Ron
White's Ezine
October11, 2006
Issue 29
Ron
White's Homepage
Welcome!
To this edition of the Ron White Ezine! This week, I've put the
entire emphasis of the ezine on Sales and Selling! Why? Well, for those
who know me personally, you know I am SO passionate about selling! It's
an exciting, rewarding field to be in (and it can also be a tough one
too)! So, I'll give you my Ten Commandments of Selling, the guest
article is by one of the Masters of sales, Brian Tracy and I'm SO
excited about this week's special product!!
Now, I have to brag just a little here, because I pulled off the deal of
the century (no, I'm not going to give it all away here in the welcome;
you'll have to read a little to get there)! :-)
This product is one of my ALL-TIME, FAVORITE programs and if you're
looking to practice the memory skills you've learned in my Memory in a
Month CDs (that is a shameless plug if you weren't paying attention),
then THIS is THE program to try it on. There is SO much valuable
information jam-packed into this CD program AND it's by one of my
favorite authors/speakers. AND to sweeten the deal for those of you new
to my ezine or you just haven't purchased my Memory in a Month 6 CD
program, I've made a VERY special offer for the two products.
Have I peaked your curiosity yet, if so get to reading! Great stuff
waiting for you below!
Go for More this Week!
Ron White
P.S. Today's issue is going out to more than
45,926 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. The Ten Commandments of Selling by Ron White
2. Quotes of the
Week
3. Seven Self-Motivators by Brian Tracy
4. It's like spending two days at the "best 'live' seminar he's ever given" at less than one-fifth the price!
5. Customer Feedback
6. More Information
1. The Ten 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 employ 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 you 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!
-- Ron White
Ron White has spent over a
decade training business professionals and students how to improve
their memory, grades and income. He has appeared on FOX television,
broken a Guinness Record by memorizing a 28-digit number in 75
seconds, been a guest on over 35 radio programs in the United States
and Canada, and his articles have appeared in print across the
country. Ron's live workshops sell out every time at $349 per
person. For more information about Ron's best-selling, Memory in a
Month program as part of a special offer -- this week only -- scroll
down to #4 below, or go to
http://sp6.yoursuccessstore.com or call 877-929-0439.
2. Quotes of
The Week
SALES/SELLING
"Even if you are new in sales, you can make up in numbers what you lack
in skills." -- Jim Rohn
"First help your prospect to identify their joy. Only then have you
earned the right in their mind to help them identify their pain, which
you can then help them fix with your product, service, or opportunity."
-- Bob Burg
"Ask questions to gain, and maintain control of the conversation. You
can't direct anyone toward a purchase that's good for them until you get
them to tell you what they want." -- Tom Hopkins
"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
"Life is a series of sales situations, and the answer is NO if you don't
ask." -- Patricia Fripp
"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
"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
3. Seven Self-Motivators by Brian Tracy (excerpted from the Success Mastery Academy)
Here are seven Self-Motivator reminders for you to review on a regular
basis.
#1 - Get Serious. Make a decision to go all the way to the top. Up to
now you've thought about it. Up to now, it's passed your mind. Many of
you made the decision, and you've made up your mind to go all the way to
the top, and your lives have taken off. It's the most extraordinary
thing. Your life is one, like in the shadow going up the dark side of
the hill until the moment you decide that "By gum, I'm gong to be the
best at what I do. I'm going to be in the top 10 percent." And suddenly
you rose into the sunshine, and your life is forever after different -
wonderful. Get serious. Don't fool around anymore.
#2 - Identify Your Limiting Step to Sales Success. What's your limiting
step? What's the one skill area that's holding you back? What's the
skill? What's the quality? What's the action? Ask other people. Find out
what you need to become good at. Sometimes it may be only one skill. If
you became really, really good on the telephone, you could maybe double
your prospecting effectiveness and double your sales. If you became
very, very good at getting the order at the end from qualified
prospects, you could double your sales. If you became very, very good at
managing your time to really, really manage your time well, you may be
able to double your face time and double your income. Find out what's
holding you back. What is the critical limiting step that's determining
your success today?
#3 - Get Around the Right People. Who are the right people? The right
people are the people in this room. Get around winners. Get around
positive people. Get around people with goals and plans, people who are
going somewhere with their lives and have high aspirations. Get around
eagles. As Zig says, "You can't scratch with the turkeys if you want to
fly with the eagles." And get away from negative people. Get away from
toxic people that complain and whine and moan all the time. Who needs
them? Life is too short.
