Discover Your Life Today https://discoveryourlifetoday.com Changing Lives with Real Solutions 30, 60 and 90 days at a time. Wed, 18 Apr 2018 03:55:53 +0000 en-US hourly 1 https://i2.wp.com/discoveryourlifetoday.com/wp-content/uploads/2014/10/cropped-Maveen-Linkedin-Pic.jpg?fit=32%2C32&ssl=1 Discover Your Life Today https://discoveryourlifetoday.com 32 32 78058997 Everything Transpires https://discoveryourlifetoday.com/everything-transpires/ https://discoveryourlifetoday.com/everything-transpires/#respond Tue, 17 Apr 2018 16:00:08 +0000 https://discoveryourlifetoday.com/?p=5314 Thought of the Day: April 17, 2018 – Everything Transpires I believe so many people go through life believing everything revolves around them. That everything transpires for their benefit or because of them. You know this is true because for most of us it is hard for us to see beyond our own needs, wants […]

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Thought of the Day: April 17, 2018 – Everything Transpires

I believe so many people go through life believing everything revolves around them. That everything transpires for their benefit or because of them.

You know this is true because for most of us it is hard for us to see beyond our own needs, wants and desires.

But you can understand that, if you ask the universe to do something it gets done, then you begin to see the big picture. Maybe what you ask is not done today and next month. Perhaps it takes years but it will happen.

Everything that is going to transpire, will. The laws of the universe need time to make it happen. There are too many factors you and I cannot control.

Most of us never travel far from where we live. Many of us never visit places on the other side of the Earth. We only know what is happening around us because we watch or listen to the news.

You and I wake up and finish what we need to. We go to sleep and repeat our days over and over hoping to have successful days.

Have you ever considered and understood what it means to do nothing but have everything get done?

Consider the fast, as you read this, billions of people are doing trillions of things now without your knowledge. Things are getting done without you.

So, when you are doing nothing or working very hard everything transpires the way it needs to.

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Believe Change https://discoveryourlifetoday.com/believe-change/ https://discoveryourlifetoday.com/believe-change/#respond Mon, 16 Apr 2018 16:00:16 +0000 https://discoveryourlifetoday.com/?p=5309 Thought of the Day: April 16, 2018 – Believe Change Many people are firm in what they believe today. They will continue to believe it for the rest of their lives. We think we do not need to change our thinking, understanding or approach to life. I do not think there is anything fundamentally wrong […]

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Thought of the Day: April 16, 2018 – Believe Change

Many people are firm in what they believe today. They will continue to believe it for the rest of their lives. We think we do not need to change our thinking, understanding or approach to life.

I do not think there is anything fundamentally wrong with thinking the way you do. I do believe if the way you are thinking is not serving you, and the world around you, you must be willing to change.

Over the course of history people have believed many things. Some which have harmed others and other believes which have inspired others. These people got a dream, a burning desire and took action. They found a way to change.

One persons believed that slavery was ok. It inspired another to find freedom on the underground railroad.

One person believed that there must be more to life. This inspired him to seek the answers and enlightenment from within.

What about you? What believes do you hold dear? Does what you believe in whole heartily that makes up your self-concept?

Is your self-concept and ego stopping you from changing and become who you really dream of?

I think if you and I do the research and find the information we are looking for and not just listen to what is being told to us, we can inspire ourselves and others.

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Strong Foundation https://discoveryourlifetoday.com/strong-foundation/ https://discoveryourlifetoday.com/strong-foundation/#respond Fri, 13 Apr 2018 16:00:47 +0000 https://discoveryourlifetoday.com/?p=5301 Thought of the Day: April 13, 2018 – Strong Foundation A strong foundation is not only needed to build a home or skyscraper. A strong foundation build relationships, friendships, trust, love, understanding, compassion and mental stability. When you have a strong foundation to build your life on, you have the ability to experience and achieve […]

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Thought of the Day: April 13, 2018 – Strong Foundation

A strong foundation is not only needed to build a home or skyscraper. A strong foundation build relationships, friendships, trust, love, understanding, compassion and mental stability.

When you have a strong foundation to build your life on, you have the ability to experience and achieve high levels of success.

For those who do not have a strong footing in life we can become the foundation for these people.

At some point in your life you will come across people who need you as their rock. They need someone they can count on through tough times. They need a guide and someone who will not judge them. What they need is someone who will show them unconditional love.

