"People like doing business with those people they enjoy. They are more likely to make concessions to them. The bottom line is that you can get more of what you want by making prospects feel comfortable. When people like each other, the details rarely get in the way. When people don't like each other, details are likely to become insurmountable obstacles." James Henning
BE A RELATIONSHIP BUILDER
The well-known investor, Warren Buffett, has three qualifications for judging his investment opportunities. He never invests with anyone he doesn't trust, respect, and like - regardless of how good the numbers look.
How many times have you heard it said, "When all things are equal, prospects have a strong tendency to buy from individuals they trust and like best"? This is easily understood. The interesting thing is this: In this age of relationship marketing, should things not be equal, prospects show the same tendency. Like Mr. Buffett, they still tend to buy from salespeople they trust, respect, and like.
Relationship building is a learned skill. When you build relationships to provide added value to your prospects/clients, you will find you have gained a competitive edge. Never build relationships just to make a sale. It boils down to forming ten simple, relationship-building habits.
• Use prospects' preferred names. A very simple habit, but one you'll see violated often.
• Show up on time. Being punctual shows you care.
• Compliment appearances. This indicates you are alert and paying attention.
• Make prospects look smart. Build confidence in prospects.
• Recognize achievements. Sending congratulatory notes is a profitable use of time.
• Do something nice for some member of prospects' families. This is a sure way to get close to your prospects. • Point to possessions in which prospects have pride. Again, this demonstrates that you pay attention.
• Give prospects business. Giving them leads or sending them information that might be helpful to them wins prospects over. • Say "please" and "thank you." Simple, but a powerful relationship-building words.
• Do what you say you're going to do. Treat commitments made as debts yet to be paid.
These ten simple habits seem rather obvious. However, the failure to observe them is probably the single biggest cause of loss of credibility in relationships with others. Successful salespeople have successful habits -- develop these ten relationship-building habits.
Again, never build relationships just to make a sale. Build relationships to provide added value and service to prospects and clients.
Good luck and good selling,
Jack and Garry Kinder
All the resources you will ever want or need are at your fingertips.
All you have to do is identify what you want to do with it, and then practice the feeling-place of what it will feel like when that happens.
There is nothing you cannot be or do or have. You are blessed Beings; you have come forth into this physical environment to create.
There is nothing holding you back, other than your own contradictory thought.
Life is supposed to be fun—it is supposed to feel good!
Nothing is more important than that you feel good.
Just practice that good feel and watch what happens.
There is great love here for you. YOU are complete.
Tuesday, May 26, 2009
Thursday, May 14, 2009
TAKE THAT FIRST STEP
"There are three kinds of people in the world today: Those who make things happen, those who watch things happen, and those who have no idea what is happening." Nicholas Murray Butler, former Chancellor of Columbia University
TAKE THAT FIRST STEP
J. B. Conway, a great sales manager, once said, "A good aim in your business life is not quite enough. Yesterday ended last night. Today you have to pull the trigger again." The hardest job for most salespeople is pulling that trigger and getting started again. Getting started will no longer be difficult for you if you follow these simple steps:
• Resolve to have a victory every day. Salespeople who enjoy the reputation of knowing how to get a job done tell us the secret lies in forcing yourself to take that first step toward achieving some kind of victory today. Goethe said, "Are you in earnest? Seize this very minute. What you can do, or dream you can, begin it! Boldness has genius, power and magic in it. Only engage, and then the mind grows heated. Begin and the task is half completed."
• Have a well-conceived sales strategy. There's no better follow-up for a solid resolution than a clearly spelled-out selling procedure. Mortimer Feinberg, a noted psychologist, put it this way, "You have to direct your efforts. You have to channel your energies. Otherwise, all the energy and output you generate is dissipated. You can't win the race in selling unless you run on the track."
•Work under the challenge of deadlines. While visiting the plant of a large, midwestern publishing firm, we observed the many sales training courses, books and sales aids laid out on display. Someone asked, "How did you people ever prepare so much material?" The President laughed and explained, "If it weren't for deadlines, we wouldn't need much space." Deadlines are drivers. No matter how much you may sometimes despise them, deadlines can be profitable to you. They motivate you in making things happen now.
