We hold these truths to be self evident that some men are just flat
out created better than others.' That is NOT what the third President,
Minister to France, Secretary of State and founder of The University of
Virginia wrote at the age of 33 when he penned The Declaration of
Independence. Instead, Jefferson proclaimed that it was self evident
that '...all men are created equal.'
This is a crucial component of a successful self-concept. You see, when
you believe yourself to be inferior to others, that is in direct
contradiction of an attitude of success. In life, you must refuse to
give anyone permission to make you feel inferior. After all, no one can
make you feel inferior without your permission. Personally, no one has
my permission.
Let's use some examples - if you asked me to find a receipt from last
month it may take another month for me to find it, the odds of me
walking to the moon are greater than me successfully reformatting your
hard drive and if you are proof reading my writing you may discover the
most creative spelling of words ever. These are not my skill sets. On
the other hand, most who could do these things would have their knees
buckle two seconds after they walked out onto a stage with 10,000 eye
balls staring at them.
Do I allow myself to feel inferior because of the things that I am not
good at? Not in a million years...and no one has permission to make me
feel inferior. On the other hand, do I allow my ego to inflate because
of the tasks I have mastered? I better not.
A healthy self image, a healthy self concept is one that embraces the
idea of Jefferson that all men are created equal. Remind yourself of
this the next time you are out performed (and you will be) and when you
out perform others (and you will as well).
Go for More this Week!
Ron White
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In This Issue.....
1. Killing the Giant when He is 3 Feet Tall by Ron White
2. Quotes of the
Week
3. Principles to Ensure a Fantastic Financial Finish by Chris Widener
4. Special Wholesale Offer!
5. More Information
1. Killing the Giant when He is 3 Feet Tall
The salesperson who makes excuses might say:
'They said our price was too high'
'It was too far for them to drive.'
'They wanted it in blue.'
'They said the competition had a better product.'
Every salesperson has an excuse for why they don't make the sale. It is
only the professional sales person who will, after the call, evaluate
what took place and decide what he could have done better to have made
the sale.
So the next time you get one of the objections above or another realize
that often times it is your fault that it came up in the first place.
Let me ask you this – If you had to fight a nine foot tall 230 pound
giant with 15% body fat would you rather do it when he was three feet
tall and growing or when he was nine feet tall and indestructible?
When you allow a prospect to verbalize an objection such as, 'Your price
is too high' all of the sudden the giant (or objection) has gone from
being three feet tall and a thought in the prospects mind to being
verbalized and a real nine foot tall giant!
When a prospect verbalizes an objection it becomes real to them and much
harder to overcome. Therefore, the best way to handle the objections is
before they are verbalized or put another way – when they are three feet
tall.
Sit down and list all of your common objections and then weave the
answers to these objections into your sales presentations before the
customer has a chance to say them out loud.
For example, I often promote my seminars by speaking around Dallas at
sales meetings for different companies. When I first got started at this
– years ago – I would often hear the objection at the end, 'Let me know
when you have one a little closer to me. This is too far to drive.'
Wham! Just like that the door was closed. Nothing I could say at that
point would make the sale because they were allowed to say the objection
and make it real.
So since I knew this was an objection that I was going to get at offices
far away from my event - I would weave into my presentation before they
could bring it up, 'You know you are fortunate to be as close to this
seminar as you are – we have people driving as far as 100 miles just to
be here!' Bam! Just like that you have eliminated the distance
objection. You killed the giant when he was three feet tall. It will be
much harder for the prospect to verbalize this objection now that you
have already addressed it.
What are your common objections? Price? Distance? Color?
Figure out which objections that you seem to be getting over and over
and figure out a way to weave the answer into your presentation before
they can become real to the prospect.
If it is price you might say, 'The quality of this product is actually
going to save you money. Because of the high quality it will last you
years longer than a cheaper model and will actually save you money.' If
you have the life expectancy of your product you might figure it out
down to the penny how much this product will save you over its lifetime
because it lasts so long.
Regardless of what your common objections are – it is your
responsibility to kill the giant when he is three feet tall. When he has
been verbalized and grown to a nine foot tall giant you life is going to
be much harder.
Get a pen and paper and start listing the objections you heard this week
and let's get about killing some three feet tall giants!
Ron White
This article is by Ron White. Ron is really excited to be part
of the Sales Success portion of three New Powerful Programs on Sales
Success, Wealth and Investing and Small Business, I mean getting to "rub
shoulders" with the other "greats" included in these packages, what an
opportunity! Please review and make sure to take advantage of this very
special offer. Each contains at least 13 CDs plus a bonus CD-Rom or DVD,
from the top speakers and trainers in the world - today for only $59
each or get the entire package of all three (41 CDs, 3 DVDs and a
CD-ROM) for only $137. We were offered only 100 sets from the
manufacturer, so these will go fast.
