Ron White's Ezine
March 5, 2008
Issue 63
Welcome!
So where were you on Feb 23rd? If you were not in Dallas at the SUCCESS Symposium I hope that whatever you were doing was incredible, life changing, impactful or just flat out awesome. Because if it wasn't - you missed an opportunity to experience all this and more at the SUCCESS Symposium.
The good news is that you will have another opportunity July 12th to attend the next one. I was a speaker at the event but also took the opportunity to become a student. It was an incredible experience - in the morning I had the opportunity to listen to a speaker that I have read so many of his books, Robert Kiyosaki. Then to top it off I had lunch with him and his wife Kim and found out how great they are on a personal level. To learn from him and the other speakers that included John Maxwell, John Addison and another personal hero of mine Denis Waitley was incredible for me. Not only is Denis someone I have admired for his military service and incredible track record of coach to the world's highest achievers - I had the unique experience of giving my talk and then walking back stage and having the legend himself extend his hand and say, 'Great job!' That was a highlight of my 17 year speaking career!
In my talk, I did a few memory demonstrations by memorizing about 85 names rapid fire and then a 40 digit number that the group created and I never saw. My goal was to give a motivational talk on the power of the human potential by demonstrating the capability of the human memory and that is exactly what I did. The event was extraordinary from top to bottom and the room was packed with over 1,300 achievers eager to learn more and get better.
At the conclusion of the event, so many lingered because no one wanted to go home and allow the experience to end. I, for one, am ready to do it all again as a speaker or participant. I know I won't be on the platform at every SUCCESS Symposium event but I guarantee you that I will be in the audience! I hope you are as well. You won't regret it!
Go for More this Week!
Ron White
PS - Today's issue is going out to more than 81,309 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. How To Be The Top Sales Person For Twenty Years by Ron White
2. Quotes of the Week
3. Create Your Own Mission Statement for Your Personal and
Professional Life by Denis Waitley
4. Ron White's Special SUCCESS Symposium product offer -- just in case you missed it!
5. More Information
1. How To Be The Top Sales Person For Twenty Years by Ron White
It all started when I was 14 years old, my sales career that is. I took a job as a newspaper delivery boy. It was an exciting for a 14 year old to have money in his pocket and understand the value of a dollar. I was no longer reliant on my parents when I wanted to go to a movie or purchase a Slurpee, and I took every advantage of my new freedom and cash flow.
Being a paperboy not only required that I deliver a daily newspaper it also introduced me to door-to-door selling. On Saturdays the paper route manager would load her van up with 10 teenage boys who delivered papers and we would drive to a new neighborhood and do what we called 'crew working'. This simply meant door-to-door sales. I wasn't an instant success, however, very quickly I did develop a sales presentation, and as a result that first year I sold more newspaper subscriptions than anyone in the history of the newspaper, and I was 14 YEARS OLD! I sold nearly 96 subscriptions that year and the average was 25.
In my time with the newspaper I was the number one salesman the entire time. Since then I have had other sales jobs and every time I have always been the number one salesperson. To this day, almost twenty years after my paperboy experience I make it a goal to outsell those in my circle. I don't do it to prove I am better. I do it as an internal competition for myself and as a motivator to keep me from getting stagnate.
So how do you maintain a level of number one sales person for a period of twenty years at every sales organization that you go to? There are a lot of factors. However, two of the most important are:
1. NEVER wing it!
2. Understand that buying is an emotional decision
First of all, the sales person who does not know EXACTLY what he is going to say, exactly what questions he is going to ask and exactly how long his presentation will be, is setting himself up for failure. I can't believe my ears whenever I hear speakers say, "I was preparing what I was going to talk about right before I spoke." or "I didn't know what I was going to talk about until I got here." When they say that there is almost arrogance in their voice that says, "You know I am so good and so knowledgeable that I can just decide what I want to talk about at the last minute and wing it." The sales professional with this attitude is no professional. He is more impressed with his ability and knowledge than the size of his commission checks. On the other hand, the top sales professional is concerned with how much product he moves.
