Ron
White's Ezine
August 24, 2005
Issue 02
Welcome!
Hello and welcome to Issue 2 of the (new and
improved) Ron White Ezine. This week's articles and quotes are for
all of you who feel you may be falling short of hitting your career
goals, and yet feel powerless to change it. The reality is that we
are all involved in the business of selling.
Enjoy and go make it happen!
Ron White
(the Memory guy, not the 'tator salad' guy)
If you enjoy this week's edition and find it
to be valuable, then if you would do me the favor of forwarding it
to your friends, family and associates, it would be very much
appreciated. If they would like to subscribe, have them send an
email to:
ronwhite@yoursuccessstore.com
In This Issue.....
1. I am a Salesman by Ron White
2. Quotes of the
Week
3.
Want a Speaker Who Will Educate Your Group While Instilling Humor, Excitement and
Passion?
4. Guest Article - Can't Get an Appointment? Try Harder, Try Smarter by Jeffrey Gitomer
5. Special Product Offer!
6. More Information
1. I am a Salesman by Ron White
Do I see myself as a speaker?... Nope.
Author?... Try again.
Memory expert?... No.
Guinness Record breaker?... nah.
Entrepreneur?... Closer, but not exactly.
Instructor?... Getting colder.
Motivator?... Wrong.
Salesman?... BINGO!!
I am a salesman and very proud of that! This is how I see myself and the
question is why don't more people see themselves as sales people?
What about the talented musician who has the voice of an angel and can
play a piano better than Liberace, but does not think that he is a
salesman? I will tell you what - he will have to rely on getting lucky
with a big break or hunt for a promoter. Or maybe the dentist who has
opened up his shop and waits for the customers to walk through the door.
Most people will invest all their assets in marketing before they invest
one hour in cold calls, yet cold calls is where it all starts.
First of all, you must get the belief through your head that we are all
sales people. Whether you think you are or not - you are! If you
participate in capitalism, you better see yourself as a salesperson or
be dependant upon others for your success.
Next, abandon the idea that being a salesperson is below your dignity.
Do you know what is really below your dignity? Not fulfilling your
potential because you didn't want to "lower" yourself to being a
salesperson.
Realize that sales all begins with a cold call. Cold calling is not so
bad. It is a great opportunity to get your foot in the door and at the
very least open the prospect's mind to your idea. After you do this for
a few weeks a ratio will emerge and you will begin to see how many cold
calls it takes to get a sale. This is when it becomes fun and you work
to improve your ratio. Make it a game!
Understand that the difference between making a living and making a
fortune in sales starts with networking referrals. Brian Tracy tells us
that the average person has a sphere of influence (people they see at
PTA meetings, neighbors, family, friends, etc.) of 260 people. If you
don't ask for referrals you won't get them.
Close the sale! The salesperson who has a great presentation but can't
close is a conversationalist and conversationalists don't get paid very
well. At the end of your presentation give them an alternate choice
close - "Would you like blue or red?" That is a close and
non-threatening. Or simply ask, "Why don't you give it a try?"
Finally, remember when a person is sold professionally, people enjoy it!
I spoke recently at a real estate office in San Antonio. The sales
manager stood up when I finished and said, "Wow! I don't think anyone
who was trying to sell us something has made us feel so good in the
process!" I yelled from the back of the room, "I am a salesman!" He
enjoyed being sold and so did his group because it was professional.
When done right, the sales process should be fun!
Are you a dentist, musician, author, speaker, doctor, lawyer or anything
without the title of sales? If you are, do yourself a huge favor and
begin to see yourself as a salesperson! Making cold calls is not below
your dignity. Not fulfilling your potential is what is below your
dignity.
Ron
2. Quotes of
The Week
"Practice the Golden Rule in selling: 'Sell unto others as you would
have them sell unto you.'" -- Brian Tracy
"Here's the rock, paper, scissors game of selling:
Relationship is more powerful than price.
Relationship is more powerful than delivery.
Relationship is more powerful than quality.