•Visualize the rewards in your mind at all times. Whatever it takes - post them in your home, car, office - get them firmly implanted in your mind's eye and take the first step!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
========================================================================================
In his book, "Above Life’s Turmoil", Allen writes, "You imagine your circumstances as being separate from yourself, but they are intimately related to your thought world. Nothing appears without an adequate cause."
To get control of our circumstances we must first acknowledge personal responsibility for being where we are.
That was the hardest part because the "victim" in all of us doesn't want to take that responsibility.
When we take the responsibility we must then take control of our thoughts. And, yes, in the beginning that can be hard. It seems sometimes that it's our nature to first think negatively.
But that's just because it's the habit we've developed. And like any habit, it can be changed by replacing it with the habit of thinking the right way
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
TAKE THAT FIRST STEP
J. B. Conway, a great sales manager, once said, "A good aim in your business life is not quite enough. Yesterday ended last night. Today you have to pull the trigger again." The hardest job for most salespeople is pulling that trigger and getting started again. Getting started will no longer be difficult for you if you follow these simple steps:
• Resolve to have a victory every day. Salespeople who enjoy the reputation of knowing how to get a job done tell us the secret lies in forcing yourself to take that first step toward achieving some kind of victory today. Goethe said, "Are you in earnest? Seize this very minute. What you can do, or dream you can, begin it! Boldness has genius, power and magic in it. Only engage, and then the mind grows heated. Begin and the task is half completed."
• Have a well-conceived sales strategy. There's no better follow-up for a solid resolution than a clearly spelled-out selling procedure. Mortimer Feinberg, a noted psychologist, put it this way, "You have to direct your efforts. You have to channel your energies. Otherwise, all the energy and output you generate is dissipated. You can't win the race in selling unless you run on the track."
•Work under the challenge of deadlines. While visiting the plant of a large, midwestern publishing firm, we observed the many sales training courses, books and sales aids laid out on display. Someone asked, "How did you people ever prepare so much material?" The President laughed and explained, "If it weren't for deadlines, we wouldn't need much space." Deadlines are drivers. No matter how much you may sometimes despise them, deadlines can be profitable to you. They motivate you in making things happen now.
•Visualize the rewards in your mind at all times. Whatever it takes - post them in your home, car, office - get them firmly implanted in your mind's eye and take the first step!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
========================================================================================
In his book, "Above Life’s Turmoil", Allen writes, "You imagine your circumstances as being separate from yourself, but they are intimately related to your thought world. Nothing appears without an adequate cause."
To get control of our circumstances we must first acknowledge personal responsibility for being where we are.
That was the hardest part because the "victim" in all of us doesn't want to take that responsibility.
When we take the responsibility we must then take control of our thoughts. And, yes, in the beginning that can be hard. It seems sometimes that it's our nature to first think negatively.
But that's just because it's the habit we've developed. And like any habit, it can be changed by replacing it with the habit of thinking the right way
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Sunday, May 10, 2009
Expect the Best
"The most rewarding things you do in life are often the ones that look like they cannot be done." Arnold Palmer
EXPECT THE BEST
Expect to do those things that look like they can't be done. Set your expectations high.
They will be the limit to which you rise. And when those expectations are set high, begin to do the little things required to reach those goals. Doing little things well is a necessary step toward doing big things with excellence.
Romana Banuelos had little reason to expect great things for her life. When she was just 18 years old, living in Mexico, her husband deserted her and her two children. She was poverty-stricken and uneducated. But the day she found herself alone and penniless, she began to expect great things of herself.
Romana borrowed enough money to buy bus tickets for herself and her two children to Los Angeles, California. She spoke no English. She had no skills or training.
She arrived in Los Angeles with only seven dollars in her pocket. When she gave the address of a distant relative to a cab driver, it took her last dime to pay the cab fare. Safe with her relatives, Romana began her search for a life of meaning. Though beaten down, disappointed, and rejected, she held on to her great expectations for a better life.
She got a job washing dishes in a cafe. After the evening shift was over, she stayed on from midnight to six o'clock in the morning to make tacos. Romana was able to save $400, which she invested in a taco machine. She expected great things of herself!
