Ron White's Ezine
January 21, 2009
Issue 86
Welcome!
Here is the problem: most sales professionals, whether they sell homes, cars, insurance or CD albums, will give a great presentation and then at the end shift gears and go for the close. There should be NO SHIFTING GEARS! The close should not be a separate part of your presentation at the end where you and your prospect tense up and the dynamics change. Instead, it should be a natural progression of asking questions throughout your presentation, establishing a need, giving value, asking more questions, filling the need, asking more questions, giving more value and then showing them how to order. When it is natural, the prospects do not feel like they just got a hard sell.
When I speak, I ask questions of the group, give value, ask more questions, fill a need and then show them how to order. It is very natural, turns no one off and, when I am at the table counting my money from the sales, the organizer walks over and thanks me for not giving a sales pitch!
Sales is a noble profession and you should never feel uncomfortable when asking for the sale. You do this by giving value, asking questions and simply showing them how to order.
Go for More this Week!
Ron White
PS - Today's issue is going out to more than 92,572 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. Potential by Ron White
2. Quotes of the Week
3. Persistence by Les Brown
4. You're invited to Ron White's Memory Seminar!
5. SPECIAL NOTE: SUCCESS Symposium - Section One is almost SOLD OUT!
6. More Information
1. Potential by Ron White
The stage was a Texas Rangers baseball game and as I stared at the batter I muttered "potential" as he held the bat over his shoulder waiting for the pitch. No sooner had the word escaped my mouth when my friend leaned over and said, "What did you say?" I replied, "I said potential..." Her confused question was, "Okaaaay? Potential in regard to what?"
I then explained. "Well, in science they have something called potential energy and it basically says that the higher an object is the more potential energy it has. For example, a rock on top of a building has a potential energy in it – if it were to fall. I was just thinking about the potential energy in the player's bat and how that relates to me."
She looked at me intensely, somehow sensing that I was telling the truth that these were my thoughts. She proclaimed, "I never cease to be astounded at the weird things you think about."
Perhaps it is an odd thought to cross my mind at a baseball game, but it happened. Potential energy basically says that the higher an object is the greater the potential energy. A ball on a six-story building has more potential energy than one on a three-story building. As a matter of fact, the doubling of the height doubles the potential energy.
At the baseball game, when I started thinking about potential energy, I was considering it in regards to me – and you for that matter. You see, it has been said that to those who much has been given... much is expected. Based on the fact that you have access to a computer, understand how to read and have a thirst for learning, you have been given much. Or, in scientific terms, you have tremendous potential energy. You are like that rock on a tall building. However, if you sit there, the potential energy is never utilized or accessed.
One of the greatest tragedies of life is when an individual has tremendous potential energy and squanders it. That is one of my greatest fears. I am constantly faced with the prospect of not using my potential energy. To me, that is one of my largest motivating factors. Every day as I age, I look in the mirror and question if I did everything I could to use my potential energy. Did I do everything I could to figuratively jump off that building and expend the energy?
Pent up inside of you right now is tremendous potential energy that could be utilized to cure cancer, send humans to Mars, write a novel or become President of the United States. The great tragedy is not expending your potential energy and falling short. The great tragedy of life is to be that boulder – to have tremendous potential energy – and squander it through inaction.
There you have it. I was thinking about potential at the baseball game. I was thinking about it because I know that humans with nothing more than primitive tools constructed the pyramids, Stonehenge and the Great Wall of China. These are testaments to human potential. They are testaments to certain individuals thousands of years ago expending their potential energy for the ages to witness and marvel at. The challenge today for you may not be a monument for society or culture; however, it is a call for you to understand potential energy and implore you to seize yours.
-- Ron White
Discover the incredible potential of your mind and memory. Reserve your seat at Ron White's extraordinary one-day memory seminar, February 12, 2009. For more information, see No. 4 below or visit
http://www.YourSuccessStore.com/RW-Seminar
2. Quotes of The Week
Potential/Possibility
"The potential of the average person is like a huge ocean unsailed, a new continent unexplored, a world of possibilities waiting to be released and channeled toward some great good." -- Brian Tracy
"A ship in harbour is safe, but that is not what ships are built for." -- William Shedd
"Life is no brief candle to me. It is a sort of splendid torch which I have got a hold of for the moment, and I want to make it burn as brightly as possible before handing it on to future generations." -- George Bernard Shaw
"One can never consent to creep when one feels an impulse to soar." -- Helen Keller
"Human beings have the remarkable ability to turn nothing into something. They can turn weeds into gardens and pennies into fortunes." -- Jim Rohn
"It is not who you think you are...or even who you think you are not that really determines success... it's who you think you are becoming...." -- Doug Firebaugh
"The only way to discover the limits of the possible is to go beyond them into the impossible." -- Arthur Clarke
"It is never too late to be what you might have been." -- George Eliot
3. Persistence by Les Brown
I believe there are three kinds of people. There are winners, who know what they want and understand their potential and the possibilities. They take life on. Next are losers, who don't have a clue as to who they are. They allow circumstances to shape their lives and their self-image.
I believe there is a third group as well. This consists of potential winners whose lives are just slightly out of alignment. I call them wayward winners. It may be that they just need to learn how to be real winners. Perhaps they've hit a bump or two that has knocked them off course and they are temporarily befuddled. A failed relationship, a lost job, financial problems, unformed goals, a lack of parental support, illness—many things can send us off course temporarily.
Wayward winners are not lost souls; they just need some tweaking and coaching and nudging to get them back on course. A map might be nice. Many of these wayward winners are easily identifiable because they are always searching.
Right now, there are many wayward winners out there braving rain, sleet and snow because they, too, still believe that they have untapped talents. They attend motivational seminars and listen to inspirational tapes and they plunge onward, believing that sooner or later they will find their way again.
