Ron White's Ezine
August 29, 2007
Issue 50

I am in the middle of working on a huge project right now, perhaps when my life is all said and done decades from now, I will look back and say that it is the most significant project of my life. One day, when the time is right... I will tell you about it. In the meantime, I will tell you that it is requiring easily an 80 hour work week. At the end of every day I find myself physically and mentally exhausted with only enough energy to make it home to relax and unwind with the realization that tomorrow brings only more of the same.
 
However, yesterday was different - next to my office is an office full of people from England. They sent over a representative to challenge my office to a volleyball game at 8 pm on courts located near our offices. We all accepted and soon the jokes and taunts were flying, 'We are having a Boston Tea Party at 2!' , 'It is going to be Yorktown all over again!' and you can imagine much more of the same. I can honestly say it was the most fun I have had in months - watching my coworkers look like fish out of water trying to hit a white ball over the net. In the middle of the game I caught myself, and realized I was laughing hard for the first time in a while and the thoughts of my project were nowhere near my mind.
 
Do you have goals? Well, there is nothing wrong with pursuing them diligently and even putting in a lot of hours to tackle your task. On the other hand, I have learned a valuable lesson in the last few weeks - the human mind and body isn't designed to perform at a high level without breaks. Now, hear me out... don't go taking a break now and do it guilt free because I told you that you should if you have been in goof off mode for the last few weeks. On the other hand, take time to recharge your batteries.
 
Einstein did this when he was working on The Theory of Relativity by playing the piano...I did it by playing volleyball...so there you have it, take a break! And if you have been taking a break - Get to work! :)
 
Oh, by the way, before you ask...we made our country proud in volleyball (And had some much needed fun along the way).

Go for More this Week!
Ron White

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In This Issue.....

1. If Selling – Listen to the Symptoms by Ron White
2. Quotes of the Week
3. Ten Attitudes of Top-Achievers by Brian Tracy
4. A Winning Combo!
5. More Information

1. If Selling – Listen to the Symptoms by Ron White

'Doc…I got this cough.'
'Is it a light cough?'
'No Doc it is a deep hacking cough like this….KUUH…KUUH'

'Okay, anything else?'
'Yeah, I got the shivers and this red bumpy rash.'
'Oh, well you have got the jungle hemoglobin neuro-cardio virus. Take these pills for two weeks and you will be as good as new.'

Isn't it amazing how a doctor can listen to the symptoms and then accurately diagnose what is ailing you? Well, if you are in sales you should be able to do the same. Listen to what your customers are telling you and it will tell you where you are going wrong in your presentation.

I recently heard a speaker say, 'Yeah, I didn't sell but one package of CDs – the owner stood up and said he was going to buy one package of CDs for the office library and everyone could share.' The speaker then shook his head as if there was nothing he could have done to sell the group. I never heard that speaker's sales pitch; however, I know exactly what he did wrong by listening to the symptoms. In his sales pitch, he sold the value of his products, which he should have done – however, he did not pitch the value of building your own personal development library. If he would have closed this way, the owner would have never of stood up and said he would buy one for the group to share because he would have been contradicting the value of your own personal library that was just discussed.

I didn't have to hear his sales pitch; listening to his symptoms, the diagnosis was easy.

What about you? What are the objections you are receiving? Listen closely because they are the symptoms that will diagnose your problem:

• Sounds great! I will definitely get this product one day! – Diagnosis – you didn't establish the benefits of purchasing today. You did not make it clear that inventory was low, the special price of purchasing today or other incentive.

• I need to think about it – Diagnosis – 50% of the time this will be because you didn't show them how to purchase (i.e. where to sign) or ask for the sale. The other 50% of the time it is because they have a hidden objection that you did not answer. Your response,' Is there something in particular I can answer for you as you think about it?'

• Let's buy one and share! – Diagnosis – you didn't establish the value of this being a personal purchase.

• It cost too much – Diagnosis – price is rarely the objection, you failed to build value and didn't demonstrate how this product will actually save you money over a period of time because it is durable or it will save you time and time is money.

Just as a doctor – listen to your symptoms and they will tell you where you are failing. Do not blame the symptoms on your prospects incompetence. Instead – listen, diagnose and treat by altering your presentation the next time. The answer to catapult your sales success is in the symptoms. Listen carefully!

Now, if you will excuse me I have to run. I have the jungle hemoglobin neuro-cardio virus and I have some pills I need to take.

-- Ron White

Throughout history there have always been winning combinations -- a pair that just can't be beat and makes perfect sense! Well, I've put together a winning combination and think you'll be pleased! To learn more, visit http://winningcombo.jimrohn.com
 

2. Quotes of The Week

LIFE/LIVING

"To say yes, you have to sweat and roll up your sleeves and plunge both hands into life up to the elbows." -- Jean Anouilh

"Look up, laugh loud, talk big, keep the color in your cheek and the fire in your eye, adorn your person, maintain your health, your beauty and your animal spirits." -- William Hazlitt

"Do not be too timid and squeamish about your actions. All life is an experiment." -- Ralph Waldo Emerson

"I live by this credo: Have a little laugh at life and look around you for happiness instead of sadness. Laughter has always brought me out of unhappy situations. Even in your darkest moment, you usually can find something to laugh about if you try hard enough."  -- Red Skelton

"The game of life is the game of boomerangs. Our thoughts, deeds and words return to us sooner or later, with astounding accuracy." -- Florence Shinn

"No person was ever honored for what they received. Honor has been the reward for what they gave." -- Calvin Coolidge

You can preach a better sermon with your life than with your lips. -- Oliver Goldsmith

"I've learned that making a "living" is not the same thing as "making" a life." -- Maya Angelou

"May your trails be crooked, winding, lonesome, dangerous, leading to the most amazing view. May your mountains rise into and above the clouds." -- Edward Abbey

"Mistakes are part of the dues one pays for a full life" -- Sophia Loren

"We sleep but the loom of life never stops and the pattern which was weaving when the sun went down is weaving when the sun comes up tomorrow." -- Henry Ward Beecher

"If I had my life to live over, I would start barefoot earlier in the spring and stay that way later in the fall. I would go to more dances. I would ride more merry-go-rounds. I would pick more daisies." -- Nadine Stair

"A good life is a collection of happy memories." -- Denis Waitley

3. Ten Attitudes of Top-Achievers by Brian Tracy

If you think the same way as the top achievers think, you can begin to get the same results they do. Here are ten psychological and practical ways to mirror the attitudes of top-achievers.

1. See yourself as a consultant rather than a salesperson. Believe that you are a problem-solver with regard to your product and how the client can best use it.

2. Become a doctor of selling. Act in the best interests of your “patients’ and have a high code of ethics.

3. See yourself as the president of your own sales corporation. Accept 100 percent responsibility for your results.

4. Commit yourself to being the best in your field. Dedicate yourself to lifelong learning.

5. Be ambitious, hungry, and determined to use selling as a stepping-stone to the success you want in life.

6. Have integrity. Be honest with yourself and others.

7. Engage in thorough preparation prior to every call.

8. Be an excellent listener; be extremely customer-focused.

9. Have tremendous courage. Be willing to face your fears of rejection and failure, and overcome them.

10. Be highly persistent. Start your workday earlier, work harder, and stay longer.
 
To make these changes work you must walk, talk, and behave consistently with them every hour of every day.

Brian Tracy

4. A Winning Combo!

5. More Information

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