During the next 20 years she developed the largest wholesale Mexican food business in the world, Romana's Mexican Food Products. But that is not the end of the great expectations of Romana Banuelos. Because of her outstanding accomplishments, she was frequently cited by the business community. Ultimately, the President of the United States appointed her Secretary of the Treasury, the first Mexican-American and the sixth woman to hold the position.
Romana Banuelos had a dream. She expected great things of herself. She expected the little things she did to be done very well. And those little things done well paved the way for big things done with excellence.
What about you? Do you expect great things of yourself? Do you expect to do the little things very well? Do you expect those little things done well to pave the way to big things done with excellence?
Expect great things of yourself!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
=====================================================================================
"Smile at the world and the world will smile back at you."
As you go about your day, from the moment you get up in the morning up to the time that you go back to sleep, constantly imagine that you are smiling inwardly at your outer reality as you go about your daily activities.
Imagine that you are smiling from the deeper recesses of your mind, originating from within your heart area, and that you are projecting that happiness and smile outward through your eyes.
No matter what the circumstances are. your eyes will be smiling and so will your mouth, which will often curl up to a slight smile.At the same time imagine that your heart constantly expresses a great inward smile filled with pure joy of being alive, no matter what.
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
EXPECT THE BEST
Expect to do those things that look like they can't be done. Set your expectations high.
They will be the limit to which you rise. And when those expectations are set high, begin to do the little things required to reach those goals. Doing little things well is a necessary step toward doing big things with excellence.
Romana Banuelos had little reason to expect great things for her life. When she was just 18 years old, living in Mexico, her husband deserted her and her two children. She was poverty-stricken and uneducated. But the day she found herself alone and penniless, she began to expect great things of herself.
Romana borrowed enough money to buy bus tickets for herself and her two children to Los Angeles, California. She spoke no English. She had no skills or training.
She arrived in Los Angeles with only seven dollars in her pocket. When she gave the address of a distant relative to a cab driver, it took her last dime to pay the cab fare. Safe with her relatives, Romana began her search for a life of meaning. Though beaten down, disappointed, and rejected, she held on to her great expectations for a better life.
She got a job washing dishes in a cafe. After the evening shift was over, she stayed on from midnight to six o'clock in the morning to make tacos. Romana was able to save $400, which she invested in a taco machine. She expected great things of herself!
During the next 20 years she developed the largest wholesale Mexican food business in the world, Romana's Mexican Food Products. But that is not the end of the great expectations of Romana Banuelos. Because of her outstanding accomplishments, she was frequently cited by the business community. Ultimately, the President of the United States appointed her Secretary of the Treasury, the first Mexican-American and the sixth woman to hold the position.
Romana Banuelos had a dream. She expected great things of herself. She expected the little things she did to be done very well. And those little things done well paved the way for big things done with excellence.
What about you? Do you expect great things of yourself? Do you expect to do the little things very well? Do you expect those little things done well to pave the way to big things done with excellence?
Expect great things of yourself!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
=====================================================================================
"Smile at the world and the world will smile back at you."
As you go about your day, from the moment you get up in the morning up to the time that you go back to sleep, constantly imagine that you are smiling inwardly at your outer reality as you go about your daily activities.
Imagine that you are smiling from the deeper recesses of your mind, originating from within your heart area, and that you are projecting that happiness and smile outward through your eyes.
No matter what the circumstances are. your eyes will be smiling and so will your mouth, which will often curl up to a slight smile.At the same time imagine that your heart constantly expresses a great inward smile filled with pure joy of being alive, no matter what.
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Thursday, May 7, 2009
Watch your self talk
Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives."
- William James
WATCH YOUR SELF-TALK
Self-talk shapes your selling life. Have you seen the breathtaking pillars in Mammoth Cave in Kentucky? Those enormous "icicles of stone" have taken centuries to form. A single drop of water finds its way through the roof of the cavern to deposit its tiny sediment on the floor of the cave. Another drop follows, and still another, until a marble-like finger begins to grow upward. The result is a tremendously solid pillar.
Self-talk shapes your life in much the same way. What you are is the result of the many accumulated statements you have made and continue to make with your self-talk.
