She offered several specific and easy-to-implement tips for maximizing your time as an entrepreneur in terms of business development and prospecting, all while having a great time at the same time.

(For a copy of the recording of Lori’s interview, register at no charge at Prospectpalooza.com.  You will receive audio files of all of the great guest expert interviews, including Lori’s, of course.)

The idea, Lori said, is to consistently work a repeatable plan to fill your pipeline with opportunities that are more probable to do business with you.

This is SO important because of all the things we can recapture, time isn’t one of them.  So we want to be systematic in how we spend it.

What makes an prospect or opportunity more probable than another?

Lori offers 3 specific characteristics of a “more probable” prospect:

1. You look at your current roster of clients that are perfect clients, and you want more of them.  Outline those characteristics, so that you know exactly who you are seeking and you can articulate to others what a perfect referral would be fore you.
2. They have money to spend.  If the prospect is not able to afford your services at this time, then they do not constitute a “more probable” prospect for you.  This doesn’t mean you do not continue to stay in touch with them.  It simply means that when you are allocating your time, they do not receive the same attention — or even equal attention — you would give to prospects that are able to pay for your services now.
3. They have a compelling event that causes them to need your services.  There must be an urgent need that exists.  Otherwise, it doesn’t matter that the prospect satisfies your ideal client profile and has the money to invest in your solutions.

Does your list of prospects meet these criteria?

Or, are you spending your time going in a hundred different directions with people or companies that constitute less probable opportunities?

(By the way, Lori’s 100 x 100k program supports entrepreneurs in identifying their most probable opportunities so that they “score more sales.”  The investment for a full year of support is minimal (only $100), and the value is amazing.  You can learn more about the program and apply at ScoreMoreSales.com/100k.  This is not an affiliate link.  I fully endorse the program, as I am a member-participant myself.)

So, let me ask you: “What grade would YOU give yourself at this point?”

Inspired by Kim’s question and by Coach Christian Mickelsen, I sent the following “Sky-Rocket Your Sales” coaching session offer to members of one of my email lists, and I’d like to make it also to you.

Regardless of where you are in your business, there is tremendous value in checking in from time to time to make sure your headed in the direction (and at the speed) you desire.

What better way to kick off the second quarter of the year than with a coaching session focused on you and your sales goals?

It’s pretty challenging to achieve the success you deserve when you don’t plan for it.

So here’s my invitation to you (Thank you Christian and Kim!):

- – -

If you’ve been struggling to close enough sales and you’d like a major breakthrough, then I’d like to invite you to take advantage of a special, “Sky-Rocket Your Sales” personal, 1-on-1 coaching session where we will work together to…

=> Create a crystal clear vision for the sales success you desire (we’ll set targets for prospecting activities, and ‘close ratios’ that will give you the lifestyle you desire)

=> Uncover hidden challenges that may be sabotaging your sales success (we’ll pinpoint specific areas that cause breakdowns in the sales process so you can make immediate changes)

=> Leave this session renewed, re-energized, and inspired to break your personal sales records and enjoy a great income.

If you’d like to take advantage of this very special, very limited, and totally FREE 30 minute “Sky-Rocket Your Sales” coaching session, copy-and-paste the following questions into an email message, answer the questions, and email them to tshombe @ yoursignatureconsulting.com (remove spaces between before and after the “@” sign):

1. How long have you had your current sales position?
2. What kind of product/service do you sell?
3. What are your sales commission goals for the next 12 months?
4. What were your sales commissions from the last 12 months? (ballpark)
5. What do you see as the major challenges holding you back from selling as much as you want?
6. On a scale of 0-10, how important is it for you to overcome your challenges and achieve your sales and lifestyle goals today?
7. Full Name
8. Email Address
9. Phone #
10. Time Zone

Check off the areas you’d like to work on…

__ Finding a Great Prospect List
__ Prospecting
__ Assessing Needs
__ Presenting Your Offer
__ Overcoming Objections
__ Closing the Sale
__ Getting Referrals & Up-Selling
__ Other

Since we’re making this offer for the first time right now and we don’t know how intense the response will be, we can’t guarantee a coaching session for everyone.

We’ll take as many people as we can and then start a waiting list.  You can expect to get contacted by our team to schedule your session within the next 3 business days.

If you don’t hear from us, it means we’ve received more requests than we can handle right now and if something opens up we’ll get in touch with you at a later time.

Again, to take advantage of this offer, simply answer the questions above, copy-and-paste into an email message, and send to tshombe @ yoursignatureconsulting.com.

Warmest Regards,

Tshombe

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I’m looking forward to hearing from you, you Magnetic Entrepreneur, you!  Together, we’ll create a powerfully magnetic sales success plan for the second quarter and the rest of the year!

Today I’m committed to relaxing and essentially doing a whole lot of nothing (It’s my birthday!  Happy Birthday to me!!!), but first I wanted to share with a couple of key take-aways from Iyabo Asani’s awesome interview.

At first glance, any talk of “Inner Genius” appears on the surface as New Agey, wu-wu, or “out there.”  Certainly, it seems a bit far-fetched to equate something called “Inner Genius” with success in business and sales.

That’s why I was intrigued with what Coach Iyabo would say on the matter, especially from the perspective of someone who practiced law for over 16 years!

(Not exactly a touchy-feeling occupation!)

In essence, what Iyabo is talking about when she uses the term “Inner Genius,” is accessing the whole person in everything we do.  In other words, using Whole Brain and Whole Body Wisdom to make decisions and execute based on them.

Most people, Iyabo says, are working their businesses (and their lives) based almost entirely on information received from the Left Brain.  This source of information includes our reasoned directives on how and in what way we should sell our products or services.

Left Brain information is sequential, orderly.  It’s highly developed and where we do all of our learning.

However, says Iyabo, if we’re solely operating from the Left Brain Paradigm — which is based on our skills and talents and the acquisition of more skills and talents — we’re missing the boat because “Inner Genius” is comprised of 5 components, not just one.

They include:

1. Left Brain:  As noted above, the Left Brain is Scholastic, Logical, Linear.  Its mode of learning is rational, analytical and sequential, and looks at constituent parts of a thing or idea or concept.
2. Right Brain:  Right Brain thinking is creative and non-sequential.  It’s described as random, intuitive, subjective.  It synthesizes holistically and looks at “wholes” of a thing rather than “parts”.
3. Emotion:  Emotion is more related to Right Brain than to Left Brain, but is not thought of as “Thinking” at all.  It’s associated with feelings, in this “Inner Genius” paradigm.
4. Body:  Iyabo associates the Body Component with Energy Centers in the body called Chakras (“Chakra” comes from the Indian Sanskrit word meaning “wheel” or “turning”).  Each Chakra corresponds to a Value, says Iyabo.  So every decision or action in business or in life must also be aligned with the Body Component of Inner Genius.
5. Spirit(uality):  Iyabo offers that we are all spiritual beings and that ‘Connection with a Higher Being’ is essential to accessing all of each person’s Inner Genius in the business of business and sales and marketing.

Sound intriguing?

Want to learn how to more fully utilize Inner Genius in your life and business?

The replay recording is available online and as a free download at http://SalesSuccessSeries.com/iyabo/reg.html, where Coach Iyabo offers concrete examples of how to use Inner Genius and answers listener’s questions live on the call.

Now off to more birthday fun!