Athlete

Wednesday, April 26th, 2017

Making choices of your own volition vs. watching your life unfold – do we truly have the power to choose or is life merely a series of inevitable events based on cause and effect. The free will/determinism paradox … and how to break it!

Interesting articles/people mentioned in this video:

“Is Your Company Culture Pirate Ship or Battleship?” by Chris Murray. 

“The Paradox of Free Will” by Peter Russell.

The New AIDA

Monday, February 7th, 2011

Angle

Seize the prospect’s attention by opening with an attention grabber, something powerfully relevant or meaningful to their business or person:

A piece of news that will wake them up
An event that will inspire them to sit up and take notice
An announcement that will cause their ears to prick up
A fact that will drive or arouse their curiosity

Inquire

People are more interested in what they have to say than what you have to say; they are more concerned with their needs than yours. If you can help them meet their unique needs or solve their problems, then they want to hear about it.

As a general rule, clients are attracted to products or services which will make their lives easier or their efforts / business more effective and productive.They are intrigued by anything that might give them an edge or help them earn more money / generate additional revenue.

Ask questions that elicit these needs, that uncover such interests or reveal what your clients are focused on achieving or solving.

Determine

Figure out exactly how your solution will help your clients:

Meet their needs
Solve their problems
Resolve their issues
Strengthen their position
Assist them in being more effective
Help them compete with other organizations within their industry

Action

Express the scarce nature of what you have to offer and the urgent need to acquire it and motivate your prospects to move forward, to take action! In lieu of being able to motivate the prospect to take action on the first call, attempt to secure some form of obligation or commitment to green light a follow up conversation.

Lawrence Rosenberg

 

Seven Minutes

Saturday, June 12th, 2010

Are you all about the one call close, or are you more inclined to allow your prospects to put off today what they will never do tomorrow? Do you spend more time sending reams of information and creating pipelines than you do pitching and closing decision-makers?

If you feel that you may be more messenger than closer, then you may want to take a dose of medicine from those who chase the championship and pitch for venture funding (and the leviathans of capitalism they pitch to) the next time you decide to let a big fish slip out of your hands.

Entrepreneurs in search of funding are not pitching for commissions, they pitch for life, limb and future. And, when odds are that the company you are incubating will most likely go stillborn unless you close the deal, every wasted pitch is one more nail in your coffin. Such is the world of the innovator seeking start-up capital; a no holds barred, pit fight with Venture Capitalists and Angel investors (sharp, savvy, opportunity hungry sharks that have little patience for wasted time and useless information). Those with the power to write checks suffer through thousands upon thousands of pitches from all manner of pie in the sky dreamers, all with the next “best thing since sliced bread” idea, and all in a mad scramble for seed money.

When it comes to winning venture funding, bare knuckled entrepreneurs and the tough-as-nails VC’s who hold the purse strings say, when pitching, if you can’t get it done in 7 minutes, then you can’t get it done! That’s a balls-to-the-walls sales training truism that any contender who wants a shot at doing big deals should take to heart. The fact is, you have a miniscule amount of time with which to present your idea (and make it stick) to an impatient heard it all before VC. Under these circumstances you have no choice but to come out swinging and make a big first impression. It’s a lesson that all cold calling hunters should take to heart. Whether pitching for start-up capital or advertising space, chiefs and decision makers (if you have the gumption to call them) can make your month or make your life. And, if you intend to make a real impact and draw first blood, then you’d better steel yourself for the stone cold fact that there are no tomorrows, “tomorrow,” a real closer cashes your check and lives your dream!

In order to put yourself in the right frame of mind to go big game hunting, consider the Elevator Pitch as the only sure fire way to take down an elephant. In VC speak, the elevator pitch has you construct your presentation around the following concept:

Imagine that you are the only one in an elevator at the top floor of one of the best hotels in the city and, before the doors close, in walks a world famous billionaire who you’ve recently read is looking to invest heavily in exciting new ideas and bright, enthusiastic people. As the doors close you realize that you have a private, one-on-one audience with one of the most motivated money-men on the planet, and you have until the elevator gets to the lobby to give that man the pitch of a lifetime. What would you say and how would you say it? How fired up would you be?

Every pitch you deliver should be an Elevator Pitch. Getting face or phone time with a Chief Executive is a battle all into itself. The sheer determination and mind bending perseverance necessary to gain an opportunity just to go head-to-head with a real decision-maker breaks most sales careers. Why bother going through all the hassle and frustration of trying to get a chief executive on the phone if you’re not going to pitch as if your life depended on it. Make no mistake, the elevator pitch is the single most powerful and effective method ever conceived for presenting to those who have the power to decide, so sharpen your blade and be ready to pitch the dream at a moment’s notice. And, when the doors inevitably open on what should be the elevator ride of your life, just remember one thing: don’t forget to close!

Comfort Zone Coma

Monday, May 31st, 2010

In business as in war, when faced with pain, confrontation or rejection most able-bodied men and women choose to pack up their bags and retreat. For the majority, the fight or flight response is typically activated in favor of turning around and running for the hills as opposed to wading headlong into the storm. And, as selling for a living involves enough pain and rejection to choke a horse, most avoid a sales career as if it were the plague. The rank and file will readily opt for safe, plain vanilla office work or blue-collar humping and lugging before they will ever consider the maverick, kill or be killed lifestyle of a professional closer. Better the monotony (and mirage) of a secure, stable job, one that guarantees a paycheck (no matter how mediocre) than to suffer through the discomfort of having hundreds upon hundreds of doors slammed in your face, and the frustration of an endless string of no’s to live through all day, every day. Never mind the incredible fortune an unrelenting closer is capable of generating, the sheer unpredictability of it all multiplied by the unease at having to push and cajole impatient and uninterested prospects propels your average “Joe the Plumber” to pursue a common, unexceptional job sweeping the streets rather than risking salary and certainty.

