Welcome to Your Achievement Ezine
Issue 323 - August 8, 2007
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"Don't wish it was easier, wish you were
better. Don't wish for less problems, wish for more skills. Don't wish for less
challenges, wish for more wisdom." Jim Rohn
Today's issue includes:
1. Your Achievement Article - The 10 Commandments of Selling by Ron White
2. Your Achievement Quotes - Expectation, Experience and Faith
3. Your Achievement Tips - You Can't Get the Sale 'til You Ask for It by Jeffrey Gitomer
4. Supercharge Your Earning Power!
5. More Information
1. Your Achievement Article
The 10 Commandments of Selling by Ron White
'Oh...I am not selling!'
That was the reply I received from a speaker when she was diving into her sales pitch in her talk. Moments prior I had blurted out, 'There you go! Awesome!' Everyone in the room laughed because they knew I am known for my ability to sell from the platform and I was overcome with pride when I saw her delivering an effective close. As a matter of fact, I was so overwhelmed with pride I audibly congratulated her in a room full of people in the middle of her close.
Yet, her reply disappointed me and most likely the audience. It disappointed me because she is one of the many who view selling as a second class occupation and didn't want to admit that selling is what she was doing. It disappointed the audience I am sure - because it was a lie. She was closing!
At this same event, I had been asked to speak on selling and I developed The Ten Commandments of Selling for this talk. The first and foremost commandment is - Sell with Pride and Enthusiasm!
The Ten Commandments of Selling are as follows:
1. Sell With Pride and Enthusiasm - It will be obvious if you embrace and enjoy selling. If you do, your sales will sky rocket. Yet, if you view selling as a second class profession, do not be surprised when your checks reflect that you are the employee of a second class profession. However, that is your decision.
2. Show Them How To Purchase - As a speaker, I will hold up an enrollment form in front of the group and walk them through the enrollment process. Whether you are selling toasters or seminar tickets. You must get to a point where you walk them through the purchasing process and explicitly show the prospect where to sign and take the next step.
3. Display your product with care - Hold your product as if you are holding a new born baby. If selling a home, open the door with care and if you see dust on the counter wipe it off gently as if to say, 'This home is valuable and I want to take care of it even though it isn't mine.' I will peel the shrink wrap off the CD album as I am talking to the group and hold it to my chest. If I don't value the product in front of the group - What are the odds they will value it enough to invest in it?
4. Don't close...assume. - The assumptive close is perhaps the most powerful closing technique because you are implying that your product is so good no one could pass it up. If you must seek permission to be comfortable yourself with the assumptive close, say something like, 'Why don't your give it a try?' or 'Just sign right here and we will get you going.' I prefer the latter because it is more assumptive, however both work.
5. Sellin' ain't telling! The salesperson who is a master closer will be so because they have mastered the art of asking questions. Have a piece of paper handy and ask questions of your prospect. Make sure the questions are intelligent, cause them to visualize themselves owning the product and promote a positive response or emotion. If your questions do all of these things you will be leaps and bounds ahead of the sales person who attempts to beat their prospect into submission by peppering him with facts. Make sure that the prospect is intelligently engaged in the sales process and your closing ration will sky rocket!
6. Tell a story if possible about your product of someone who used it and had tremendous. Make sure the story is one hundred percent true and a testimonial letter from a satisfied customer would even be better.
7. Realize buying is an emotional decision. You will need to supply your prospect with logical reasons to purchase, so when they leave they do not have buyers remorse. With that said, the actual purchasing process is an emotional one. Words that inspire emotion are ones that have the prospect seeing themselves utilizing the product and enjoying it. You might say, 'Imagine the peace of mind that you are going to have when you have this insurance policy.' 'Can you see yourself driving this car around town waving to your friends?' 'Think about the confidence that you are going to have after you learn the skills in this book!' All of these statements are ones that require the prospect to visualize themselves in the future benefiting and enjoying the product. This will stimulate their emotions and dramatically you improve your chances of closing the sale. It is important to understand that you are not manipulating when you do this. Instead, if your product is good you are enabling them to see how good it is and how good it will make them feel. If they purchase and your product does indeed do this, you have not manipulated
- you have inspired happiness in their life. That is worthwhile.
