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Welcome to Your Achievement Ezine
Issue 307 - April 18, 2007

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It all started when I was 14 years old, my sales career that is. I took a job as a newspaper delivery boy. It was exciting for a 14 year old to have money in his pocket and understand the value of a dollar. I was no longer reliant on my parents when I wanted to go to a movie or purchase a Slurpee, and I took every advantage of my new freedom and cash flow.

Being a paperboy not only required that I deliver a daily newspaper it also introduced me to door-to-door selling. On Saturdays the paper route manager would load her van up with 10 teenage boys who delivered papers and we would drive to a new neighborhood and do what we called 'crew working'. This simply meant door-to-door sales. I wasn't an instant success, however, very quickly I did develop a sales presentation, and as a result that first year I sold more newspaper subscriptions than anyone in the history of the newspaper, and I was 14 YEARS OLD! I sold nearly 96 subscriptions that year and the average was 25.

In my time with the newspaper I was the number one salesman the entire time. Since then I have had other sales jobs and every time I have always been the number one salesperson. To this day, almost twenty years after my paperboy experience I make it a goal to outsell those in my circle. I don't do it to prove I am better. I do it as an internal competition for myself and as a motivator to keep me from getting stagnate.

So how do you maintain a level of number one sales person for a period of twenty years at every sales organization that you go to? There are a lot of factors. However, two of the most important are:

1. NEVER wing it!
2. Understand that buying is an emotional decision

First of all, the sales person who does not know EXACTLY what he is going to say, exactly what questions he is going to ask and exactly how long his presentation will be, is setting himself up for failure. I can't believe my ears whenever I hear speakers say, "I was preparing what I was going to talk about right before I spoke." or "I didn't know what I was going to talk about until I got here." When they say that there is almost arrogance in their voice that says, "You know I am so good and so knowledgeable that I can just decide what I want to talk about at the last minute and wing it." The sales professional with this attitude is no professional. He is more impressed with his ability and knowledge than the size of his commission checks. On the other hand, the top sales professional is concerned with how much product he moves.

If your goal is to be a top producer, then understand that you must be prepared. Decide what questions are thought provoking questions, memorize those questions and ask them to your prospect. When they are engaged and thinking then you win. When you are winging and just spouting information, the odds of them being engaged decreases significantly.

Next, understand that buying is an emotional decision. Brian Tracy tells the story of a couple who are looking to buy a home. As the couple walks up to the home the woman exclaims, 'Wow! There is a cherry tree in the back! I have always wanted a cherry tree!' The salesman makes a note of this and walks them into the home. The husband says, "The kitchen is too small" and the salesman replies, "Yes, but look through the window and you have a perfect view of the cherry tree." The husband walks into the backyard and says, "We don't want to have to take care of a swimming pool." The salesman says, "Yes, but you can put a chair right here and sit under the cherry tree anytime you like." The husband was using logic and the salesman emotion. The couple bought the house because of that.

One tragic mistake many salespeople make when selling is that they talk constantly about themselves and how the product has helped them. While this is good to a limited extent, notice the difference between:

"I took this seminar on memory training 15 years ago. I tell you what; I use this all the time. I used it to give my speeches without notes, memorize people's names and much more. I have appeared on television and radio because of this training. It has made me a low end celebrity!'

Or

'I want you to imagine this. You go to this seminar and when you leave your children are able to memorize their school work in minutes. I know they're smart and so do you. They are taught what to learn…and not how to learn. Let's teach them together how to learn and watch their confidence and self-esteem shoot through the roof! Next, how many times have you been at a baseball game and you see someone that you have sold a home to and you can't remember their name? You are embarrassed, and they don't feel special. Now, flip that around you sell a home and 6 months later recall their name. You have made them feel important, significant and special. At this point, you earn their referral business and are well on your way to earning a fortune!'

Notice the difference between the two statements. The first statement is a salesperson stating what this seminar has done for them! The next statement is the same information worded another way. In the second statement, you are getting the prospect to visualize themselves and their family experiencing the value of the product. When you do this you have their emotions. When you talk about yourself you do not have their emotions. Yes, you may be your favorite subject; however, you are not your prospect's favorite subject, and the earlier you begin talking in terms of them the earlier you will get their emotions.