Other wayward winners have temporarily given up. They are damaged and disoriented, their confidence badly eroded. They tend to drift through life numbly. The friends and relatives and loved ones of wayward winners see that they are out of sync and wonder why they can't be satisfied, why they don't settle down. They wonder how people who have such obvious abilities and great potential can be so disoriented and unsure.
It is difficult for others to understand the rawness of a broken heart or the aching emptiness of an unguided spirit. You and I know. We have been there. Wayward winners know that there are possibilities out there, but too often they feel locked out from them. Some are afraid to risk any more because of what they have risked and lost already.
I know now that as difficult as it may be for you wayward winners to do, it is necessary to continue to test yourselves. Even though you have been hurt before, it is the only way to grow. We all have the capacity to change, to lead meaningful and productive lives by awakening our consciousness.
You know there are going to be tough times as you go about changing your life, so brace yourself and you will be able to handle them. When you get into your seat on an airplane, what is the first thing they tell you to do? Fasten your seat belt. Brace yourself for the turbulence.
When you decide to move your life to the next level of accomplishment, you must fasten your mental and spiritual seat belts because it is going to be a while before you reach that comfortable level again. You will reach it, but you must endure the turbulence of change in order to grow.
Try this technique to help you through the difficult times of change and growth. Find four reasons why you cannot succumb to your fears and your troubles. Find those deep sources of motivation that can lift you out of the turbulence and above the clouds. You must change your life because, for example:
You have not yet tapped the talents given you.
You want to leave something more for your children.
You want to live life rather than letting life live you.
You want to do what makes YOU happy.
It is in these rocky early moments of bringing change to your life that you discover who you are. In the prosperous times, you build what is in your pocket. In the tough times, you strengthen what is in your heart. And that is when you gain insight into yourself, insight that leads to self-mastery and an expansion of your consciousness as a life-force in both your personal and professional lives.
Reach a higher level of achievement by enhancing and growing youor brain power and memory skills. Reserve your seat at Ron White's extraordinary one-day memory seminar, February 12, 2009.
For more information, visit
http://www.YourSuccessStore.com/RW-Seminar
4. You're invited to Ron White's Memory Seminar!
Have you ever seen the memory experts on television who can memorize 200 names in 20 minutes, a deck of cards faster than you can flip through them, 400-digit numbers or a long list of words?
Well...not only can Ron White do these things, he can teach you how they do them!
He will teach how you can increase your sales, business, productivity, confidence and grades when YOU tap into the hidden genius that you already possess!
Ron's conducting a one-day class open to the public on February 12th and he'd love to see you there!
If you can't remember the names of everyone you meet, give speeches without notes, memorize chapters of books word for word, recall product knowledge or 100-digit numbers in a flash, then you MUST be there! Imagine having this genius ability inside of you and never discovering it! Unfortunately, that's what most people do. Don't be most people!
Triple Your Memory and Triple Your Business, Grades and Income:
- Learn to build relationships by remembering names today, tomorrow and in five years! What would happen to your business if you remembered every customer's name and could greet them by name when out in public?
- Give speeches without notes! Discover the ability to effortlessly talk in front of a group without notes. This is an elite skill and when you have it your confidence will skyrocket!
- Have the ability to memorize a chapter of a book literally word for word
- Effortlessly recall 100-digit numbers. You will have a mental rolodex in your brain for phone numbers and addresses
- Ace any test by studying in one-third the time with 300% more retention!
- Learn a foreign language in a flash
- Be able to quote lines from your favorite book or speech at a moment's notice
- Build rapport and relationships when you recall important details about your customers
- Retain knowledge from seminars. How much money have you invested in seminars and books and you still can't recall the information? This seminar will be an insurance policy on every future class because you will recall the information!
- You triple your memory and triple your confidence and self-esteem when you discover the power of your brain!
- Recall complicated math formulas. Remove the stress of trying to recall complicated math formulas as you study for exams!
- Learn pages of product knowledge in just minutes!
- Much more!
MONEY BACK GUARANTEES!
1. You will take a test at the start and at the end and you are GUARANTEED a 300% increase in memory
2. You will be able to meet 30 people in 30 minutes and recall their names
3. You will be able to give speeches without notes
4. You will be able to hear/see 50 random words and study them for no more than a few minutes and recall the list forward, backwards or by number!
Be among the first 100 to enroll and receive special discount pricing, plus get Ron's 4-week advanced memory training teleseminar absolutely FREE (a $199 value) and his 22 Success Lessons From Baseball eBook (a $12.95 value).
For more information or to reserve your seat at this extraordinary one-day memory seminar, visit
http://www.YourSuccessStore.com/RW-Seminar or call 877-243-8383.
5. SPECIAL NOTE: SUCCESS Symposium - Section One is almost SOLD OUT!
Just a reminder that tickets are on sale now for the 2009 SUCCESS Symposium.
Section One seating is almost sold out (just a few dozen seats remain) and early bird ticket pricing will come to an end in the next week and prices will be going up. So, now's the time to reserve your seats!
Log on to www.SUCCESS.com/symposium for complete details.
A special tribute to Jim Rohn will take place at the event. Jim Rohn has changed the lives of so many people from all walks of life. Attendees at the next SUCCESS Symposium will be treated to a video tribute from Jim's peers, recapping the impact he has had on them and their careers and lives.
Last year, both SUCCESS Symposium events SOLD OUT in just a few weeks... so don't delay in securing your spot—plus receive free seating upgrade, early bird pricing and two bonuses!
Go now to www.SUCCESS.com/symposium (or call 877-243-8383) and reserve your seat!
6. More Information
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