Ron White's Ezine
November 26, 2008
Issue 82
Welcome!
This ezine is distributed all over the world, so it´s no surprise that some of you reading this outside of the United States may not be aware that this week we celebrate our Thanksgiving Day holiday in the U.S. It´s a time when we pause to reflect on our lives and give thanks. Early on,
our nation saw the importance of a time out for thanks and remembering the good. As I sit in front of the computer and type this note, I am struck by how much I have to be thankful for, including everything from the freedom to live without oppression that has marked so many lives in human history, the brain God gave me to reason, a comfortable place to live, a family that loves me and Wendi, a wonderful girlfriend to spend time with just sitting on the couch. I have it pretty good, and too often I focus on the person who cut me off in traffic, the dispute in a business transaction or petty incidents that don't amount to a glass of warm milk in the grand scheme of life.
One year, I sent out an email to 50 of my closest friends and listed everyone's name and a short sentence about what I liked about them and why I was thankful to know them. I received 50 replies—with a few who told me they were crying as they replied. I encourage you to take time this week to remember the things and people in your life that you are thankful for and tell them. It will be an exercise that will renew your optimism on life, energize you and inspire you to appreciate the good things.
I can't send out an email to all 90,000 plus of you and list each of your names, however, I do want you to know that I am thankful to have the opportunity to communicate with so many of you and grateful that you see value in my
Ezine. As I count the things I am thankful for this year you are included....thank you.
Go for More this Week!
Ron White
PS - Today's issue is going out to more than 92,404 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 visit MemoryInAMonth.com
In This Issue.....
1. I Am a Salesman by Ron White
2. Quotes of the Week
3. 3 Killer Secrets for Closing the Sale by Brian Tracy
4. Does Your Earning Power Need To Be Supercharged?
5. More Information
1. I Am a Salesman by Ron White
Do I see myself as a speaker?... Nope.
Author?… Try again.
Memory expert?… No.
World record breaker?… Nah.
Entrepreneur?... Closer, but not exactly.
Instructor?... Getting colder.
Motivator?... Wrong.
Salesman?... BINGO!!
I am a salesman and very proud of that! This is how I see myself, and the question is why don't more see themselves as salespeople?
What about the talented musician who has the voice of an angel and can play a piano better than Liberace but does not think that he is a salesman? I will tell you what – he will have to rely on getting lucky in a big break or hunt for a promoter. Or maybe the dentist who has opened up his shop and waits for the customers to walk through the door. Most people will invest all their assets in marketing before they invest one hour in cold calls, yet cold calls are where it all starts.
First of all, you must get the belief through your head that we are all salespeople. Whether you think that you are or not – you are! If you participate in capitalism, you better see yourself as a salesperson or be dependent upon others for your success.
Next, abandon the idea that being a salesperson is below your dignity. Do you know what is really below your dignity? Not fulfilling your potential because you didn't want to “lower’ yourself to being a salesperson.
Realize that sales all begins with a cold call. Cold calling is not so bad. It is a great opportunity to get your foot in the door and at the very least open the prospects mind to your idea. After you do this for a few weeks, a ratio will emerge and you will begin to see how many cold calls it takes to get a sale. This is when it becomes fun and you work to improve your ratio. Make it a game!
Understand that the difference between making a living and making a fortune in sales starts with networking referrals. Brian Tracy tells us that the average person has a sphere of influence (people they see at PTA meetings, neighbors, family, friends, etc.) of 260 people. If you don't ask for referrals, you won't get them.
Close the sale! The salesperson who has a great presentation but can't close is a conversationalist and conversationalists don't get paid very well. At the end of your presentation give them an alternate choice close – “Would you like blue or red?’ That is a non-threatening close. Or simply ask, “Why don't you give it a try?’
Finally, remember that when people are sold to by a professional, they enjoy it! I spoke recently at a real estate office in San Antonio. The sales manager stood up when I finished and said, “Wow! I don't think anyone who was trying to sell us something has made us feel so good in the process!’ I yelled from the back of the room, “I am a salesman!’ He enjoyed being sold and so did his group because it was professional. When done right, the sales process should be fun!
Are you a dentist, musician, author, speaker, doctor, lawyer or anything without the title of sales? If you are, do yourself a huge favor and begin to see yourself as a salesperson! Making cold calls is not below your dignity. Not fulfilling your potential is what is below your dignity.
-- Ron White
If you're in sales, and you're interested in supercharging your earning power, then I've got GREAT news for you!