What have you told yourself today? What conversation has gone on in your head or been spoken aloud?
Take charge of your thoughts. They are yours to control. Monitor what you are telling yourself about your potential in selling.
Suppose you check your self-talk and discover you are telling yourself you have trouble closing sales. The first question to ask is: "Is that really true?" Suppose the answer is "Yes, sometimes it is true." The next question is: "What percent of the time is it true - 100% - 60%?" Let's say it's true 60% of the time. You have trouble closing sales 60% of the time. Great! This means it's not true 40% of the time.
Change your self-talk. You can now confidently say, "I'm effective closing sales 40% of the time." What a difference! You're now building a mental image of one who can do it right. And the 40% will soon become 50% and 60% and . . .
Self-talk makes a difference!
Focus On The Goal, Not The Obstacles
As a sales leader, there has never been a more opportune time for your style to become a powerful ally. The way that your producers think (about themselves, their prospects, their client relationships, and their desire to sell, among other factors) will be the single most important influence on how successful they are in sales. For example, their ability to focus on goals rather than obstacles can distinguish them from competitors, and seriously improve your bottom line. With your goals clearly in mind, you and your producers will find the ways and means of achieving these goals. Rather than focusing on what could stand in the way of sales success, doesn’t it make sense to think about what needs to be done to achieve it?
- William James
WATCH YOUR SELF-TALK
Self-talk shapes your selling life. Have you seen the breathtaking pillars in Mammoth Cave in Kentucky? Those enormous "icicles of stone" have taken centuries to form. A single drop of water finds its way through the roof of the cavern to deposit its tiny sediment on the floor of the cave. Another drop follows, and still another, until a marble-like finger begins to grow upward. The result is a tremendously solid pillar.
Self-talk shapes your life in much the same way. What you are is the result of the many accumulated statements you have made and continue to make with your self-talk.
What have you told yourself today? What conversation has gone on in your head or been spoken aloud?
Take charge of your thoughts. They are yours to control. Monitor what you are telling yourself about your potential in selling.
Suppose you check your self-talk and discover you are telling yourself you have trouble closing sales. The first question to ask is: "Is that really true?" Suppose the answer is "Yes, sometimes it is true." The next question is: "What percent of the time is it true - 100% - 60%?" Let's say it's true 60% of the time. You have trouble closing sales 60% of the time. Great! This means it's not true 40% of the time.
Change your self-talk. You can now confidently say, "I'm effective closing sales 40% of the time." What a difference! You're now building a mental image of one who can do it right. And the 40% will soon become 50% and 60% and . . .
Self-talk makes a difference!
Focus On The Goal, Not The Obstacles
As a sales leader, there has never been a more opportune time for your style to become a powerful ally. The way that your producers think (about themselves, their prospects, their client relationships, and their desire to sell, among other factors) will be the single most important influence on how successful they are in sales. For example, their ability to focus on goals rather than obstacles can distinguish them from competitors, and seriously improve your bottom line. With your goals clearly in mind, you and your producers will find the ways and means of achieving these goals. Rather than focusing on what could stand in the way of sales success, doesn’t it make sense to think about what needs to be done to achieve it?
Sunday, April 26, 2009
Choose Words carefully
"A word fitly spoken is like apples of gold in pictures of silver." Proverbs 25:11
CHOOSE WORDS CAREFULLY
Communication - everyone is discussing it, studying it, and practicing it. In selling, good communication involves more than good speaking. It also requires choosing the right words, the fewest words and the motivation-strength words.
• In selling, your principal tools are words. Keep them razor sharp. The right word, spoken with emphasis, enthusiasm, and expectancy, becomes your "laser beam" that can melt the granite-like objections of the toughest customer.
• In selling, your principal tools are words. Keep them short! Long, technical words often cause fences and walls to come between you and your prospects. Short, crisp words are far more likely to build bridges of understanding, goodwill and successful sales records.
• In selling, your principal tools are words. Use words that probe and motivate. Avoid the words that irritate. Study the following words and expressions:
Words That Probe
Why? How? What is your opinion? What do you think? Can you illustrate? What do you consider?
What were the circumstances? How do you feel about . . . Could you explain? Which would be best for you?
