Ron
White's Ezine
April 19, 2007
Issue 41
Welcome!
Here is a true story of military boot camp...
It was the night before boot camp graduation and the drill sergeant
entered the room and told the recruits, 'There will be a gear inspection
in the morning. If your gear is not spotless - you will not graduate.'
For the recruits who had been doing this task all along, this was not a
big deal because their gear was already relatively clean. On the other
hand, panic spread on the faces of those who were more messy,
disorganized and unprepared.
Then the drill sergeant began splitting the recruits up in pairs of two.
He was pairing 'squared away' recruits with recruits who were known to
be messy. The drill sergeant then said, 'Swap gear. You will clean each
other's gear tonight - do not touch your own gear!' For some, they spent
hours cleaning the gear of another recruit and hoping the other recruit
was doing as diligent a job.
After some stress everyone graduated, but an important lesson was
learned. If the recruits had been watching their fellow team members all
through boot camp it would have been no big deal because everyone would
have had clean gear. Instead, many of the recruits were only worried
about themselves and this led to some having dirty gear.
I have never been in an organization that teaches teamwork as well as
the military. The business lesson we can extrapolate from this is on
your sales team or in your office - the strength of your organization is
not dependent solely on you. If your sales are high and someone else in
your office has no clue what they are doing - that reflects on your
company. Some sales professionals will not come along side a low
performing sales professional and help them get better, because deep
down they like being #1 and don't want the competition at the month end
review. This is not the attitude of success and teamwork.
Instead, see yourself as a team and understand your strength depends
upon the strength of your fellow members. Keep an eye on others and
their "gear". If it is looking dirty, make them aware of it for the sake
of the team and everyone gets better! It is not just your graduation
that you should be concerned with, but the entire team!
A great tool that can help you accomplish this is my new program The
Proven System For Success in Sales. For more information scroll down to
#4 below. This program will help you make sure not only yours, but also
the "gear" of everyone on your sales team is spotless!
Go for More this Week!
Ron White
PS Today's issue is going out to more than
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In This Issue.....
1. Empty Boxes And Orders by Ron White
2. Quotes of the
Week
3. The 13 Absolutely Unbreakable Laws of Money by Brian Tracy
4. Supercharge Your Earning Power!
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
Ron White asks: What if you could 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.
2. Quotes of
The Week
SALES/SELLING
"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
"You create a customer by convincing him overwhelmingly that you are the
lowest-risk, highest-value, easiest person and company to do business
with." -- Brian Tracy
"Even if you are new in sales, you can make up in numbers what you lack
in skills." -- Jim Rohn
"Don’t celebrate closing a sale, celebrate opening a relationship." --
Patricia Fripp
"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
"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
"Internalize the 'Golden Rule' of sales that say, 'All things being
equal, people will do business with, and refer business to, those people
they know, like and trust.’" -- Bob Burg
3. The 13 Absolutely Unbreakable Laws of Money by Brian Tracy
1. The Law of Abundance: We live in an abundant universe in which
there is sufficient money for all who really want it and are willing
obey the laws governing its acquisition.
2. The Law of Exchange: Money is the medium through which people
exchange their labor in the production of goods and services for the
goods and services of others.
3. The Law of Capital: Your most valuable asset, in terms of cash flow,
is your physical and mental capital, your earning ability.
4. The Law of Time Perspective: The most successful people in any
society are those who take the longest time period into consideration
when making their day-to-day decisions.
5. The Law of Saving: Financial freedom comes to the person who saves
ten percent or more of his income throughout his lifetime.
6. The Law of Conservation: It’s not how much you make, but how much you
keep, that determines your financial future,
7. Parkinson's Law: Expenses always rise to meet income.
8. The Law of Three: There are three legs to the stool of financial
freedom: savings, insurance and investment.
9. The Law of Investing: Investigate before you invest.
10. The Law of Compound Interest: You become financially independent by
investing your money carefully and allowing it to grow at compound
interest.
11. The Law of Accumulation: Every great financial achievement is an
accumulation of hundreds of small efforts and sacrifices that no one
ever sees or appreciates.
12. The Law of Attraction: The more money you save and accumulate, the
more money you attract into your life.
13. The Law of Accelerating Acceleration: The faster you move toward
financial freedom, the faster it moves toward you.
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
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
5. More Information
Ezine Archives - To review previous issues of Ron White's Ezine,
please go to: Ezine Archives
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