Ron White's Ezine
April 5, 2006
Issue 16

Ron White's Homepage

Welcome!

I am having a ton of fun this week! I will be speaking in Delaware and Ohio, however, what gets me equally excited is that I get to see a Baltimore Orioles baseball game Thursday night at Camden Yards! If you have been reading my ezines you know that I am a huge baseball fan. I started the week in Texas at the Rangers home opener and will see the Orioles in Baltimore on Thursday. So this gave me a great idea! If your group has a meeting in the next six months and you are in a city that has a Major League baseball team, I will speak at your meeting for only $3500 for up to four hours (four hours is normally $7500) plus travel as long as you include two tickets to a baseball game that evening!

Furthermore, if you have not downloaded my free eBook - 22 Success Lessons From Baseball - make sure you get it at http://www.jimrohn.com/22lessonsoffer.asp (Tell your friends who love baseball about this book!)

And finally, I am going to be on The Discovery Health Channel several times in the next few weeks. I will appear on 'The Dr. Know Show' during their segment called 'Head Games' where I will show off -- I mean demonstrate -- my memory skills. ;o) You can watch it:

April 11th at 8 pm
April 11th at 11 pm
April 16th at 5 am
April 16th 11 am

These times are Eastern Standard Time, and remember this is The Discovery HEALTH Channel -- same company but different channel than The Discovery Channel.

Watch for me on The Discovery Health Channel next week, and I will watch for you at the ballpark!!

Go for more this week!
Ron White

P.S. Today's issue is going out to more than 30,455 weekly subscribers. 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. Empty Boxes and Orders by Ron White
2. Quotes of the Week
3. Guest Article: The Two Most Important Words in Selling by Jeffrey Gitomer
4. Free eBook - 22 Success Lessons From Baseball -- PLUS Save 20% on all Mp3s and eBooks!
5. More Information

1. Empty Boxes And Orders by Ron White

There are two types of sales professionals. The first type is called the 'It Is Not My Fault Salesperson' and will routinely bring back excuses on why they didn't make the sale to the prospect. The second type is the 'Empty Boxes and Orders Salesperson'. This sales professional is given that name because that is routinely what they bring back - empty boxes that used to hold product and back orders for more product.

If you are in sales you must decide which group you will fall into. Now, does this mean that if you are an 'Empty Boxes and Orders Salesperson' that you will one hundred percent of the time bring back empty boxes and orders? Of course not, every now and then you will bring back boxes of product and no orders. However, because you are not the 'It is Not My Fault Salesperson' you refuse to allow yourself to make excuses or blame the situation or prospect for the lack of sales. Instead, you pose the question - What could I have done differently to earn their business? What could I have said that I didn't say that might have caused them to move to action?

When you shift the responsibility for making the sale from the prospect to yourself you are shifting your mindset from a victim of sales to a creator of sales. Victims of the sales environment have skinny kids. Creators of a positive sales environment take their kids on exotic vacations.

I recently had a speaking engagement and I sold every single person in the room and sold out of every single product I brought. When I got back to the office I shared with my business partner that I thought I could have done a few things differently to get more sales the next time. He looked at me and smiled and said, 'Ron how could you have done any better? You sold everything that you brought with you and you sold every person in the room!' I kind of smiled and said, 'Yeah, I guess you are right.'

But you know what? That is just my attitude, after every sales presentation that I give I always ask the question, 'How could I have sold more? How could I have made more money?' In other words, what can I do to get better. The 'It Is Not My Fault Salesperson' refuses to ask those probing questions of themselves because in doing so they are admitting that they alone are responsible for the outcome of their income.

Take responsibility for your sales numbers and result and I can't wait until you are brining back empty boxes and orders more often than not!

-- Ron White  

2. Quotes of The Week

SALES/SELLING

"Home Depot knows 'the more they help, the more they sell' -- oh by the way, for the 'bottom liners' who disagree -- it's also vice-versa." -- Jeffrey Gitomer

"Demonstrate to your customer the difference between price and cost. The price is what it takes to purchase the item. The cost is the amount the customer eventually pays. They are not the same." -- Brian Tracy

"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

"Life is a series of sales situations, and the answer is NO if you don't ask." -- Patricia Fripp

"Now, if you want to get rich, you have only to produce a product or service that will give people greater use value than the price you charge for it. How rich you get will be determined by the number of people to whom you can sell the product or service." -- Earl Nightingale

"In sales there are going to be times when you can't make everyone happy. Don't expect to and you won't be disappointed. Just do your best for each client in each situation as it arises. Then, learn from each situation how to do it better the next time." -- Tom Hopkins



3. The Two Most Important Words in Selling by Jeffrey Gitomer

Can you guess what they are? Make money, customer service, close sales, follow up. No. They're words about sales -- I'm talking about two words that lead to sales. Hint: The words are separate.

Give up? The first word is you.

Many sales people believe that customers buy their products and services first. Incorrect. The first thing prospect's buy is the salesperson. The first sale made is you.

