Archive for October, 2014

Presentation Two Minute Drills

Building a successful business is similar to coaching a winning professional football team.  The players are

Powerful presentations achieve results

Powerful presentations achieve results

chosen, trained and sent out on the playing field.  Play to the best of their ability throughout the game, but halftime is an important psychological point in the game.  Not because of the entertainment, but because the team with the leading score at halftime has an emotional edge.  Creating or extending that psychological edge through skillful execution immediately before halftime adds an additional boost. That is the significance of the two minute warning and the two minute drill.

Critical Two Minute Times for Business Presentations

Business presentations function in a similar manner.  The sales force is selected, trained and sent out into the marketplace.  Sales representatives are trained to secure appointments with the decision-makers who will have the authority to make buying decisions.  Presentations are scheduled.

The opening and the closing are the most significant times in any presentation.  Business presentations have two significant two minute time periods and thus two significant two minute drills – the opening and the closing.

Opening

The opening sets the stage by attracting attention.  Winning the sale without capturing the interest of the decision-maker is virtually impossible.  Statistics have proven that the audience decides within the first seven seconds if they like you and within the first thirty seconds if they want to hear what you have to say.

The opening for a sales presentation is approximately two minutes.  Do you really want to waste your precious seven seconds, thirty seconds and two minutes with a standard boring “It’s nice to be here.  Thanks for inviting me blah, blah, blah?”  I think not.  Bland opening such as the “nice to be here . . . “ are referred to as the unpleasant pleasantries.  It wastes your time and theirs.

Open with a statistic, shocking statement, or a surprise.  Open with an attention generating line.  Follow immediately with a benefit to them for utilizing your product or service.  Your opening words in the first two minutes are critical.  Open with the customary blah, blah, blah and they will expect your product or service to be routine and standard as well.

Opening with a bang is your first two minute drill.

Closing

The final two minutes of a sales presentation are your “walk away message.”  What are the final words you want to linger in their minds?  These powerful two minutes summarize the benefits to the decision-maker and give a compelling, and hopefully irresistible, urgency to purchase.

Rookies close with “Are there any questions?”  As a veteran business professional, you know that ending with questions is very risky.  You do not want the last words they hear to be a rouge, off-the-wall question or comment.  You know that the final words they hear must be your carefully crafted and executed closing two minute drill.

Close with a powerful story which encompasses all of your benefits, selling points and call to action.  Your closing is the final two minutes of the game.  Make them count.

Business presentations, like professional football games, have two critical two minute drills.  Skillfully craft and execute both of those drills and your success rate will escalate.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to  www.Elaine4Success.com or contact Elaine at Elaine@Elaine4Success.com

 

Two Minute Drill Strategy

Professional football enthusiasts know the significance of the two minute

Positive Role Model On and Off the Field

Positive Role Model

warning immediately before the half-time and especially before the end of the game.  The power of the two minute drill receives extensive time in planning and practice.

Games have been decided because of a well-planned and well-executed two minute drill.

November and December represent the two minute (two month) warning for your business.  2014 is rapidly drawing to a close.  Have you achieved all of your 2014 goals?  Building a successful business requires an effective two month drill just as much as a professional football team requires that game-changing two minute drill.

Building a Successful Business is Like Playing a Professional Football Game

There are more similarities than you think.

  • Professional football teams drive for the goal post. Successful businesses drive for goal achievement.

 

  • Professional football teams design and execute powerful two minute drills. Successful sales presentations design and execute convincing closing statements in the final two minutes of the presentation.

 

  • Professional football teams receive a two minute warning before half-time and before the end of the game. That time is so significant that the teams are even given an automatic time out to coordinate their next series of plays.  Successful businesses conduct a brief meeting to synchronize their plan of action before the end of each quarter and especially before the end of the fiscal year.

 

  • Winning the game of football or business requires having the right players on the field and in the right position. Recording a “win” requires creating and executing the right strategy at the right time.

Design Your Two Minute Drill

Building a successful business requires various presentations.  One of the most frequent is the sales presentation.  Just as a professional football team scores when they have the football (with the exception of a touchback), successful businesses score victories through their sales presentations. Establish a powerful two minute closing for your sales presentation.  Considerable emphasis has always been placed on designing an effective closing statement.

Utilize your final two minutes as your “walk away” message.  Emphasize the main points you want them to remember: your unique differences and advantages which set you above and apart from other companies in the marketplace, the most significant advantages to them by doing business with your company, and the sense of urgency to purchase now.

Design Your Two Month Drill

  1. Analyze your current field position. Where are you in relation to your goal?

 

  1. What is your action plan to move your results from where the ball is now to over the goal line? Create a success plan

 

“Lead, follow or get out of the way.”  Thomas Paine   I choose to lead.

 

  1. Implement your plan with immediate and massive action. Achievers don’t wait for things to happen, they create opportunities for the results they are determined to achieve.

When the time clock reaches zero, a professional football game is finished.  Unlike professional football games, the planning and execution you do now for your business can carry over into 2015.  Lay the groundwork for the next game and the next year, but focus on winning this game first.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to  www.Elaine4Success.com or contact Elaine at Elaine@Elaine4Success.com

The Overscheduling Alarm

“If you want something done, ask a busy person.”  How many times have you heard that

"Failure to plan is planning to fail."

“Failure to plan is planning to fail.”

statement?  There is truth in that statement.  Why?  Busy people are likely to be efficiently organized, disciplined and highly scheduled.

