Ron White's Ezine
October 31, 2007
Issue 54
Welcome!
The BIG MO!
Momentum! When you got it... don't stop!
If you read my Ezine dated Sept 19th, (Issue 51) you read that I was
rooting for the Brewers to win the World Series but predicted that I
thought the Boston Red Sox had the best chance. Well, if you are any
kind of baseball fan at all - I don't have to tell you that the Sox did
just that!
The interesting story about this though is momentum. Last year the
Detroit Tigers coasted through the baseball playoffs so fast they had
some time off to wait for the World Series. This time off stopped their
'momentum' and the Cardinals took the series. This year the Colorado
Rockies had one of the most impressive winning streaks in baseball
history at playoff time. They were riding the 'Big Mo' and had won 21 of
22 games. The challenge is that they did this so quickly they had 8 days
off to wait for the World Series! Their opponents, on the other hand,
were still in the groove with only a few days off and it showed. The
Rockies couldn't get the momentum back and before they knew it - they
had lost.
In my 20s I rode a roller coaster of financial success which was followed
with just
getting by the next month. I would have a great month and then coast - I
would halt my momentum in its tracks! It seemed I would go to having a
huge cushion in the bank to nothing because I would always squash my
momentum by coasting after a huge success. Part of this was due to my
comfort zones - I wasn't comfortable with huge success so subconsciously
I would get back to where I belonged by coasting after success.
When I first got started in the seminar business, I was a telemarketer
setting up seminars via the phone. I had set a record with 5
appointments in a day. Everything was just clicking so I thought it
would be a good day to take off early. My boss said, 'Ron...today
everything is clicking for you.
The prospects hear it in your voice. The worst thing you can do is take
off. Take some time off when things aren't going so well. Don't do it
now!'
He was right...I closed the day out with 2 more for a total of 7!
So you have had some success - you have closed a ton of sales - you have
completed a big project....GREAT! Instead of kicking back - ride the
'BIG MO!'
Go for More this Week!
Ron White
PS Today's issue is going out to more than 75,595 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 10 Commandments of Selling by Ron White
2. Quotes of the Week
3. Success Is Not an Accident by Brian Tracy
4. Does Your Earning Power Need To Be Supercharged?
5. More Information
1. 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 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 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!
Ron White
If you're in sales, and you're interested in supercharging your earning power, then we've got GREAT news for you!
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
2. Quotes of The Week
OVERCOMING OBSTACLES
"Man is so made that whenever anything fires his soul, impossibilities vanish." -- Jean de la Fontaine
"If we had no winter, the spring would not be so pleasant: if we did not sometimes taste of adversity, prosperity would not be so welcome." -- Charlotte Bronte
"The first step toward success is taken when you refuse to be a captive of the environment in which you first find yourself." -- Mark Caine
"Adversity has the effect of eliciting talents which, in prosperous circumstances, would have lain dormant." -- Horace
"Trials, temptations, disappointments -- all these are helps instead of hindrances, if one uses them rightly. They not only test the fibre of a character, but strengthen it. Every conquered temptation represents a new fund of moral energy. Every trial endured and weathered in the right spirit makes a soul nobler and stronger than it was before." -- James Buckham
"The one resolution, which was in my mind long before it took the form of a resolution, is the key-note of my life. It is this, always to regard as mere impertinences of fate the handicaps which were placed upon my life almost at the beginning. I resolved that they should not crush or dwarf my soul, but rather be made to blossom, like Aaron's rod, with flowers." -- Helen Keller
"The abundant life does not come to those who have had a lot of obstacles removed from their path by others. It develops from within and is rooted in strong mental and moral fiber." -- William Mather Lewis
"The beauty of the soul shines out when a man bears with composure one heavy mischance after another, not because he does not feel them, but because he is a man of high and heroic temper." -- Aristotle
"I've learned that no matter what happens, or how bad it seems today, life does go on, and it will be better tomorrow." -- Maya Angelou
"It is a psychological fact that we cherish most what we have worked hardest to gain. The further we have come, the sweeter the celebration at the destination when we arrive." -- Denis Waitley
"It is inevitable that some defeat will enter even the most victorious life. The human spirit is never finished when it is defeated - it is finished when it surrenders." -- Ben Stein
"Identify the major obstacle that stands between you and your goal and begin today to remove it." -- Brian Tracy
3. Success Is Not an Accident by Brian Tracy
"Your circumstances may be uncongenial, but they shall not remain so if you only perceive and ideal and strive to reach it. You cannot travel within and stand still without." - As A Man Thinketh
Success is not a miracle. Nor is it a matter of luck. Everything happens for a reason, good or bad, positive or negative. When you are absolutely clear about what you want, you only need to copy others who have achieved it before you, and you will eventually get the same results that they have.
This is referred to in the Bible as the Law of Sowing and Reaping which says that, "Whatsoever a man soweth, that also shall he reap."
Sir Isaac Newton called it the third principle of motion. He said, "For every action, there is an equal and opposite reaction."
For you and I, the most important expression of this universal law is that, "Thoughts are causes and conditions are effects."
Put another way, "Thought is creative." Your thoughts are the primary creative forces in your life. You create your entire world by the way you think. All the people and situations of your life have only the meaning you give them by the way you think about them. And when you change your thinking, you change your life, some times in seconds!
The most important principle of personal or business success is simply this: You become what you think about most of the time.
It is not what happens to you but how you think about what happens to you that determines how you feel and react. It is not the world outside of you that dictates your circumstances or conditions. It is the world inside you that creates the conditions of your life.
4. Does Your Earning Power Need To Be Supercharged?
Ron White, here! Are you ready to 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
5. More Information
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