#4 - Take Excellent Care of Your Health. Take excellent care of your
physical health. That means good diet, good exercise. Everybody knows
they should eat better foods, get regular exercise and especially lots
of rest. That's very important. If you're going to work hard 5 days a
week, go to bed early 5 days a week. Get a good night's sleep. Be fully
rested, and tonight get really rested. You don't have to watch the
Letterman Show...
#5 - Positive Visualization. See yourself as the very best in your
field. Remember, all improvement in your life begins with an improvement
in your mental pictures. Visualize yourself, see yourself as the best
continually. You are the best. Isn't that right? So therefore, see
yourself as the best.
#6 - Positive Self-Talk. Talk to yourself positively all the time.
Control your inner dialogue. And what do you say to yourself? Say, "I'm
the best." Say it. Say I'm the best. I like myself. I can do it. I love
my work. Yes, that's how you talk to yourself. And the more you say it
to yourself...someone may say, "Well, what if you say those things to
yourself and you don't believe them. Isn't that lying to yourself?" No,
that's not lying to yourself. It's telling the truth in advance. Because
it doesn't matter where you're coming from - all that matters is where
you're going. Talk to yourself the way you want to be, not the way you
just happen to be at this moment. Remember, you may have gotten where
you are today largely by accident. But where you're going in the future
is purely by design.
#7 - Positive Action. Get going. Move fast. Develop a sense of urgency.
A sense of urgency is the one thing that you can develop that will
separate you from everyone else in your field. Develop a bias for
action. When you get a good idea, do it now. Only 2% of people in our
society have a bias for action. And if you're already in the top 10%,
you can move yourself in the top 2% by resolving that whenever you have
an idea or something, do it now. And the faster you move, the better you
get. And the better you get, the more you like yourself. And the more
you like yourself, the higher your self-esteem is. And the higher your
self-esteem is, the greater your self-discipline. And the more you
persist, then you ultimately become unstoppable.
Remember, You're the best!
Brian Tracy
A Word From Brian Tracy:
"I really consider The Success Mastery Academy one of my all-time, best
programs. Kyle Wilson and I sat down and said if we could condense
everything that we've learned on leadership, communication, setting
goals, selling, negotiation, financial independence, etc. -- all the
different subjects that people needed to know to be really successful --
what would they be? So we worked together. I spent many, many months
writing this program and created a workbook that went with it. It covers
time, money, relationships, leadership, family, every type of
communications, self esteem, personal growth, secrets of self made
millionaires, setting goals -- 16 subjects in all. We put it all
together into a two-day live event and then I gave it to thousands of
people all over the country and it just literally blew people away. And
then we took the four best recordings, from our two day seminars, 16
hours each, and spent 6 months combining the very best sessions from
each of these four seminars, into a seminar that is virtually a personal
treat on personal success and achievement. I truly consider the SMA a
masterpiece!" -- Brian Tracy
Purchase Brian Tracy's Success Mastery Academy at a HUGE discount -- this week only --
or add Ron White's Memory in a Month for an even greater discount. For more information
or to order, scroll down to #4 below or go to
http://sp6.yoursuccessstore.com or call 877-929-0439.
4. It's like spending two days at the "best 'live' seminar he's ever given" at less than one-fifth the price!
I was able to pull off a one-time, incredible deal
to offer my readers this incredible product for just "pennies on the
dollar"! This is a "must have"
for every personal development and office library. In fact, it covers
so many subjects it's almost a personal development library in itself.
This product normally retails for $395 BUT I was able to negotiate a HUGE
discount so I could offer it to you for only... Are you ready for this? I
can't believe the price is SO low... Man, I wish ezines had sound 'cause I'd
have a drum roll sounding right now! Oh, but wait, I almost forgot, I need
to tell you about the program BEFORE I tell you the price... So here goes!
Using it you can learn how to communicate and negotiate
better, manage your time, set and achieve goals, make more money, simplify
your life and supercharge your career.
Participants who paid $500 and more to attend the complete 2-day seminar
where this program was recorded live, have called it the "best ever given"
by Brian Tracy.
Brian has spent more than 20,000 hours researching and reading on the
subject of personal and business success. He has traveled or worked in more
than 80 countries on six continents and speaks four languages.
During his career he has served more than 1,500 companies as a
consultant in executive development, sales, marketing, creativity and
personal achievement.