Now let’s look at this the other way around. At some point in your life you may need someone to be your rock. Someone to be the foundation, were you can rebuild your life.

This is way it is important to have good people in your life. Life is delicate and you never know when you need the help of someone else.

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Universal Laws https://discoveryourlifetoday.com/universal-laws/ https://discoveryourlifetoday.com/universal-laws/#respond Thu, 12 Apr 2018 16:00:35 +0000 https://discoveryourlifetoday.com/?p=5298 Thought of the Day: April 12, 2018 – Universal Laws I do not know all the universal laws but I am aware they exist. In his book, The Alchemist, Paulo Coelho says, “When you want something all the universe conspires in helping you achieve it.” When I first read this statement, I stopped reading and thought […]

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Thought of the Day: April 12, 2018 – Universal Laws

I do not know all the universal laws but I am aware they exist. In his book, The Alchemist, Paulo Coelho says, “When you want something all the universe conspires in helping you achieve it.”

When I first read this statement, I stopped reading and thought about all the blessings I have. These universal laws apply to all of us even if we are not aware of them. They work even better when we are.

For people like you and I, who are hoping to accomplish our goals, start something new or complete old projects, remember it will be done. Universal laws say this not me.

What this tells me is that we should only focus on our top goals, desires and dreams. Everything else will be handled by someone else in the world.

Here is an example that we can all understand and relate to. We all know the inventor of the telephone is Alexander Graham Bell.

Did you know that he and a few others were working on the same inventions independently of the others knowledge?

This means that even if Bell had died before filling the first successful patent, investor Elisha Gray or Antonio Meucci would have invented the same device.

This is what universal laws are about.

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Guidance in Silence https://discoveryourlifetoday.com/guidance-in-silence/ https://discoveryourlifetoday.com/guidance-in-silence/#respond Wed, 11 Apr 2018 16:00:40 +0000 https://discoveryourlifetoday.com/?p=5295 Thought of the Day: April 11, 2018 – Guidance in Silence Have you ever spent a day or two in complete silence? No phone, television, music, audio programming or conversations to listen to or be a part of? I know it sounds far-fetched to turn off all audio communication for a day or two. But is that not […]

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Thought of the Day: April 11, 2018 – Guidance in Silence

Have you ever spent a day or two in complete silence? No phone, television, music, audio programming or conversations to listen to or be a part of?

I know it sounds far-fetched to turn off all audio communication for a day or two. But is that not what most of us hope to accomplish when we go on vacation?

We want to get away from work, stress, technology and people who are not serving us in a positive way.

We are hoping to have new experiences, read a good book, relax the mind and rejuvenate.

There is so much noise from the moment you and I wake up to the moment we go to sleep. Everything is fighting for our attention.

I understand that today, more than ever, we are a globally connected community.

But would it be of value to your health, state of mind, family, work and soul to unplug from the world, just once a month? (For some of us the more we unplug the better.)

I believe this is one of the reasons many people around the world meditate, go out into nature and have quiet time. I believe they are looking to reconnect to something inside them that they have forgotten.

As the saying goes, Silence is Golden.

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How to Increase Sales with John Palumbo Techniques https://discoveryourlifetoday.com/john-palumbo/ https://discoveryourlifetoday.com/john-palumbo/#respond Wed, 11 Apr 2018 14:00:05 +0000 https://discoveryourlifetoday.com/?p=5426 Back when I was in the new home building industry, I had the opportunity to see John Palumbo live. He was touring through Calgary, Alberta and the company I was with saw that is was important to have us sales agents at this event. The event took place June 16, 2015 and was presented by […]

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How to Increase Sales with John Palumbo Techniques

Back when I was in the new home building industry, I had the opportunity to see John Palumbo live. He was touring through Calgary, Alberta and the company I was with saw that is was important to have us sales agents at this event.

The event took place June 16, 2015 and was presented by the Canadian Home Builders Association. The guest speakers were Meredith Oliver and John Palumbo. The event, The Return of The Sales Warrior, brought together sale professionals who sell against each other daily.

You can watch the promo video by clicking the link.

Who Is John Palumbo

John is a highly demanded speaker who helps aspiring sales professionals find ways to not only increase sales but help today’s sales agents overcome price by selling value.

