HOW TO ELEVATE YOUR PERFORMANCE

PERFORMANCE = KNOLEDGE – MIND BLOCKS

Performance is nothing else than your results. Is what you end up with at the end of the day.

Knowledge is what you know to do as a salesperson/networker. These are the strategies, processes, and past learnings you've incorporated into your daily behaviors.

Mind blocks are anything inside you that keeps you from acting on the beneficial knowledge you've acquired. So if you know an award-winning sales process, but you have blockages and don't believe it will work, your blocks are holding back your knowledge, and therefore your performance. They are mental mind blocks that stop you from following your process.

There are 4 types of knowledge that you need to acquire in order to remove any blockages you may have.

1. Brand. Your brand messaging is what makes you unique and unrivaled as a company. You mustn’t just know that branding: you must own it to truly sell it. 2. Product. The products, features, and benefits you sell are what give your company the unique selling position it currently occupies. Your success and the success of your company often depend on how well you can sell your products based on the knowledge you possess. 3. Finance. Top entrepreneurs/salespersons know the financial side of their products inside and out. You can comfortably and simply explain the finance and payment plan options, as well as the benefits and the return on investment your prospects will get when they purchase with you. 4. Selling skill. The most effective selling is 80% process-driven science and 20% individual art. That means having a defined, science-based process that allows you to sell to any prospect, in any situation.

If you want maximum performance, you can't just know how to do something; you also have to work on removing your mind blocks. Your mind blocks are the mental roadblocks that stop you from following your process.

There are four types of mind blocks you're fighting every day.

1. Self-image. Your self-image as an entrepreneur represents your internal beliefs about yourself and your capabilities. Ex: "I'm not a talented enough entrepreneur to earn a six-figure income." 2. Stories. A story is an assumption based on external circumstances that may or may not be true. Ex: "People don't buy the kinds of products that I sell in a down economy." 3. Reluctances. Is a fear of selling in a certain situation, or to a certain type of person. Ex: A fear of closing sales over the phone or a fear of selling to a high net worth individual. 4. Rules. They are what you need to see, feel, and hear to have permission to engage with your prospect. Ex: "I never ask for the close until at least the third conversation." You must move through each one. Start one by one, work on building up your belief in yourself and your abilities, then work on conquering your stories, reluctances, and limiting rules you have.