Now, I’m not saying that most working stiffs don’t bust their asses in these unremarkable, everyman jobs, far from it. It’s hard work lifting hundred pound cement bags 12 hours a day in the blazing sun. It’s bloody hard work digging ditches on bitter cold days when you’d rather stay in bed and nurse a raging hangover. I recognize and respect the blood, sweat and tears many a man sheds in an attempt to scratch out a life and I understand just how brutally tough and thankless these blue collar existences can be. However, as ball-busting as manual labor most assuredly is, it is also comfortable, as a matter of fact, it’s as comfort zone as you can get. What?! Did you say comfortable?! Are you out of your mind Rosenberg?! Cleaning up construction sites six days a week or digging holes in the ground until your hands are cracked and bleeding is anything but comfortable I hear some of you shouting, so let me make this perfectly clear: Is it grindingly hard work? Absolutely! Hernia-popping? Without question! Thankless and unrewarding? Undoubtedly. Proletarian toil is all that and more, but it is also comfortable – it is comfortable because it is routine.

Wake up, dig the ditch, don’t think, don’t question, punch the clock, day in and day out – a robot’s existence ad infinitum. And, let’s not forget the money. That unfulfilling, unrewarding, uninspiring remuneration you call a paycheck waits patiently for you at the end of every week, regardless of the heights to which you’ve risen or the lows to which you’ve sunk, that hourly wage is set in stone. No risk of blowing it, no risk of failure, no risk of going hungry if you don’t dig the day’s targeted number of holes, no reward for digging any more ditches than your colleagues because you’re faster, stronger and more ambitious – just follow the routine and all those nickels and dimes are yours, guaranteed! Waiting tables, flipping burgers, sweeping the streets, it’s no one’s idea of paradise. In truth, it’s a tough existence with few prospects or possibility – but it is safe, it is secure, and it is comfortable.

People sacrifice their hopes and dreams every day of the week, selling their souls for the safe road, the routine, the path of least resistance. They sell out at the expense of a future because for most failure and rejection are far more painstaking and heartbreaking in the short term.

Making it as a sales professional on the other hand, well that’s just as hard as laying bricks, but it is also extremely uncomfortable. Risking a paycheck and a safe, routine job in favor of taking your shot and going for broke as a fly by the seat of your pants, gun-slinging, “eat what you kill” closer is anathema to the herd. The resistance and rejection, the struggle to win, is mind-cracking and rife with the type of fear (fear of the unknown) that the common man refuses to face. Fear of loss, fear of rejection fear of the word “no.” No, I do not have the time to listen to your sales pitch! No, we do not have a deal!

No, there isn’t a commission check waiting for you at the end of the month!

That kind of existence is way too intimidating, uncomfortable and unnerving for most. For the huddled masses, mediocrity and invisibility is preferable to a life filled to the rafters with rejection and the never-ending possibility of failure after failure.

Even those with the courage to take a shot at a sales career are not immune to the comfort zone coma. The unwillingness to get uncomfortable and slug it out on the path of maximum resistance is the single biggest reason why most salespeople completely fail in their attempts to generate the kind of income possible from what would otherwise be home-run money-spinning career. It’s frustrating and uncomfortable spending months trying to bash through or find a clever way around a hardened gatekeeper in order to get the real decision-maker on the phone, instead of giving up and pitching the boss’s minions. It’s unsettling and uncomfortable rebutting all manner of objections and closing over and over again well after the prospect has already told you “no,” or worse: “maybe later”. It is so much easier to take the path of least resistance, even if, in the long term, the pain and frustration of not having all the things you dream about far exceeds the short term discomfort you feel when you willingly put yourself into edgy situations with prospects or push yourself beyond the cold calling pain-barrier to work harder, longer and more intensely than your competition.

As a professional closer there comes a moment, often many, many times a day, where you are faced with two roads, one leads you to the comfort zone, the other to pain, frustration and discomfort. One road is safe, easy and comfortably numb, the other prickly and unnerving. One leads to perpetual misgiving and underachievement, the other to glory, money and power. Be that as it may, in the heat of the moment, when faced with the choice of which road to choose most are blinded as to just where these two divergent paths will lead. When the moment of truth arrives and you are forced to decide whether or not to wake up two hours earlier, whether or not to stay at the office a few hours later or whether or not to ask for the business one more time and risk the ire and invective of your prospect, all that most really see is the immediate pain and discomfort that taking the distressful action will generate. However, you don’t have to go down without a fight, this can be your Damascene moment – the instant when you choose to change everything. The very second your mind conceptualizes that your actions will lead to pain and discomfort is the instant when you must walk into the knife pointed at your throat!

The unnerving sensations that a distressing situation produces is not a warning to back away, it is your signal to advance, to move forward. How do you know that your actions will lead to long term achievement or to phenomenal success? If it is bristling and uncomfortable then it is the right path, period, end of! Let the short term discomfort and uneasy feelings that taking overt and aggressive action generates be your guide to knowing exactly what to do and when the hell to do it. And, when an opportunity arises to take the hard way in or the coward’s way out, press on with the tough route, the bumpy road, have the mettle to get hardcore and uncomfortable.

If your job does not present you with unsettling, unnerving predicaments daily, situations where to do might mean to die, then you are wasting your time and wasting away, doing only what it takes to exist. In order to ensure a booming and prosperous future, one where you call the shots, set the terms and reap the bounty, your actions must lead you down the path that the listless are too tired to walk and the gutless too fearful to tread.

Lawrence Rosenberg