You can read more about John on his Wikipedia page or by heading over to his website and looking at his bio page.

Today many sales professionals will find John at his website or connect with him on LinkedIn.

Outside of traveling and being a keynote speaker for the new home industry, John is the author of various books and audio programing.

I have only seen John live once but I do believe he is a great sales trainer who trains sales professionals to become leaders in their industry.

His sales training is important because it helps sales professionals:

  1. Find New Prospects
  2. Become Effective Leaders
  3. Work with Difficult Customers
  4. Finding Ways to Close More Customers

When you understand his methods it motivates you to help customers get over roadblocks to the sale. He inspires you to use the right words so you can have a fantastic presentation

65 Principles I Learned To Close More Sales

Here is a copy of my notes from the event.

  1. Do not miss the subtle buying signals customers give us during the sales process.
  2. Acknowledge the fact the customer wants to make a purchase and needs your help.
  3. Learn to spot signs 15 to 20 minutes earlier. When you do you can close the customer sooner.
  4. Watch the pace I am giving my sales presentation at. It is important to work the customers pace.
  5. Record each sales presentation you give. Listen to it. Find ways to improve the presentation with no negative words or connotations.

  6. Make sure my presentation sounds free-flowing and professional. Don’t allow yourself to sound over rehearsed.
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  7. In the presentation use the customers hot buttons along with stories to sell to them.
  8. Sell from a focused stay of mind.
  9. Make the product or service you are selling “ONE OF A KIND” in the eyes of the customers.
  10. Priming the price is a secret of the master salesperson. Start at a higher price all the way through the presentation. This way the customer is thinking, “I can’t afford ” During the presentation make a mention what others are selling houses for in the community. Mention the value to building a new home with all new features. Then, tell them the price. It will be lower than expected, by design.

  11. Use the power of imagination so clients can see themselves in the house.
  12. Let the client respond to questions. My job is to listen and not do all the talking. It is always powerful when the words comes out of the prospects mouth.
  13. Use facial expressions to answers the person’s question.
  14. When less people come to the show homes, the people who do come are higher quality prospects.
  15. Say, “I know it seems the price of our houses are too low based on all the extra’s we include in the home.”
  16. Get people to really listen and interact with the story you use to connect with them. This is effective communications.
  17. Develop a good sales presentation that has been refined to a science. Understand what the customers will say before they say it.
  18. Hot buttons are the reason the client want to buy. These hot buttons are the reasons others have bought with you. Learn to tie it together.
  19. The words I use to deliver my message is important.
  20. Say, “That’s a beautiful home, but the price puts a lot of people off. That is why we also build more affordable home were you would spend a lot less.”

  21. People trust you first, then they look at your product or service. Value before money.
  22. Let clients know they can get everything from our service standards.
  23. Most people sell to the level they are at. Increase your level of confidence and learn how to sell to a higher quality person.
  24. Know what your competition is doing? That will help me sell more homes.
  25. Speak the language of the customer.

  26. Look the part your customers expect you to be. Be more like your customers. Learn to connect.
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  27. Be relatable to everyone who walks in to the show home.
  28. How do I increase my closing percentage?
  29. I do not have to be a pushy or lie to close sales.
  30. Say, “May of our home owners would say we solve their problems.” Followed by a statement of how we did.

  31. Review the negatives that we have overcome for others. This is how you will help current clients decided to purchase with your product or service.
  32. What emotions is the customer showing when wanting to purchase a home.
  33. Take advantage of the reason the client has come in to purchase a home.
  34. Know how to use any promos available to sell more homes.
  35. Ask, “Where do you live now and why do you want to move?”
  36. Use the Feel, Felt, Found method. – I understand how you feel; We had clients who have felt the same way. We found we can still move forward by doing…(give the solution).
  37. When you use the words of other people, take a slight step to the side. Talk as if you are the other person telling the reason to the customer.
  38. Have confidence in your product or service line.
  39. Use the word “ONLY” in your presentation.
  40. Ask “Do you have any other questions before we put the site on hold / write the purchase agreement / send your information to our financial department?”

