It is rare that I am so deeply moved by a book that I cannot put it down, but The Last Lecture by Randy Pausch* (www.thelastlecture.com) has kept me up late at night. This book is filled with life-wisdom stated in clear, concise and inspiring words. I strongly suggest you either read or watch it very soon. One of the many wise insights that Randy shares is:
"The brick walls are there to stop the people who don't want it badly enough. They're there to stop other people."Unfortunately, I have seen some people approach their brick wall, just give up, turn back or just disappear. I have also been privileged to be part of the journey through brick walls for a number of my clients which has lead me to observe this piece of Wallet Wisdom:
"You have to want what you want more than you want your old story."Your old story about money is a brick wall made up of old ideas, myths, superstitions and negative beliefs. Money can be a particularly thick emotional brick wall requiring some courage and determination to climb through to prosperous living.
*Randy left his earthly body July 24th succumbing to Pancreatic Cancer. May he rest in peace knowing he has left the world a better place for his powerful contribution to all of us.
Climbing the Money Brick Wall
"You cannot take hope, excitement or motivation to the bank."Most sales training focuses on getting sales people motivated, enthused or excited rather than climbing the brick money wall. Ultimately all sales culminate in a money transaction. Yet, open and honest money communications remain the last taboo. It is more socially acceptable to talk about your sex life than to talk about money. So it is not surprising that most sales training programs gloss over the sensitive subject of money A successful sale is simply an exchange of money for goods or services that have a perceived value. Michael Grunwald says it another way in a recent article on consumer confidence.
Wallet Wisdom
"There is no inherent value to a house, a stock or even the US dollar - just the value on which a buyer and seller can agree."Studies in neuro-linguistic programming have shown that the average human being has around 60,000 thoughts per day. It is estimated that 95% of those thoughts are the same old thoughts from yesterday. This study helps to show that the way a person thinks impacts their success. But what about the way a business owner or salesperson thinks about money? How does prior personal history with money, an investment failure or a money augment with a spouse affect his or her productivity? These past money experiences and beliefs impact success as much or more than any other single factor.
Newsweek Magazine, "Confidence Game", July 28, 2008
Not only is a salesperson climbing their personal brick wall of unconscious money beliefs, they are selling to a prospective buyer who also has hidden negative money attitudes. It is easy for a prospect to say "I can't afford it" or "it costs too much." These simple words shut down further pricing discussions.The salesperson either walks away discouraged, cuts the price or discounts their commission in order to get the deal. This discounting behavior sets up a cycle of failures and frustration. The irony is that most of the sales lost due to prospects' money objections can be easily saved if only there is an understanding of the real objection. Money objections automatically and without conscious thought trigger the salesperson's own internal "money head-trash." They believe the words "I can't afford it" mean the same thing to all people.
They simply have never been trained to overcome their own internal perceptions and pose the questions that will unmask the underlying objection. The business owner or salesperson who has been trained to recognize their personal negative money attitudes will be dramatically more successful at increasing productivity. If he or she has also been equipped with techniques to handle the money objection, the close rate will skyrocket success.
Joyous Prosperity,
Marilyn August,
Business Advisor/Wealth Coach