So in review: prepare and get their emotions and you will be the top sales person in your organization for the next twenty years!!

Ron White


My readers are the first to find out about a project that I've spent the past year working on (and am very proud of). Discover... In Just Hours... A Simple, Proven, 7-Step Sales Formula That Will Supercharge Your Earning Power! If you're in sales, and you're interested in supercharging your earning power, then we've got GREAT news for you! You see, if you want to earn a high income through sales, what you need is a proven system that hauls in massive amounts of cash whenever you use it. Once you've mastered this system, making a great living through selling would be easy. To learn more, go to http://www.yoursuccessstore.com/sales or call 877-929-0439 in the US. International and/or Dallas/Ft. Worth, call 817-442-8549.


 

"Strength does not come from physical capacity. It comes from an indomitable will." Mahatma Gandhi

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"Real power comes by empowering others."  Denis Waitley

3. Your Achievement Tips -

Eight Life Lessons that have Helped Me by Ed Foreman

•  THINK about what you THINK ABOUT… and if you catch yourself thinking about unhappiness, ill health and adversity, "change the channel" and think about what you want to happen!

•  When something happens by chance, follow up. Lucky people tend to notice and act on good things that occur by happenstance.

•  Believe that good things will happen. Expectations have a way of coming true.

• When bad things happen, look for the bright side; i.e., "what did I learn from that?" or, "how do I keep it from happening again?" Don't dwell on it, move on!

•  If the horse dies, dismount. Don't continue to pour money and effort into a lost cause.

•  Don't look for love in the wrong places… not just romantic love, but the love of "stuff." Stuff is O.K., but understand the delusion of "I'll be happy when I have this or that… or, when I live over there, or when this happens." Happiness is a state of mind in which our thinking is pleasant most of the time.

•  Failure is a CHOICE made by the undisciplined. Failing to meet your objectives, regardless of what they are, is a choice, because something else has been given higher priority. If you fail, it is because you choose to fail.

•  You don't "catch" depression and you don't "catch" happiness… you "create" it by the "thoughts" you put into your mind. Carefully choose what you read, listen to, and the people with whom you associate.


Ed Foreman, the only person in this century to be elected to the United States Congress from two different states (Texas and New Mexico), lives the Good Life he teaches. He has built a successful career in construction, transportation, and petroleum development, and was a self-made millionaire by the time he was 26. He speaks to groups throughout the world... and has been the subject of various magazine articles, news media specials, and was recently featured on the TV program, "CBS News 60 Minutes." To learn more about our special offer on Ed's newest release, How to Make Every Day A Terrific Day! and Your Life A Successful Life! by Ed Foreman and Earlene Vining. This powerful 24-session, 13-1/2 hour, 12-CD album brings you the highlights, recorded live, from the Ed Foreman's popular 3-day SUCCESSFUL LIFE Course to learn more or to purchase, go to http://yoursuccessstore.com/foreman or call 877-929-0439.



 

"Power is the ability to do good things for others."  Brooke Astor

4. Supercharge Your Earning Power!

Discover... In Just Hours... A Simple, Proven,7-Step Sales Formula That Will Supercharge Your Earning Power!

If you're in sales, and you're interested in supercharging your earning power, then we've got GREAT news for you!

You see, if you want to earn a high income through sales, what you need is a proven system that hauls in massive amounts of cash whenever you use it. Once you've mastered this system, making a great living through selling would be easy. 

Every high-achieving sales professional uses a system for consistent results, and now you can have one too.  

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- How you can take charge of your life, and make as much money you want.

- How to double, triple, even quadruple your sales... or more!

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- How to develop nerves of steel and never get rattled during a sales presentation.

- How to make more sales in less time through time management.

- How to get your customers to sell for you.

And more!  

To learn more, go to http://www.yoursuccessstore.com/sales or call 877-929-0439 in the US. International and/or Dallas/Ft. Worth, call 817-442-8549

Go for Success!

PS - If you are in sales or want to improve your overall results, please review this special letter today - http://www.yoursuccessstore.com/sales or call 877-929-0439 in the US. International and/or Dallas/Ft. Worth, call 817-442-8549

"Power consists in one's capacity to link his will with the purpose of others, to lead by reason and a gift of cooperation."  Woodrow Wilson

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