  41. Know and present the key idea’s at the correct time in the presentation.
  42. Exploit the ‘pain’ of not owning your own home vs. renting a home. Talk about the loss of equity.
  43. In your presentation create a dialog that is directing the conversation towards your next question.
  44. When the right time presents itself, offer to be the trusted advisor who helps the prospect come to the conclusion of wanting to move forward in the process.
  45. Say, “Your new home is a monthly investment into your future while renting is a monthly cost with no major financial impact on your future.”
  46. Don’t use the word Down payment. Use the word Initial investment.
  47. Ask, “Why have you started looking for a home?”

  48. Help people get to the purchase stage in the sales funnel.
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  49. We buy on emotion and then justify our purchases with logic.
  50. Buyers are not liars.

  51. Make sure you are closing from meeting to meeting.
  52. Use more numbers in my presentation. Verbally and on paper.
  53. Ask question and take care of your client. If you do you can double or triple commissions.
  54. Even when you get a ‘NO’ follow up the answer with a question.
  55. A closing technique, “Let me get the paperwork started for you.”
  56. Do not wait for the YES.
  57. Find ways to move the customer towards the close of the sale if you feel it is the right time.
  58. What is the sizzle when you are selling steak?
  59. The sizzle is why the buyer will buy today/now. It is the solution to their hot buttons.
  60. Hit on your prospects emotional strings.
  61. Reinforce the needs of your prospect. It shows that you are listening and considering what they are saying.

  62. Find out what your client is unhappy with in their current home.
  63. Use testimonials or credibility statements. This is a skill of a great salesperson.
  64. Say, “Our economy allows us to sell new homes for a better price then pre-owned homes, in most cases.”
  65. When talking about other use the word, ‘Buyers’ not ‘Customers’.

Summary

The notes I took are essentially what effective master sales professionals do every day to be number one in their respected industries. These are the same principles John Palumbo uses and teaches.

Sales professionals are confident in understanding their goals and the goals of the client. They do not put their goals ahead of the buyer. They use the success principles thought by great sales teachers, coaches and mentors such as Zig Ziglar.

Principle that are timeless and close more sales for the sales professional.

If you are a sales professional in the new home industry, real estate industry or sell anything from cars to cellphone, you can apply the information John Palumbo teaches to be a success.

Take Action

Of the 65 principles I mention above, which one do you think would help you focus and connect to your buyer? Each one of the principle above are used by John Palumbo to become successful.

Leave a comment below and share your answer. You can check out other articles in this post by clicking the links provided.

You can connect with me on Facebook and never miss out on new articles that come out. The secret is to sign up to the email list. You can do this at the bottom of the post.

Want to read some books by John Palumbo? Go to our resource page which has links to Amazon. Here you can own books and audio programming from this author, speaker and sales leader.

Each item you choose to own, helps build and grow Discover Your Life Today. Thank you for your continued support.

Don’t just imagine change. Bookmark this page and come back every 30 days, reread the article and continue to apply the information.

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Complain Some More https://discoveryourlifetoday.com/complain-some-more/ https://discoveryourlifetoday.com/complain-some-more/#respond Tue, 10 Apr 2018 16:00:12 +0000 https://discoveryourlifetoday.com/?p=5292 Thought of the Day: April 10, 2018 – Complain Some More If life is not going the way you want it to, why don’t you complain some more? It’s going to help you solve your problem, right? No, complaining does not help solve your problem. What it does is keep you from focusing on the […]

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Thought of the Day: April 10, 2018 – Complain Some More

If life is not going the way you want it to, why don’t you complain some more? It’s going to help you solve your problem, right?

No, complaining does not help solve your problem. What it does is keep you from focusing on the problems solution.

Many people feel if they tell others about their problems that is will solve itself. Perhaps they feel others will tell them the solution they need to hear.

I am not sure why people complain so much. Perhaps it is because the school system, our parents, our co-workers and peers all do it, teach it and accept it?

I do not think there is anything wrong in complaining but only if it is followed by looking for a solution to the problem.

If you are going to complain that the world is not fair and not do anything about it, how will your situation change? How will the lives of millions of other people, who believe like you do, become better?

Did you know in every complaint there is a million-dollar idea just waiting to be born? But only if we can accept the challenge of finding a solution.

