Ron White's Ezine
May 27, 2009
Issue 95
Welcome!
With baseball season in full swing and this past Monday being Memorial Day in the U.S.—a special holiday on which we honor our military—I thought I would share a story about the military and baseball.
There was once an exhibition baseball game between a major league team (the Washington Senators) and a team made up of men serving in the Navy. You might think that the major league team won easily. They didn't. They lost to the Navy team! Of course, I did leave out an important part of the story. This was during World War II and the Navy team was made up of such All Stars as Bob Feller, Joe DiMaggio and Phil Rizzuto, among others.
Bob Feller is a Hall of Fame pitcher who could have gotten a deferment easily because his father was dying of cancer and he was the sole provider for his family. Yet, he was the first major league player to voluntarily enlist in the military after Pearl Harbor. More recently, football star Pat Tillman did the same. I have to think that this attitude of being willing to give everything, including their lives, was one of the keys to their success in athletics. When it came to their country, they volunteered their most precious asset - life. When it came to their job of being a professional athlete, they put everything into that as well. It was just a hallmark of who they were.
The lesson I take from these men is to put all I have into everything I do. For me, right now, that is training for the World Memory Championship. "How would Bob Feller or Pat Tillman train for this?" I ask myself. The answer I have come to is, "They would put everything they have into it." As you chase your goals this week, pause for a moment to remember the passion and intensity of these men and use that as a guide for your own success.
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. Does Your Earning Power Need To Be Supercharged?
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's a deep hacking cough, like this....KUUH...KUUH."
"Okay, anything else?"
"Yeah, I've got the shivers and this red bumpy rash."
"Oh, well, you've 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 stood up and said he would buy one for the group to share because he would have been contradicting the value that was just discussed of having your own personal library.
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 costs 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
To succeed in sales, you need to have a system that works. A system for selling that brings in loads of cash time and time again. Ron White can teach you that system. For details:
http://www.yoursuccessstore.com/sales
2. Quotes of The Week
Service/Customer Service
"If you make a sale, you can make a living. If you make an investment of time and good service in a customer, you can make a fortune." -- Jim Rohn
"It is not your customer's job to remember you, it is your obligation and responsibility to make sure they don't have the chance to forget you." -- Patricia Fripp
"Always strive to provide service above and beyond what the average salesperson would give. It will help you build long-term relationships, trust, and referral business." -- Tom Hopkins
"Your company's most valuable asset is how it is known to it's customers." -- Brian Tracy
"If you will just be real, be friendly, and be WOW!, you are half way up the ladder to customer loyalty and personal success beyond your wildest dreams." -- Jeffrey Gitomer
"Golden Rule principles are just as necessary for operating a business profitably as are trucks, typewriters or twine." -- James Cash Penney
"Always give more in service, than you receive in payment, and customers will beat a path to your door." -- 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
Ron White can help you supercharge your earning power. It's true! For details, go to
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 or call 877-929-0439.
5. More Information
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White's Ezine, please go to:
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