Here are just a few of the things you
can accomplish with the lessons you'll learn from Success Mastery Academy:
- Build unshakable levels of self-esteem and
self-confidence
- Set and achieve goals in every area of life
- Discover the success secrets of self-made
millionaires
- Manage your time better and double your
productivity
- Negotiate better deals every time
- Increase your income and achieve financial
independence
- Communicate, persuade, influence more effectively
- Release your full potential for success
Topics covered on Success Mastery
Academy include these 16 MODULES:
Module 1: Qualities of Master Achievers
Module 2: Managing Yourself and Others for Peak Performance
Module 3: How to Make Quantum Leaps in Sales and Business
Module 4: Time Empowerment
Module 5: Maximum Selling Strategies
Module 6: Positioning, Perception and Self-Image in Selling
Module 7: Persuasion, Negotiation, and Influence Skills
Module 8: Success and Self-Motivation
Module 9: The Magic of Self-Direction
Module 10: Personal Strategic Planning for High Performance
Module 11: How to Set and Achieve Goals
Module 12: Communication-The Master Skill of Powerful Relationships
Module 13: Achieving Financial Independence
Module 14: Twenty-One Traits of Self-Made Millionaires
Module 15: Achieving Success in Family and Business
Module 16: Leadership, The Critical Difference
Read what Don Depaul of Personal Success Radio has to say about the
Success Mastery Academy: "After reviewing hundreds of audio programs for
over ten years, Brian Tracy's "Success Mastery Academy" is truly the
most comprehensive and enjoyable program on success that I have ever
listened to. This program goes beyond an investment in your future to
skills you will use your whole life long. This weekend is pure magic. I
have never heard Brian so alive and funny as well! We live in an
increasingly complex society and this program helps clear the road to
success. As Brian would say, 'by gum this is it!' Every tape is
mesmerizing and intoxicating to the mind. I listened over and over again
and will continue for many years to come. Thank you, Brian Tracy, for
knowing what your purpose in life is. I know mine is even clearer than
it was before. Thank You!!!"
Dr. Cheryl Jack of Nebraska said, "This program is one I will never
lend...because it won't come back. The section on goal setting and
getting is just awesome. Brian is energetic, straight-shooting and
ON-Target. I use these techniques every day to help clients overcome
their self-imposed limitations. Simply put, it is a Manual for Life.
Well done, Brian. I definitely want to be at your next one."
Here's what a few of his peers say about his
ability:
"Brian Tracy is the master of self-management skills
development. He gives us an encyclopedia of inner wealth that is more
knowledge-based, action-oriented and relevant to today's global achiever
than any other source you can tap." Denis Waitley, author of The
Psychology of Winning
"Brian Tracy is the master of personal empowerment.
His principles in the areas of success and achievement have profoundly
affected the lives of countless individuals. He truly is one of the most
effective teachers of our time." Mark
Victor Hansen, co-author of Chicken Soup for the Soul
"Brian Tracy can be your key to success and happiness
if you will only follow his powerful principles."
Og Mandino, author of The Greatest Salesman in the
World
This program retails for $395. It is currently on
special at BrianTracy.com for $150. Order this week and pay just $97
(for CDs). To download mp3 files immediately, pay just $79.
(Important note: This program is more than 160 MB to download. Do not
purchase the download if you do not have DSL, cable modem or faster
connection.)
Brian Tracy's "live" Success Mastery Academy
(16 Modules/16 CDs and workbook)
Retail Price $395
Special Online Price $150
Special One-Week Only Offer - $97
Also add my Memory in a Month 6 CD
program with Brian Tracy's Success Mastery Academy and pay only
$157 -- for both!
5. Customer Feedback Here are some of the testimonials and
comments we received from our Ezine subscribers. We love receiving
comments and feedback from our readers - so keep it coming, and don't
worry I won't let it go to my head too much!
Nothing will stop me as from today, l will improve my personal geography
as nobody's business! This article is encouraging, I'm not the same
anymore after reading it. Thank you and stay blessed.
-- Beauty Mulenga
I received all the CDs last week. I'm on disk 4 of the Mind of Einstein
and I have to say, I Love it!! Thank you so much for making it. I'll
probably end up listening to the whole thing several times. Once won't
be enough! Anyway, you've really touched my heart and I just wanted to
say, thank you!
-- Rebeka Karrant
Wanted to say I have really enjoyed and put into practice your Memory in
A Month program. It's been a great tool for me and my business and I
look forward to using it more and more in my daily life. The only
suggestion I have for you is to up the price. You should be able to sell
this program for at least three times what you are charging. I am not
even kidding.
-- Ben Blackmon
Thank you Ezine readers, for the sincere and kind words of encouragement
and appreciation you sent us! -- RW
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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