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Goals Keep You Awake https://discoveryourlifetoday.com/goals-keep-you-awake/ https://discoveryourlifetoday.com/goals-keep-you-awake/#respond Mon, 09 Apr 2018 16:00:48 +0000 https://discoveryourlifetoday.com/?p=5287 Thought of the Day: April 09, 2018 – Goals Keep You Awake Do you have a hard time going to sleep at night? Do you lay in bed tossing and turning hoping sleep will find you? Maybe your goals keep you awake and your mind restless? Every night I unwind and go to bed. Some nights, I […]

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Thought of the Day: April 09, 2018 – Goals Keep You Awake

Do you have a hard time going to sleep at night? Do you lay in bed tossing and turning hoping sleep will find you? Maybe your goals keep you awake and your mind restless?

Every night I unwind and go to bed. Some nights, I wake up a few hours after doing to bed with idea’s floating in my mind. Things to write about, talk about or learn.

My mind races as I fight it to go back to sleep. Does this ever happen to you?

I believe I am not the only one who experiences this. For those of you who know what I am illustrating, I believe it is because we have a burning desire to accomplish our goals.

Goals keep you and I awake because we have not completed what we were meant to during the day. There is more to be done and our mind, body and soul believes it should be now.

Do you ever get up in the middle of the night, get out of bed and work on whatever is going through you mind? I have not yet done this. Many times, I write down the idea(s) or try to remember them as I toss and turn my way back to sleep.

Maybe we need to try something different. Our body knows when we need rest. The next time I get up in the middle of the night with an idea, I will get out of bed and work on it.

Will you?

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Forgetting God https://discoveryourlifetoday.com/forgetting-god/ https://discoveryourlifetoday.com/forgetting-god/#respond Fri, 06 Apr 2018 16:00:15 +0000 https://discoveryourlifetoday.com/?p=5279 Thought of the Day: April 06, 2018 – Forgetting God Today is the first time in history where there is a huge cultural and religious shift is taking place. People are forgetting God. We are so addicted to technology, alcohol, drugs, our health and work, that we do not have time for God. Before you […]

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Thought of the Day: April 06, 2018 – Forgetting God

Today is the first time in history where there is a huge cultural and religious shift is taking place. People are forgetting God.

We are so addicted to technology, alcohol, drugs, our health and work, that we do not have time for God.

Before you say, I do not believe in God, let me say to you that’s ok. There are times I battle with the idea of God and if God really exists.

I think we are forgetting God because we are detached from the self. If you go back just five thousand years you will see that every culture on the planet believed in God.

So, what happen? Why are we forgetting God?

Is it because we do not trust religious figures who talk about God? Maybe it is because so many wars are over religion? Could it be that most people believe they never witness God, so they do not believe in what they can’t see?

I do not know the reason’s people forget about God.

What I do know is, if you and I want to gain wisdom, we must turn off the television. We have to limit the amount of technology we use. We have to stop drinking alcohol to solve our problems and find a different way to enjoy the weekends.

If you are going to take mind altering drugs, you have to learn how to take them. Do not take them just for recreational but learn to use them the same way your ancestors did.

Instead of forgetting God you will find new ways to connect to nature, the universe and your spiritual side. If after you have done all this and you do not believe there is a God then who are we to disagree with you.

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Pass the Torch https://discoveryourlifetoday.com/pass-the-torch/ https://discoveryourlifetoday.com/pass-the-torch/#respond Thu, 05 Apr 2018 16:00:11 +0000 https://discoveryourlifetoday.com/?p=5274 Thought of the Day: April 05, 2018 – Pass the Torch When I say, pass the torch, I do not mean a lighter or the Olympic flame. I am referring to your ability to give more to the next generation than your parents’ generation gave you. If you have kids or plan to have kids, […]

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Thought of the Day: April 05, 2018 – Pass the Torch

When I say, pass the torch, I do not mean a lighter or the Olympic flame. I am referring to your ability to give more to the next generation than your parents’ generation gave you.

If you have kids or plan to have kids, I know you want to give the next generation a stepping stone you did not have.

With all the technology and opportunity that will exist in the future, the time is now to think about how you want to pass the torch.

Maybe you are creating a business to your kids will want to take over? Perhaps you are earning a residual income that will be inherited by your kids?

I believe it is important to pass your wealth to the next generation. I also believe it is equally important to pass on good morals, health and the ability to explore the world.

What good is all the money in the world if that money is not held by people with good morals? We need to understand what it means to help people with our resources.

When you pass the torch to your children, and if you don’t plan on having any it’s ok, you create a generation loop where everyone in the family looks to improve the lives of the next generation.

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