For complete details of each program and the individual topics and
authors, go to
http://www.yoursuccessstore.com/boxset or call 877-929-0439.
2. Quotes of
The Week
DISCIPLINE
"Positive self-discipline puts you in the driver’s seat. When you
rehearse the correct moves and internalize them, you will become a
high-performance human being." -- Denis Waitley
"We must all suffer from one of two pains: the pain of discipline or the
pain of regret. The difference is discipline weighs ounces while regret
weighs tons." -- Jim Rohn
"If you're not willing to accept your own discipline, you're not going
to accomplish two percent of what you could--and you're going to miss
out on 98% of the good things you could have." -- Tom Hopkins
"The only competition you will ever have is the competition between your
disciplined and undisciplined mind." -- James A. Ray
"The truth of the matter is that you always know the right thing to do.
The hard part is doing it." -- General H. Norman Schwarzkopf
"Our main business is not to see what lies dimly at a distance, but to
do what lies clearly at hand." -- Thomas Carlyle
"The ability to discipline yourself to delay gratification in the short
term in order to enjoy greater rewards in the long term, is the
indispensable pre-requisite for success." -- Brian Tracy
"I've never known a man worth his salt who in the long run, deep down in
his heart, didn't appreciate the grind, the discipline... I firmly
believe that any man's finest hour - this greatest fulfillment to all he
holds dear – is that moment when he has worked his heart out in a good
cause and lies exhausted on the field of battle, victorious." -- Vince
Lombardi
"Talent is cheaper than table salt. What separates the talented
individual from the successful one is a lot of hard work." -- Stephen
King
"I define self-control, in the beginning of life, as the choice of
achieving what I really want by doing things I really don't want to do.
Once this becomes a habit, discipline becomes the choice of achieving
what I really want by doing the very things I now want to do! I really
believe that a disciplined life becomes a joy - but only after we have
worked hard to practice it." -- John Maxwell
"One of the great lessons I've learned in athletics is that you've got
to discipline your life. No matter how good you may be, you've got to be
willing to cut out of your life those things that keep you from going to
the top." -- Bob Richards
"Without discipline, there is no life at all." -- Katharine Hepburn
"Discipline is the refining fire by which talent becomes ability." --
Roy L. Smith
3. Principles to Ensure a Fantastic Financial Finish by Chris Widener
Most people want to get to the end of their lives and be able to live
comfortably, take care of themselves and leave something for their
children. These are admirable goals and very achievable - especially if
you have a good plan! While I am not giving specific financial advice,
these are the principles I live by and believe can bring anyone to a
fantastic financial finish! As always, check with a financial consultant
before taking action.
Aggressive in the Beginning, Conservative in the End. The way finances
work long-term is that you want to maximize your returns when you are
young, while tolerating more risk because over the long-term you will
recoup any losses you may incur because of the risk. This is why when
you are young you can get more aggressive. You have more time to let
your returns accumulate. However, the older you get, the more you want
to be transitioning into more conservative, capital-protecting
investments. This way short-term market fluctuations won't affect your
day to day living situation. I personally, at 33 years of age, have my
investments in very aggressive stocks and mutual funds. I may be down 10
percent one year but up 80 percent the next. Over time the investment
make more gains than losses. I have 30 years before I need to be more
conservative. As I get older I will shift into stocks and mutual funds
that may only give me 7-20 percent a year but will assure me of less
risk. This idea lets me get as much as I can while I am young and can
afford risk, so that when I am old I can draw a lower percentage off of
a bigger net dollar amount.
Use Insurance. I am not an insurance salesman, but I could be! When my
dad died when I was 4 years old, he was making $89,000 a year (In 1970).
That's pretty good! He had $30,000 of life insurance. That's pretty bad!
For a very nominal fee, he could have protected his family and left them
with a couple of million dollars to maintain their current lifestyle.
For many, you will want insurance to protect your assets you will be
passing on to your loved ones. Don't let the government get too much!
Find a good insurance agent and they will help you out. Also, make sure
you have all the right kinds of insurance: Life, health, disability etc.
All of these tragedies can drain your long-term financial health.
Use a broker. The brokerage business is going through a radical
transition with the onset of the Internet and that is good. It will make
them sharpen up a bit, drop their fees and offer more in return. For a
while I was anti broker but now I have come full circle and realize that
it is good to have somebody watching your investments for you. Just be
sure to tell them that you want them to be proactive with your account
and communicate with you regularly. This way you get the benefit of
their expertise. If you want to keep an online brokerage and trade
stocks, that's okay. Give your self a little to play with and leave the
rest to the professionals.