8. NEVER wing it. There is no glory in winging it. I know some salesmen who believe that if they can walk into a sales presentation and wing it, it proves that they are great sales professionals. No it doesn't. It proves that they failed to do their research and are ineffective time managers. The glory is not in winging it. The glory is in understanding the sales process and nailing it every time to catapult your success and bank account.
9. Give them an incentive to act now with a Godfather offer. Raise your hand right now if you are a procrastinator? If your hand isn't up right now, I am guessing it is because you are going to raise it later - right? When your prospect walks away from you - the odds of you closing the sale have just dramatically decreased. If you have done your research and homework then you have prepared an offer that they can not afford to walk away from. While your profit margin may be lower per unit, you will without a doubt sell more units and the final profit should be your focus. Give them a reason to act today or they likely never will.
10. Ask for referrals. After you have closed the sale, this person is your best source of new business. If you have sold them professionally and provided them with a great deal -simply say, 'You have made a great decision. You are going to love this product. Do you know anyone who might benefit from it as well?' At this point give them ideas - Do you know anyone who is a realtor? Insurance agent? Has kids? Owns a home? Is a sales manager? Ask questions that inspire the kind of answers that you want. You have to plant the ideas in their head.
My field of speaking is filled with men and women who view it as below their dignity to sell. They feel the role of a speaker to be a professor and to sink to the level of salesman is a second class position. Perhaps the reason I wholeheartedly disagree with this is that I don't believe there is such thing as a second class position. I believe The Queen of England is of no higher class of a person than my father who is a police officer or my mother who cleaned houses for a living for most of her adult life. I fail to see one human with a brain, spinal cord and heart of higher class than someone with the same equipment. Sales is not a second class profession. There is no such thing. So sell with pride and enthusiasm!
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. To learn more, go to http://www.yoursuccessstore.com/sales or call 877-929-0439.
"The most important single ingredient
in the formula of success is knowing how to get along with people."
Theodore Roosevelt
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2. Your Achievement Quotes
EXPECTATION
"Since you usually get what you expect in life, expect the best for yourself." -- Denis Waitley
"Begin each day by saying, 'I believe something wonderful is going to happen to me today!' And it will." -- Brian Tracy
"Don't join an easy crowd; you won't grow. Go where the expectations and the demands to perform are high." -- Jim Rohn
"The real winners in life are the people who look at every situation with an expectation that they can make it work or make it better." -- Barbara Pletcher
EXPERIENCE
"Mistakes are part of the dues one pays for a full life." -- Sophia Loren
"If we could be twice young and twice old we could correct all our mistakes." -- Euripides
"Prosperity is a great teacher; adversity a greater." -- William Hazlitt
"The past has one good thing about it... you can learn from it, and not make those mistakes again..." -- Doug Firebaugh
FAITH
"You can do very little with faith, but you can do nothing without it." -- Samuel Butler
"Material success may result in the accumulation of possessions; but only spiritual success will enable you to enjoy them." -- Nido Qubein
"Fear of failure and fear of the unknown are always defeated by faith. Having faith in yourself, in the process of change, and in the new direction that change sets will reveal your own inner core of steel." -- Georgette Mosbacher
"The only limit to our realization of tomorrow will be our doubts of today; Let us move forward with strong and active faith." -- Franklin D. Roosevelt
"What people get admired and
appreciated for in community are their soft skills: their sense of humor and
timing, their ability to listen, their courage and honesty, their capacity
for empathy." M. Scott Peck
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3. Your Achievement Tips
You Can't Get the Sale 'til You Ask for It by Jeffrey Gitomer
Seems too simple. Just ask.