In order to affect any direct sale the customer must first believe in the person conveying the message. This is unfortunately most evident when "you" is bad. Ever walk out of a car dealership because the salesperson was too pushy, or worse, insulted you? Then drove somewhere else and bought the same product because they were "nice" to you. You bought the salesperson -- then you bought the product.

Ever had a rude salesperson or server, and walked away without purchasing? Not only did you walk away, you told friends and associates the horror story. The person couldn't sell themselves, therefore couldn't complete a sale that the customer was anxious to make. Amazing isn't it?

It all begins with you. Prospects must first believe in (and like) the messenger, or the message has no credibility.

How's your personal product? How's your you? Is it salable -- or does it need some work?

Rate your you. Here are 10.5 things that make "you" strong enough to make a sale. Rate yourself in each category from one (poor) to ten (the greatest) -- and see how great "you" are. Put your rating on the line before the number.

____ 1. Your image. How you look affects the way you are perceived. How do you look?

____ 2. Your ability to speak. Your ability to convey the message. Are you a member of toastmasters?

____ 3. Your ability to establish rapport. Making the prospect feel at ease, and developing some common ground as a basis to move forward. Do you make the scene warm?

____ 4. Your attitude. Your enthusiasm combined with your state of internal happiness. Not what you say, but how you say it. Are you positive plus?

____ 5. Your product knowledge. Your convincability. Do you know it cold?

____ 6. Your desire to help. Desire to help shows through, so does greed. Does your help side outweigh your greed side?

____ 7. Your preparedness. A confidence builder if you are, or destroyer if you aren't. Do you prepare for every call?

____ 8. Your humor. Nothing builds good feelings like good humor and a good laugh. Can you make others laugh?

____ 9. Your sincerity. Shows through either way. Are you genuine?

____ 10. Your reputation (or the reputation that precedes you). If you are well known in the community, or in your field, you may walk in with a slight advantage. How's your reputation?

____ 10.5 Your glue. The way you handle your total package. Your Stature. The way you carry yourself. The way you put it all together. The character of you is what leads to the credibility of what you sell. How well are you "put together"?


How'd you score? Perfect score is 110.

If you scored from 100-110 you are a great you with a great success story to tell, and are setting a great example for others.

90-99 Pretty darn good you. Climbing the ladder, and making daily progress.

70-89 You ain't as hot as you think. You're in need of a 20 minute personal daily workout.

50-69 You're mediocre at sales, and so is your success to date. You have a decision to make. Stay and get better every day, or get out before you're fired, and blame someone else for all that's wrong with you.

30-49 You stink. Go to the nearest bookstore, buy Dale Carnegie's How to Win Friends and Influence People. Don't leave home until you read it.

Making you great is fun. And it will make more sales than 1,000 sales techniques. Oh, and for those of you who have a long way to go, here's the best advice I've ever heard to start (and stay) on the path to being the best -- You are the greatest, if you think you are.

The second most important in sales is. (out of space -- see you next time)
Jeffrey Gitomer


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 All Rights Reserved - Don't even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer 704/333-1112.




 

4. Free eBook - 22 Success Lessons From Baseball -- PLUS Save 20% on all Mp3s and eBooks! !

5. 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: Issue 16 - Printer-Friendly

How to Subscribe - Subscribe at Memory in a Month or send an email with JOIN in the subject to ronwhite@yoursuccessstore.com

How to Unsubscribe - Use the automatic unsubscribe link at the bottom of this email, or send an email with Remove in the subject to ronwhite@yoursuccessstore.com

For a complete listing of Ron White's CDs and downloadable products go to:
http://ronwhite.jimrohn.com

Booking Ron White - Send an email to hilary@yoursuccessstore.com and include your name, company, date and location of event, along with anticipated audience size and composition.

No Spamming or List Sharing! - You can rest assured that your subscription email address will be kept in the strictest confidence. We do not divulge, nor make available to any third party, our subscription list. Your privacy is paramount to us! Therefore, it receives the respect it deserves!

Copyright/Reprint Info - The contents of this Ezine may be copied, reproduced, or freely distributed for all nonprofit purposes without the consent of the author as long as the author's name and contact information are included.

Example: Reproduced with permission from the Ron White Ezine. To subscribe to Ron White's Ezine, go to http://www.memoryinamonth.com or send an email with Join in the subject to ronwhite@yoursuccessstore.com Copyright 2006 All rights reserved worldwide.

All contents Copyright 2005, 2006 except where indicated otherwise. All rights reserved worldwide. **Duplication or reprints only with express permission or approved Credits (see above). All trademarks are the property of their respective owners.

Contact Information:

2835 Exchange Blvd., Suite 200
Southlake, TX 76092
877-929-0439
International and/or Dallas/Ft Worth - 817-442-5407
Fax 817-442-1390 or visit the website at Memory in a Month

Ron White's Homepage