Relationship is more powerful than service." -- Jeffrey Gitomer
"Practice is just as valuable as a sale. The sale will make you a
living; the skill will make you a fortune." -- Jim Rohn
"Life is a series of sales situations, and the answer is NO if you don't
ask." -- Patricia Fripp
3. Want a Speaker Who Will Educate Your Group While Instilling Humor,
Excitement and Passion?
Over the past decade Ron White has traveled the country and shared with
business professionals and students the value of a trained memory. Ron
recently completed a speaking tour in Malaysia and Singapore where he
shared the stage with serveral well known and respected presenters.
After the tour was complete, he was astounded to find out that out of
the six speakers, Ron was the only speaker who received a perfect score
from both audiences! The events went so well he has been invited back to
conduct a 20 city tour of China next year, then Thailand and Australia!
Ron has delivered tailored workshops for General Motors, Microsoft, Boy
Scouts of America, Lexus, Coldwell Banker, Norwest Mortgage, Century 21
and thousands more across the country.
He broke the Guinness World Record by memorizing a 28 digit number in 1
minute 15 seconds on the FOX Good Day Dallas Show. (March 1, 2001)
He memorized the first seven chapters of the book of Proverbs for the
Christian Business Expo in 1996. However, he will be the first to tell
you, "What is amazing is not that I can do these things...it is amazing
that I can teach ANYONE to do these things!"
Ron White is available to speak to your business or organization on the
following topics:
How to Have a Winning Year - Ron's Signature Series!
Improve Your Memory - Double Your Sales
The Benefits of a Powerful Memory
22 Success Lessons From Baseball
How to Develop the Mind of Einstein
Selling's Not Telling
A Message From Ron White....
In my talk How to Have a Winning Year, I cover three key areas. The
first area is Memory Skills to Boost Productivity. I do the exact same
demonstration live for your group that I did on FOX television when I
broke the Guinness World Record for memory by memorizing a 28-digit
number in 1 minute and 15 seconds. This will generate the excitement and
interest on how powerful the human brain actually is. Then we transition
to remembering names and faces. We will talk about the value of giving
speeches without using notes and being able to memorize your product
knowledge or information pertinent to your job.
The second part of my How to Have a Winning Year talk is How to Maintain
Positive, Upward, Consistent Growth in Your Life. Believe it or not,
there is a way to not ride that rollercoaster of life with ups and
downs. Sure there are still going to be ups and downs, but you can help
make the slope consistent, positive and maintain upward growth.
And finally, we will close out the How to Have a Winning Year talk with
How to Think Life the Great Thinkers -- Einstein, Leonardo da Vinci and
Alexander Graham Bell. We will look at the lives of these great thinkers
and find out what it was that enabled them to tap into the other 90% of
the brain that most are not using.
This seminar is going to be fun, it is going to be professional and it
is going to be educational. Your group is going to be laughing and they
are going to have a great time. But they will also walk away with some
very tangible skills that they an put into practice that day to increase
their productivity and to increase their performance.
This seminar will be one you will never forget. I am looking forward to
it and I hope you are as well. Please call or email and let's schedule
this wonderful opportunity for your group today.
To Book Ron White to speak for your company,
group, association, weekly/monthly meeting, office staff etc., send an
email to
hilary@yoursuccessstore.com and include your name, company, date and
location of event, along with anticipated audience size and composition
or call 877-929-0439 and ask for Hilary or Charles.
4. Can't Get an Appointment? Try Harder, Try Smarter by Jeffrey
Gitomer
The guy won't appoint me.
I can't get an appointment.
He didn't show for his appointment.
He won't commit to an appointment.
She won't return my phone call.
He has rescheduled me three times in two weeks.
Welcome to the reality of a salesperson. The above situations are not
problems they are symptoms. When these symptoms (excuses) occur, there
are unstated but obvious objections. Pick the one that applies to you.
If you think none of these apply to you, think again.
- You haven't established enough interest.
- You haven't given any value.
- You haven't created or uncovered need.
- You are unable to or have not established any rapport.
- The prospect is already doing business with someone she is satisfied with.
- You have been talking (telling) instead of asking (selling).
- The prospect doesn't see you as important enough to carve out time to meet.
- The prospect feels "sale" rather than "relationship."