Start Early. Even if you can only put $10 a month away, do it. The law
of compounding interest is simply amazing. If you put it away early on,
at least you give yourself something that is growing. And if you have
kids, consider giving them a head start by putting some away for them.
The 20 years it grows before they take it over will mean a lot to them.
Be disciplined. There are primarily two ways to be disciplined if you
want to have a fantastic financial finish: Disciplined in controlling
your spending and disciplined in saving or investing. This means that
you commit to spending less than you earn. Add it all up. Are you
spending less than you earn? Or are you going deeper into debt? Also,
are you putting something away each month? You may think that you don't
have enough to put away. Even if you can only put away $10 a month, you
should be saving and investing.
Stay Out of Debt. Debt is an absolute killer. It will kill your future,
it will kill your balance sheet, and it will kill your emotional health.
If you can live absolutely debt free, I would advise it. Most people
should only have a house debt. "But I wouldn't have the car I want!" you
say. The question I would ask is "Do you want one of the cars you want
now, with a debt coming due every month and causing pressure, or would
you like to buy any car (or two or three) you want later on out of the
interest your investments are throwing off - and pay cash, with no
debt?"
Delay Gratification. This is the key to staying out of debt and to
accumulating what you will need later on to maintain the lifestyle you
desire. You have heard the old saying, "A penny saved is a penny
earned." Well the truth is that a penny saved, and invested for a number
of years is more like ten pennies earned! Don't get me wrong, I don't
mean to live life as a pauper. In fact, when I get a big check or extra
income, I give ten percent away to charity, spend ten percent on things
my family would like (in other words we splurge), and the rest we save
and invest. This allows us some "extras" but causes us to delay
gratification that we could otherwise have if we spent the other 80%. In
the end, I will be glad that I invested that money.
Read up. I would encourage you to learn about money and how it works.
Even if it doesn't particularly interest you, you need to know how it
works in order to manage your affairs. Know the basics of saving,
investing, interest rates, stocks, mutual funds, and the power of
compound interest. If I had to pick a beginner magazine that is well
written and very good information, I would suggest to you Smart Money,
published by The Wall Street Journal. Pick one up at the newsstand and
then you can subscribe from there.
In closing, let me say that I think anyone can have a fantastic
financial finish! It is simply a matter of applying these principles
over the long-term and watching your money grow. Every now and then you
read an article about someone who never made more than $15,000 a year
and yet left an estate of millions. Get behind the scenes and you find
that they saved, invested, and watched their spending.
Here's to your Fantastic Financial Finish!
Chris Widener
This article is by Chris Widener. Chris was a contributor and
privileged to be part of Three New Powerful Programs on Sales Success,
Wealth and Investing and Small Business Packages! We're offering these
three new releases at a very special introductory offer! Each contains
at least 13 CDs plus a bonus CD-Rom or DVD, from the top speakers and
trainers in the world - today for only $59 each or get the entire
package of all three (41 CDs, 3 DVDs and a CD-ROM) for only $137. We
were offered only 100 sets from the manufacturer, so these will go fast.
For complete details of each program and the individual topics and
authors, go to
http://www.yoursuccessstore.com/boxset or call 877-929-0439.
4. Special Wholesale Offer!
|
I'm really excited to be part of the Sales
Success portion of these three packages, I mean getting to "rub
shoulders" with the other "greats" included in these packages,
what an opportunity! Please review and make sure to take
advantage of this very special offer. Thanks for reading!
Ron
Three New Powerful Programs on
Sales Success, Wealth and Investing
and Small Business
at a Special Wholesale Offer!
Three New Powerful Programs on Sales Success, Wealth &
Investing and Small Business Success at a Special Wholesale
Offer (includes Jim Rohn, Zig Ziglar, Connie Podesta, Mark
Sanborn, Denis Waitley, Sheila Murray Bethel, Chris Widener,
Brian Tracy, Tom Hopkins, Bob Burg, Dianna Booher, Don Hutson, Patricia
Fripp, Ron White, George Walther, Laura Stack and many more).
We're offering these three new releases at a very special
introductory offer! Each contains at least 13 CDs plus a bonus
CD-Rom or DVD, from the top speakers and trainers in the world -
today for only $59 each or get the entire package of all three
(41 CDs, 3 DVDs and a CD-ROM) for only $137.
We were offered only 100 sets from the manufacturer, so these
will go fast.
For complete details of each program and the individual
topics and authors, go to
http://www.yoursuccessstore.com/boxset or call 877-929-0439.
Only 100 sets available!
Don't miss this amazing offer! |
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