If we admit it, and I do, we also have a tendency to overschedule ourselves.

Where is the line between enough and too much?

“This is an excellent cause.”  “That can be a very valuable conference.”  “That project would be so much fun.”  All of the above are probably true.  Numerous excellent opportunities cross our desk every day.  The tough decisions are deciding which ones are the best and how we will find the time for them.

How do you know if you are overscheduled?

  1. Sleep. If you averaged your sleep over a week would it be eight hours, six hours or closer to four hours?

 

  1. Unchecked items on the daily “to do” list. How many important items remain on the “to do” list at the end of each day?

 

  1. Productivity. How do you feel about what you have accomplished at the end of each day?   Where are you on the scale between feeling productive or overwhelmed?

 

  1. Eating. Are you eating full nutritious meals, grabbing quick foods and eating at your desk, or living on caffeine?

 

  1. Overactive yes gland. Do you try to squeeze in too many activities because you would like to help?

 

  1. Exercise. How frequently do you exercise?  What do you do for exercise?

 

  1. Sick. How frequently do you get sick?

 

  1. Organized or cluttered. Look around your house and your office.  Do you see piles of clutter or a neat, organized appearance?  (Hiding the piles in a drawer or closet does not count as organized.)

 

  1. Personal time. How frequently do you take time to be with friends or take personal time for yourself – that includes vacation time?

As you look over this list, are you overscheduled?  It’s easy to allow taking care of yourself to slip off the priority list when juggling family, career and community activities.  The big question is what are you going to do about it?

Is Your Overscheduling Alarm Ringing?

Being overscheduled can lead to emotional stress, physical illness and diminished productivity.   Do you hear the alarm ringing?

Building a successful business requires time, effort and productivity.  If being overscheduled is cutting into your productivity, would you do something about it?  If overscheduling yourself has caused you to develop unhealthy habits, is it time to reverse the trend before your health is seriously compromised?

Take Action or Hit the Snooze?

Busy entrepreneurs can slip into the overscheduling trap almost unconsciously.  There is always one more task we could do, would like to do and even rationalize that we should do.

You can go to work early, skip lunch, work late and take work home at night.  Try not to do more than one per day.

Telling yourself that you will stop overscheduling, but not changing any of your current patterns is hitting the snooze button.

In order to build a successful business in the most efficient, productive and profitable manner, it is extremely helpful to feel healthy, energetic and creative.

If your overscheduling alarm is ringing, what do you plan to do about it and when?

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to  www.Elaine4Success.com or contact Elaine at Elaine@Elaine4Success.com

(This is an article which I wrote for Rod Davis of RodEmpowersYou.org.)

Priorities Dictate Your Results

Priority management is always important.  How many times have you felt that you have been busy all day

Positive Mental Attitudes yield Positive Results

Positive Mental Attitudes yield Positive Results

and yet have not really accomplished very much?  We have all had those days.  Even a rocking chair can be in motion all day without making any forward progress.

How often have you felt that you have so much to do that you question where to start?  The phone is ringing, your email inbox is filling rapidly and your “to do” list is overflowing.

Stop and prioritize.  There are various theories about prioritizing.  The right one for you is the one which works best for your mindset and your results.

  1. Select one major event to be accomplished each day. Resolve not to end your day until it is completed.

 

  1. Do the most difficult task first to get it out of the way. (The “eat a frog” method.)

 

  1. Do the most urgent and important task first. (Brian Tracy uses the “If I can only get one task done before I leave for the airport, what task would I select?  Then if I can get one more completed, what would that task be?”)

The Best Priority Management for You is the one you will do consistently and which will produce the best results for you.

The method which works best for me is writing a “to do” list and prioritizing it into sections. Accomplish each section before moving down to the next section.

  • Urgent and important
  • Important but less urgent
  • Urgent but not as important
  • Round to it. When there is extra time available, it is a worthwhile task but not urgent.

Thoughts to Ponder About Priority Management

  1. Writing a list of tasks to be completed helps prevent memory loss.

 

  1. Scheduling a few minutes before each important call to determine the desired outcome of the call.

 

  1. Plan to spend at least fifty percent of your time each day in productive activity. (Why only fifty percent?  Interruptions will occur; plan some time in your day; you will need it.  Some tasks must be completed even though they do not feel as productive as other tasks.)

 

Studies have shown that top CEOs say they only have eight minutes per day average to work on their vision for the future of the company.  Scheduling your day to permit time to accomplish critical tasks is essential.  In order to build a successful business, time must be devoted to future planning as well as daily activities.  Plan time to work on your business as well as working in your business.

 

  1. Plan your most important projects for the upcoming day the night before or at least first thing in the morning each day.

 

  1. Use your time wisely by delegating those tasks which can be performed by others; it gives them valuable experience and frees your time. Screening your calls is not rude; it is efficient use of your precious time.

My younger son once told me.  “You can go to work early.  You can stay at work late.  You can skip lunch.  You can bring work home at night.  Try not to do more than one of these per day.”  Dan’s wisdom and accomplishments never cease to amaze me even now (many decades later.)

We are each individuals with different skill sets, different personalities and different preferences.

Bottom line:  In order to build a successful business, use the system which works best to achieve maximum results for you. 

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to  www.Elaine4Success.com or contact Elaine at Elaine@Elaine4Success.com

(This is an article which I wrote for Rod Davis of RodEmpowersYou.org.)

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