Words That Motivate
Thank you, Congratulations ! Let's, I would appreciate your courtesy, I want to make certain I understand
Please, Profit, Guarantee
Words That Irritate
Understand? Get the point? Do you see what I mean? To be honest with you, Bucks Deal I, me, my, mine You know
• In selling, your principal tools are words.
Be sure you gain understanding. In sales you must be understood. Keep it simple. Words, carefully chosen, properly used, and effectively spoken, can turn a prospect into a client. Improve your communication skills!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Thinking The Way To Sales Success
The best in sales know that maintaining a positive mindset is essential to their performance, and they make a serious effort to ensure that their thinking is in line with where they want to be. Wouldn’t’t be surprised if several pro golfers are worried that Tiger Woods has returned to the game. Tiger, after all, has mastered the very skills we are talking about here. The way Tiger thinks about his performance is his secret weapon.
Likewise, the best in sales are positive thinkers. When they envision themselves in a sales situation, they see themselves continuously making their customers feel special. They picture themselves speaking with great conviction about their products and services, and how these will benefit their customers. The best in sales know that if they continue to focus on adding value to their clients’ life plans and business pursuits, they will still be perceived as essential partners, despite the tough climate.
If you have been feeling somewhat pessimistic about the current state of affairs, rest assured you are not alone. But also be aware that your competitors who are able to rise above the noise and remain focused on what they want to achieve will have a winning edge. The good news is that you and your team can set yourselves apart by mastering your own mindsets.
Sincere Appreciation,
Richaard Wong, Assistant Vice President
CHOOSE WORDS CAREFULLY
Communication - everyone is discussing it, studying it, and practicing it. In selling, good communication involves more than good speaking. It also requires choosing the right words, the fewest words and the motivation-strength words.
• In selling, your principal tools are words. Keep them razor sharp. The right word, spoken with emphasis, enthusiasm, and expectancy, becomes your "laser beam" that can melt the granite-like objections of the toughest customer.
• In selling, your principal tools are words. Keep them short! Long, technical words often cause fences and walls to come between you and your prospects. Short, crisp words are far more likely to build bridges of understanding, goodwill and successful sales records.
• In selling, your principal tools are words. Use words that probe and motivate. Avoid the words that irritate. Study the following words and expressions:
Words That Probe
Why? How? What is your opinion? What do you think? Can you illustrate? What do you consider?
What were the circumstances? How do you feel about . . . Could you explain? Which would be best for you?
Words That Motivate
Thank you, Congratulations ! Let's, I would appreciate your courtesy, I want to make certain I understand
Please, Profit, Guarantee
Words That Irritate
Understand? Get the point? Do you see what I mean? To be honest with you, Bucks Deal I, me, my, mine You know
• In selling, your principal tools are words.
Be sure you gain understanding. In sales you must be understood. Keep it simple. Words, carefully chosen, properly used, and effectively spoken, can turn a prospect into a client. Improve your communication skills!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Thinking The Way To Sales Success
The best in sales know that maintaining a positive mindset is essential to their performance, and they make a serious effort to ensure that their thinking is in line with where they want to be. Wouldn’t’t be surprised if several pro golfers are worried that Tiger Woods has returned to the game. Tiger, after all, has mastered the very skills we are talking about here. The way Tiger thinks about his performance is his secret weapon.
Likewise, the best in sales are positive thinkers. When they envision themselves in a sales situation, they see themselves continuously making their customers feel special. They picture themselves speaking with great conviction about their products and services, and how these will benefit their customers. The best in sales know that if they continue to focus on adding value to their clients’ life plans and business pursuits, they will still be perceived as essential partners, despite the tough climate.
If you have been feeling somewhat pessimistic about the current state of affairs, rest assured you are not alone. But also be aware that your competitors who are able to rise above the noise and remain focused on what they want to achieve will have a winning edge. The good news is that you and your team can set yourselves apart by mastering your own mindsets.
