Sales Conversations

Matrix Key:  Financial Viability - Marketing and Sales - Sales Conversations

"To succeed in sales, simply talk to lots of people every day.  And here's what's exciting - there are lots of people!" Jim Rohn

The topic of sales shows up again and again throughout the WholeLife Matrix.  If you want to sell something, you've got to have sales conversations.  Some people need a lot of persuading; others just need a quick explanation for how your product fits their needs.  Some form of interaction must take place to transact business and that is usually a conversation.  The more conversations you have, the more sales you will close.

A successful sales conversation has four distinct parts:

1. Identifying the Opportunity
2. Presenting the Proposal
3. Follow Up
4. Closing - Asking for the Sale

When you start to think of your sales conversations in this way, you become more efficient and effective.  You present how your product meets the client's needs and you close more sales.  You also gain the confidence necessary to keep on talking and winning deals.

Are you ready to win?

What holds you back?

WholeLife Matrix: Personal Awareness - Self - Psychological Awareness

“The mind is divided, like a rider on an elephant, and the rider's job is to serve the elephant.” ― Jonathan Haidt

You may be familiar with the image of the elephant and the rider...one of my favorite descriptions of the mind/body connection, popularized by Jonathan Haidt. The elephant represents the emotional side and the rider the rational side of our beings.  Dan Heath and Chip Heath developed this metaphor further, noting that both parts must be present, active and working together if we wish to accomplish anything in life - they can help each other or undermine each other.  Sometimes we have great ideas of what to do, but lack the energy; other times we have lots of energy and no idea where to channel it. We must get the rider and elephant aligned on the path and resolved to stay on it.

The WholeLife Matrix identifies four keys to increased psychological awareness - the way to get your rational and emotional systems working together in the same direction:

1. Introspection
2. Understanding
3. Acceptance
4. Resolution

Take time to stop and look closely at the moments when you feel particularly unable to move forward on your path.  Is your rider/rational side working with a clear plan and focus, or spinning in circles with analysis paralysis?  Is your elephant/emotional side well tuned with lots of rest and reserve energy, or physically or emotionally exhausted, unable to move forward despite your resolute intentions?  Look carefully at these states without judgement, and allow the stronger side of your being to patiently understand and accept whatever it is that holds you back.  The resolution to move forward can only be realized when the two sides make allowances for and support each other in the journey down the path.

Are you ready to win?

Managing Your Capital

Matrix Key:  Financial Viability - Resource Management - Capital

"Capital, in some form or other, will always be needed." - Mahatma Gandhi

As most entrepreneurs know, obtaining capital to fund their start up or their ongoing operations can be a daunting task.  Your business must have capital in order to be financially viable.  So once you acquire capital, how do you manage it?  Capital is a precious resource that needs care and nurturing if it is to help your business grow.

To properly manage your capital, you need to manage all four of the following:

1. Investors - They gave you the money.  Make sure you hold yourself accountable to them and be able to show them the value of their investment.
2. Profits - If you are not converting your capital into profits, you have a problem.
3. Banks - Your banker can be your most effective partner.  Banks can supply additional capital and give you tools to manage it.
4. Accounting - You must track how your capital is being deployed into the production and delivery of your product and be as efficient as possible.

Every business owner has a duty to carefully manage capital.  It is important to find the right balance between releasing capital into the business and holding some back to fund future projects.  Get as much advice as you can from trusted sources, and always be on top of your numbers.  When you manage capital effectively, you have already won half the battle.

Are you ready to win?