If your goal is to be a top producer, then understand that you must be prepared. Decide what questions are thought provoking questions, memorize those questions and ask them to your prospect. When they are engaged and thinking then you win. When you are winging and just spouting information, the odds of them being engaged decreases significantly.
Next, understand that buying is an emotional decision. Brian Tracy tells the story of a couple who are looking to buy a home. As the couple walks up to the home the woman exclaims, 'Wow! There is a cherry tree in the back! I have always wanted a cherry tree!' The salesman makes a note of this and walks them into the home. The husband says, "The kitchen is too small" and the salesman replies, "Yes, but look through the window and you have a perfect view of the cherry tree." The husband walks into the backyard and says, "We don't want to have to take care of a swimming pool." The salesman says, "Yes, but you can put a chair right here and sit under the cherry tree anytime you like." The husband was using logic and the salesman emotion. The couple bought the house because of that.
One tragic mistake many salespeople make when selling is that they talk constantly about themselves and how the product has helped them. While this is good to a limited extent, notice the difference between:
"I took this seminar on memory training 15 years ago. I tell you what; I use this all the time. I used it to give my speeches without notes, memorize people's names and much more. I have appeared on television and radio because of this training. It has made me a low end celebrity!'
Or
'I want you to imagine this. You go to this seminar and when you leave your children are able to memorize their school work in minutes. I know they're smart and so do you. They are taught what to learn…and not how to learn. Let's teach them together how to learn and watch their confidence and self-esteem shoot through the roof! Next, how many times have you been at a baseball game and you see someone that you have sold a home to and you can't remember their name? You are embarrassed, and they don't feel special. Now, flip that around you sell a home and 6 months later recall their name. You have made them feel important, significant and special. At this point, you earn their referral business and are well on your way to earning a fortune!'
Notice the difference between the two statements. The first statement is a salesperson stating what this seminar has done for them! The next statement is the same information worded another way. In the second statement, you are getting the prospect to visualize themselves and their family experiencing the value of the product. When you do this you have their emotions. When you talk about yourself you do not have their emotions. Yes, you may be your favorite subject; however, you are not your prospect's favorite subject, and the earlier you begin talking in terms of them the earlier you will get their emotions.
So in review: prepare and get their emotions and you will be the top sales person in your organization for the next twenty years!!
Ron White
Just in case you missed the SUCCESS Symposium event in Dallas, I'm
sharing my special offer with you this week so you can take advantage of
it too! Two of my best selling products! Purchase individually or
together as a package and save even more, plus receive an extra bonus
when you buy both!
To learn more about my special offer visit
http://rwsymposiumoffer.yoursuccessstore.com or call
877-929-0439.
2. Quotes of The Week
MARKETING
"Your competitive advantage must be perceivable, promotable, and something the market will pay for." -- Brian Tracy
"Exposure plus 95 cents might buy you a decent cup of coffee. The key is to 'position' yourself in your market as the expert, the resource, the only person your prospect would ever even THINK of doing business with, or referring to others." -- Bob Burg
"Ninety percent of the success of any product or service is its promotion and marketing." -- Mark Victor Hansen
"Your marketing efforts have to be ongoing, consistent and relentless. Hi Tech, Low Tech, No Tech and sometimes totally shameless." -- Patricia Fripp
"Because its purpose is to create a customer, the business has two basic functions: marketing and innovation. Marketing and innovation produce results; all the rest are costs." -- Peter Drucker
"Some people serve with pride -- because they 'want to' do and be their best; other people serve with disdain because they 'have to' do their job. Which person do you think will end up running the show?" -- Jeffrey Gitomer
"Where you start in the marketplace is not where you have to stay." -- Jim Rohn
3. Create Your Own Mission Statement for Your Personal and Professional Life by Denis Waitley
Two of life's greatest tragedies are: Never to have had a great mission in life, and to have fully reached it so there is no challenge remaining.
Are you going where you want to go, doing what you want to do, and becoming who you want to become? These are the questions we must ask ourselves. Set some quiet time aside after you have finished this program and see the two you's in the mirror of your mind:
1. There is the reflection of the person you are today.
2. There is the image of who you will be in the future.
Looking at my own life, I am incredibly different in many respects from the person I was ten years ago.