Please use this link to get details:
http://www.yoursuccessstore.com/sales
2. Quotes of The Week
THANKSGIVING
"On Thanksgiving Day we acknowledge our dependence." -- William Jennings Bryan
"Do not get tired of doing what is good. Don't get discouraged and give up, for we will reap a harvest of blessing at the appropriate time." -- Galatians 6:9
"There is no better opportunity to receive more than to be thankful for what you already have. Thanksgiving opens the windows of opportunity for ideas to flow your way." -- Jim Rohn
"Thank God every day when you get up that you have something to do that day which must be done whether you like it or not. Being forced to work and forced to do your best will breed in you temperance and self-control, diligence and strength of will, cheerfulness and content, and a hundred virtues which the idle will never know." -- Basil Carpenter
"Not what we say about our blessings, but how we use them, is the true measure of our thanksgiving." -- W.T. Purkiser
"The unthankful heart... discovers no mercies; but let the thankful heart sweep through the day and, as the magnet finds the iron, so it will find, in every hour, some heavenly blessings!" -- Henry Ward Beecher
"Best of all is it to preserve everything in a pure, still heart, and let there be for every pulse a thanksgiving, and for every breath a song." -- Konrad von Gesner
"What we're really talking about is a wonderful day set aside on the fourth Thursday of November when no one diets. I mean, why else would they call it Thanksgiving?" - Erma Bombeck
3. 3 Killer Secrets for Closing the Sale by Brian Tracy
"Inherently, each one of us has the substance within to achieve whatever our goals and dreams define. What is missing from each of us is the training, education, knowledge and insight to utilize what we already have." --Mark Twain
FACT: Selling is the only profession wherein your potential earnings are beyond what 95% of the world's population could ever earn - but only if you know how to close the sale.
Selling is a wonderful profession -- but because it is oftentimes difficult to become successful at it, it is also considered one of the toughest professions in the world.
As a salesperson, you need to be thankful that making the sale is so difficult, because if it were easy, the field would be flooded with amateurs -- and the amount of money you could earn would be greatly reduced. Your job is to find ways to make the sales process easier so that you can become one of the highest paid people in your field, if not the world.
The Major Challenge in Selling
Closing the sale is perhaps the most stressful and challenging part of the sales process. This is where the rubber meets the proverbial road.
There are secrets I know that can unlock the real firepower that lies dormant in your very own selling skills, and these secrets will change the course of your sales career forever.
Here are 3 closing secrets that can easily triple your sales in the next 90 days.
Killer Closing Secret #1: The Preference Close
The first technique is the Alternative Close -- also called the Preference Close. It is based on the fact that people like to have choices. They don't like to be given what may sound like an ultimatum to either buy it or not buy it.
To apply this technique, you simply structure your close by saying, "Which of these would you prefer, A or B?"
With the alternative close, whichever one the customer selects, you would have made a sale either way. You should always try to give the customer two choices. Even if you are selling a single product, you can give him two choices with regard to payment, or delivery. For example, "Would you like this delivered to your office or to your home address?" "Will that be MasterCard or Visa?" "Would you like the ATM 26 or the ATM 30?" And so on.
Killer Closing Secret #2: The Secondary Close
The second closing technique is the Secondary Close. This is extremely popular. It is a way of helping the customer make a big decision by having him make a small decision that infers the big decision. Instead of asking the customer to go ahead with the product or service, you ask a question about a peripheral detail, the acceptance of which means that he has decided to buy the larger product.
For example, you could ask, "Would you want this shipped in a wooden crate, or would cardboard be all right?" "Would you like us to include the drapes and rods in the offer?" "Did you want the standard rims or would you like the customized racing rims on your car?"
In each case, if the customer agrees to or chooses the smaller item, he has indirectly said, "yes" to the entire offering. People often find it easier to agree to small details than they do to making a larger commitment. That's why this is sometimes called the Incremental Close, where you get commitment bit by bit to the entire offer.
Killer Closing Secret #3: The Authorization Close
The third closing technique is the Authorization Close, which is often used to conclude multimillion-dollar transactions. At the end of the sales conversation, the salesperson simply asks if the prospect has any questions or concerns that haven't been covered.
If the prospect has no further questions or concerns, the salesperson takes out the contract, opens it up to the signature page, places a check mark where the customer has to sign, and pushes it over to him saying, "Well then, if you will just authorize this, we'll get started on it right away." The word "authorize" is better than the word "sign." A check mark is better than an X. Offering to "get started right away" is better than sitting there hoping for the best.
However you do it, be prepared to ask for the order in whichever ways seem appropriate at the moment.
Brian Tracy
If you're in sales, and you're interested in supercharging your earning power, then I've got GREAT news for you!
Please use this link to get details:
http://www.yoursuccessstore.com/sales
4. Does Your Earning Power Need To Be Supercharged?
If you're in sales, and you're interested in supercharging your earning power, then I'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 is easy.
Please use this link to find out more:
http://www.yoursuccessstore.com/sales
5. More Information
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