- The prospect has an unfavorable impression of you, your company, or your product.
Get creative, Jack (Jackie). You're not going to let little things like
that prevent you from achieving your objective are you?
Here are some strategies and tactics that have worked:
Get referred - Find someone you know who knows who you want to appoint.
Get them to call Mr. Elusive for you if possible (to smooth the way, or
find out the real reason he won't see you).
Use the fax - Send a referral letter, a top ten list, a cartoon, your
daytimer for next week with the open times circled. Use the fax to open
the door.
Send a plant, flowers or a small gift - You will be amazed how much ice
you can melt with a small gift. Flowers can get through a brick wall no
matter how thick it is. The right gift basket will bring remarkable
response.
Get close to the administrative person who knows your prospect best -
Find out what your prospect likes. His typical schedule - arrival and
departure times. Gather information.
Arrange to meet the prospect at a networking event - Trade association
meeting, Chamber of Commerce event, ball game. Want to know where he'll
be? Ask the prospect's administrative person or sales team.
Send a provocative letter without being provoking - Ask questions or
make statements in the letter that make the prospect think. Don't sell
your product, just pique interest and sell an appointment.
A cold call just at a time when you know (from the administrative
person) he'll be there - The best time for this is before the day begins
or after the day is over.
Take a risk, take a chance - Use your creativity. Don't be afraid to
make a mistake, don't be afraid to fail, don't worry about rejection,
and don't quit just because some yahoo won't see you. If you believe you
can help the other person -- never quit.
Want a few closing lines to get the appointment? Here are three:
- If you must use the dreaded "alternative choice" close, ask it this way: Would you rather have breakfast or lunch?
- A better approach is to ask the prospect when are his open (best) times to meet and then suggest a meal.
- The best approach is honesty. My objective is to help, Bill, but I don't know if I can. We'll exchange information at lunch. If I feel I can help you, I'll tell you; and if I can't help, I'll tell you that too. FAIR ENOUGH? It's hard to say no to that.
BONUS: There are benefits that transcend
getting the appointment. Using your creative power achieves four other
purposes:
1. It will enable you to achieve your short-term goal of appointing the
prospect (and perhaps make the sale).
2. It will provide you with a proven method of approach that will work
again for you and for others.
3. It will prove that your creativity is a tool you can begin to rely
on.
4. It will make you feel great that you persisted and achieved your
goal.
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 877-929-0439. (c) 1999, 2004 All Rights
Reserved.
5. Featured Product of the Week!
Three Very Special
Offers,
including
Ron's
Newest Release
How to Develop the Mind of Einstein
Plus
Memory in a Month
and
Write It On Your Heart
Buy Individually or
Buy all Three and Save Big!
Plus Bonus Hardbound book and
*Free Shipping
How to Develop the Mind
of Einstein not only educates you in
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thinking, skills, relationships, time management and more.
6 CDs plus workbook
Special Introductory Pricing and Free Shipping
Memory in a Month
- in only 10 minutes a day for
30 consecutive days you can transform your mind from forgetful to
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chapters of books word for word, and routinely memorize 100 digit
numbers after hearing them only once! 6 CD's and Workbook
Write It On Your Heart - Simple Steps to
Scripture Memory. Have you
struggled with scripture memory in the past? It isn't because you
weren't equipped with the ability, you are the greatest computer
ever created. It is because you didn't know a system. Write It On
Your Heart is a simple system that anyone can follow to memorize
small or large amounts of scripture.
Our minds are the product of an organized Creator, who has given us
with the greatest computer ever created and ability to memorize
scripture. This 2 CD program is the software for your mind that will
enable you to memorize scripture and experience the life change that
results when the word of God is written on your heart.
For
details and to order go to:
http://einstein.jimrohn.com or
call 877-929-0439 |
6. More Information
Ezine Archives - To review previous issues of Ron White's Ezine,
please go to: Ezine Archives
Printer-Friendly Version - Ron White's Ezine:
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All contents Copyright 2005 except where
indicated otherwise. All rights reserved worldwide. **Duplication or reprints
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Contact Information:
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877-929-0439
International and/or Dallas/Ft Worth - 817-442-5407
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