As you reflect on your past and anticipate the future, understand that virtually nothing you have experienced has been wasted. It all blends together into wisdom and knowledge, and creates your own unique brand of cultural diversity.
Action Idea: In your professional life, what is most important for you to achieve in the remainder of career? In your personal life, what is most important for you to achieve in the remainder of your life? Find a close friend or associate you trust and network with often, and challenge each other to continuously strive to reach these objectives.
As you consider your mission in life, you may want to use the action step as your guidepost for the 21st Century: Chase Your Passion, Not Your Pension. Passion in your purpose will help you take control of your life, and also give you one other advantage that is not widely recognized: About ten more years of life, on average. Pursuit of a goal wears out very few people. But they rust out by the hundreds of thousands when their pursuit of happiness turns into a geriatric park. A job is something you do for money. A career is something you do because you have an inner calling to do it. You want to do it. You love doing it. You're excited when you do it. And you'd do it even if you were paid nothing beyond food and the basics. You'd do it because it's your life.
Be inspired to learn as much as you can, gain skills as much as you can, to find a cause that benefits humankind and you'll be sought after for your quality of service and dedication to excellence. My nephew and niece, David and Heidi, at the ages of 30, had three little girls 7, 5 and 2. On an anniversary some years ago, they went out dancing and the margarita she had must have been one powerful fertility drug. She became pregnant that night, and with no incidence of multiple births in our family, eight months later, she delivered quadruplet girls, prematurely. I hurried down to the Children's Hospital in San Diego to get a photo opportunity and possible media coverage as "Uncle Denis of the Waitley Quads." They told me to stand in the corner, saying I hadn't contributed anything. The TV anchorwoman asked my niece Heidi how she felt. She said, "I feel a little tired. We're going to need a new car." They turned to my nephew David, whose eyes looked like burnt corks. "David, as the father, how does it feel to have seven little girls under the age of seven?" David replied, "We're not going to need a new car, we're never going anywhere again." But that's not the point of the story. In addition to seeing them as wonderful parents devoted to their seven little girls, my attention was focused on the neo-natal nurses caring for the newborn quadruplets, weighing between a pound and a half to two and a half pounds. Caring passionately for them like little birds in nests. Oblivious of quitting time. Not hearing the lunch bell at noon. Doing what they loved. Involved in helping improve the quality of life. We all can't be Tiger Woods, or Barbra Streisand, or Jonas Salk. But we can chase our passion, not our pension. You'll always do well, what you love most. That's the essence of all that you've experienced in this program.
Action Idea: If you had the time and circumstances allowed, what is one of your most passionate desires in life you would like to pursue? It could be a new business idea, music, action, sports, or community service. Starting tomorrow, chase that passion a little bit at a time.
Denis Waitley
4. Ron White's Special SUCCESS Symposium product offer -- just in case you missed it!
In my welcome message, I told you that I'd been privileged to share the stage with speaking greats Denis Waitley, John Maxwell, Robert Kiyosaki and others. What a unique and phenomenal experience this was!! Well, just in case you missed the event in Dallas, I'm sharing my special offer with you this week so you can take advantage of it too!
Two of my best selling products! Purchase individually or together as a package and save even more, plus receive an extra bonus when you buy both!
The Proven System for Success in Sales
Generate hot referrals, new customers, and sales numbers that go off the charts with Ron's systematic approach to going from average to high-performance sales!
(7 CDs with Workbook and Bonus CD)
Special Price $77 (Retail $199)
Memory in a Month
Transform your mind from forgetful to unbelievable! Learn to talk for hours without notes, memorize chapters of books, and memorize 100-digit numbers after hearing them only once!
(6 CDs and workbook)
Special Price $79 (Retail $129)
Buy both Ron White products & Save! Plus get a Special Bonus!
Receive the Bonus How to Have a Winning Year — $39 value! (1 DVD, 1 CD)
Special Price $127 (Combined Retail $328)
To learn more about my special offer visit
http://rwsymposiumoffer.yoursuccessstore.com or call 877-929-0439.
5. More Information
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