Sincere Appreciation,
Richaard Wong, Assistant Vice President
Believe in the Law of averages
"One of the great freedoms we have is the freedom to fail. Think about that for a moment. It is an important freedom. It means we can stick our chins out; we can play the percentages. And we get the rewards from doing so." Ray Eppert
BELIEVE IN THE LAW OF AVERAGES
Professionals are good at what they do, and they know why they are good. Because they know why they are good, they critique their own performances and naturally continue to grow and become better. These types of performance reviews show them how to grow and become more effective.
Another characteristic of professionals is that they demonstrate a strong belief in the law of averages. Knowing the numbers permits them to have an almost total indifference to whether or not a given prospect buys or not.
One time, we saw a show on Broadway, "Ben Franklin in Paris," starring Robert Preston. In this show, Preston, playing the part of Franklin, said, "When you are turned down is simply the place where you begin to negotiate." What a valuable lesson to learn when you are in sales!
When you meet resistance anywhere along the selling process, that's the point where you begin to negotiate. You'll get resistance along the line. This isn't unique to selling. It's part of everything in life that involves any element of competition.
One year, late in the season, Harmon Killebrew struck out for the 142nd time. That was a new all-time major league record for strikeouts in a single season. However, on the same day, Killebrew hit his 48th home run. That, too, was a new all-time record for the most home runs ever hit by a Minnesota Twins' player. Killebrew's unshakable faith in making the law of averages work for him enabled him to become one of baseball's all-time great sluggers.
In baseball, like selling, it all goes together -- the most strikeouts, the most home runs. Whatever it is you are selling, each disappointment, any delay, every turn-down is like a strikeout. The important thing is to be a student of your business so you know the number of strikeouts you have had since your last hit. The greater the number, the nearer you are to your next hit!
The best-kept secret for obeying the law of averages and conquering selling fears and call reluctance lies in remembering your selling successes, however small. Erase from memory your failures, however large. Put this up on the mirror where you can digest it each day, put it on a card and carry it with you, make it your screensaver - whatever works for you. When this secret is learned, emotionally as well as intellectually, you'll begin putting your feet where the sales professional's feet always belong - on the road to another prospect.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong
Best Practices, Training & Development
BELIEVE IN THE LAW OF AVERAGES
Professionals are good at what they do, and they know why they are good. Because they know why they are good, they critique their own performances and naturally continue to grow and become better. These types of performance reviews show them how to grow and become more effective.
Another characteristic of professionals is that they demonstrate a strong belief in the law of averages. Knowing the numbers permits them to have an almost total indifference to whether or not a given prospect buys or not.
One time, we saw a show on Broadway, "Ben Franklin in Paris," starring Robert Preston. In this show, Preston, playing the part of Franklin, said, "When you are turned down is simply the place where you begin to negotiate." What a valuable lesson to learn when you are in sales!
When you meet resistance anywhere along the selling process, that's the point where you begin to negotiate. You'll get resistance along the line. This isn't unique to selling. It's part of everything in life that involves any element of competition.
One year, late in the season, Harmon Killebrew struck out for the 142nd time. That was a new all-time major league record for strikeouts in a single season. However, on the same day, Killebrew hit his 48th home run. That, too, was a new all-time record for the most home runs ever hit by a Minnesota Twins' player. Killebrew's unshakable faith in making the law of averages work for him enabled him to become one of baseball's all-time great sluggers.
In baseball, like selling, it all goes together -- the most strikeouts, the most home runs. Whatever it is you are selling, each disappointment, any delay, every turn-down is like a strikeout. The important thing is to be a student of your business so you know the number of strikeouts you have had since your last hit. The greater the number, the nearer you are to your next hit!
The best-kept secret for obeying the law of averages and conquering selling fears and call reluctance lies in remembering your selling successes, however small. Erase from memory your failures, however large. Put this up on the mirror where you can digest it each day, put it on a card and carry it with you, make it your screensaver - whatever works for you. When this secret is learned, emotionally as well as intellectually, you'll begin putting your feet where the sales professional's feet always belong - on the road to another prospect.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong
Best Practices, Training & Development
Life Brand at work
Tolbert Chisum came from a family with rich history but little material wealth. His father died when he was 13 years old. He became the first in his family to get a college degree, enjoyed a very successful career as an insurance sales executive, and later became one of the founders of North Shore community Bank & Trust company. Tolbert has created an exceptional life based on philosophy of continuously working to add to the value of the lives of people around him.