In most cases to get the sale -- at some point you must ask for it. "Yes, Jeffrey," you say, "but when do you ask? What's the perfect time to ask?"
How do I know? No one knows that except you. I can only tell you it's a delicate combination of the prospect's buying signals, and your gut feeling.
How and what to ask are easier to define than when. Since the "ask" is a critical part of the sale, you'd better be prepared with a number of options for the how and what part.
Important note: Here's what never to ask. "What will it take for me to get your business?" or "What will it take to earn your business?" That's an insult question. Great salespeople figure out what it takes, and then do it.
More important note: Many salespeople are "ask reluctant." If this is you, just realize the worst that can happen when you ask is that the prospect says "no" -- which to any good salesperson means "not yet!" Big deal.
How do you ask for the sale? Here are 7.5 ways...
1. Ask -- What's the risk? When you ask the prospect what risks are associated in doing business with you, real objections surface -- or -- (and here's the best part) there are usually none that come to mind. You say -- "Well, Mr. Johnson, when would you like to start not risking?" and the sale is yours.
2. Ask -- When is the next job? If you're making a sale where there are lots of opportunities (printer, supplies, temp help, construction, graphic design) you only need to get one job (order) to prove yourself.
3. Ask for an indirect commitment. -- Could you arrange your schedule to be there at delivery? How many people will need to be trained? When can we set up training? (This is the assumptive position, explained in depth in an earlier article.)
4. Ask -- What's preventing it? Is there anything preventing you from doing business with us? What's in the way? What are the obstacles?
5. If there's an obstacle or objection ask -- Is that the only reason? In other words, Mr. Johnson, if it wasn't for (objection) then we could...
6. Ask or communicate creatively -- Go to the 5¢ & 10¢ store (pretty much dates me doesn't it) and buy some plastic fence and a few plastic (rubber) people. Wire one person to the fence that most resembles (or would be non-offensive to) the prospect. Send it in a box to the prospect -- and include a flyer declaring it's "National Get Off the Fence Week." Tell the prospect he's been thinking about it long enough -- and what better time to get off the fence, and place an order than during this special celebration week? Tell him he'll be helping underprivileged salespeople all over the world by getting off the fence and placing an order. Create some laughter. Have some fun. Make some sales.
7. Create an offer so good that you can end by asking "fair enough?" "Mr. Johnson, I don't know if we can help you of not -- but if you bring your most important examples to lunch on Friday -- if I can help you, I'll tell you. And if I can't help you, I'll tell you that, too. Fair enough?" Here's another -- "Mr. Johnson, give me a trial order and let me earn your business. If it's not everything I claim and more, you don't have to pay for it. Fair enough? ("Fair enough" should always be accompanied by a "can't say no deal.")
And when all else fails:
7.5 Ask with humor -- "Mr. Johnson, I finally figured out what it will take to get your business -- all you have to do is say yes! The more adventurous salesperson will add -- "When would you like to do that?"
Most important note: Ask for the sale when the mood is right. The worst possible place is in the prospect's office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show.
The rule of thumb is: ask early, and ask often. The best way to master the skill is -- practice in front of someone who can say "yes."
OK -- That's how and what to ask. When to ask is next week.
Jeffrey Gitomer is the author of The Sales Bible, Knock Your Socks off Selling and Customer Satisfaction is Worthless Customer Loyalty is Priceless. To order Jeffrey's many books and/or CDs and videos go to
http://gitomer.jimrohn.com call 800-929-0434. (c) 1999, 2004,
2007 All Rights Reserved - Don't even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer 704/333-1112.
"Some painters transform the sun into a
yellow spot; others transform a yellow spot into the sun." Pablo Picasso
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.
Learn:
- 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!
- How to ask for referrals and get so many quality leads you'll find yourself closing sale after sale in record time.
- 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
"It is not the strongest of the species
that survive, nor the most intelligent, but the one most responsive to
change." Charles Darwin
5. More Information
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"You can't solve a problem on the same
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