As young man Tolbert was insecure and unhappy, when he reached his early thirties, he realized that his life had veered off track.
He had become so focused on attaining the material wealth he had not known as a child.
“As a boy, I didn’t’t realize how poor we were because I had nothing to compare our situation to. Ignorance was bliss in some aspects,” he said.” But as I became an adult I began to realize what others had, and I became determined to make more and more money. Then, as I became successful financially, I realized I really wasn’t happy. People were telling me that I was great guy and a success, but I didn’t feel good about myself”
He was an aggressive insurance salesman, eager to learn and succeed. His job was to sell group insurance, pensions, and employee benefit plans to business. He was taught to peddle as much coverage as his customers would buy and to collect the biggest premiums possible. Tolbert learned his lessons well. In his first few years, he became one of the top salesmen for his company. He earned more money than he had ever dreamed of making.
Still, he realized he wasn’t happy with himself or with his work.” At first, I thought that I was in the wrong business, so I explored a few other opportunities, but then I decided it wasn’t the business that was the problem. It was an excellent company, but I didn’t like playing the rules that I’d been taught for selling their products. I’d become successful by their rules and not by mine.”
He decided that if he was going to stay in the insurance business, he was going to focus on providing maximum value to customers. Quit pushing products and instead start doing things the way clients would want somebody to take care of them and their business.
Even though many of his customers were paying less, his earnings began to soar. Why?
Clients gave him their absolute trust when they saw that he was willing to put their interests first. When people trust you, wonderful things happen. Clients began insisting that he meet their friends and relatives and handle their insurance business. As a result, his influence and his good works expanded even more
Tolbert did not consciously set out to build a quality Life Brand in his work, his relationship, and his community, but that is exactly what happened.
“Your brand is built upon who you are and what you do” he said. “I always tried my dead level best to do the right thing, and so my brand came to represent as close to absolute trustworthiness as you can get. People trust me because I work hard to earn their trust. In the community, I’ve built a brand as someone who wants to give back. I’ve found that the happiest people I meet are those who are givers”
Richaard Wong,
Best Practices, Training & Development
As young man Tolbert was insecure and unhappy, when he reached his early thirties, he realized that his life had veered off track.
He had become so focused on attaining the material wealth he had not known as a child.
“As a boy, I didn’t’t realize how poor we were because I had nothing to compare our situation to. Ignorance was bliss in some aspects,” he said.” But as I became an adult I began to realize what others had, and I became determined to make more and more money. Then, as I became successful financially, I realized I really wasn’t happy. People were telling me that I was great guy and a success, but I didn’t feel good about myself”
He was an aggressive insurance salesman, eager to learn and succeed. His job was to sell group insurance, pensions, and employee benefit plans to business. He was taught to peddle as much coverage as his customers would buy and to collect the biggest premiums possible. Tolbert learned his lessons well. In his first few years, he became one of the top salesmen for his company. He earned more money than he had ever dreamed of making.
Still, he realized he wasn’t happy with himself or with his work.” At first, I thought that I was in the wrong business, so I explored a few other opportunities, but then I decided it wasn’t the business that was the problem. It was an excellent company, but I didn’t like playing the rules that I’d been taught for selling their products. I’d become successful by their rules and not by mine.”
He decided that if he was going to stay in the insurance business, he was going to focus on providing maximum value to customers. Quit pushing products and instead start doing things the way clients would want somebody to take care of them and their business.
Even though many of his customers were paying less, his earnings began to soar. Why?
Clients gave him their absolute trust when they saw that he was willing to put their interests first. When people trust you, wonderful things happen. Clients began insisting that he meet their friends and relatives and handle their insurance business. As a result, his influence and his good works expanded even more
Tolbert did not consciously set out to build a quality Life Brand in his work, his relationship, and his community, but that is exactly what happened.
“Your brand is built upon who you are and what you do” he said. “I always tried my dead level best to do the right thing, and so my brand came to represent as close to absolute trustworthiness as you can get. People trust me because I work hard to earn their trust. In the community, I’ve built a brand as someone who wants to give back. I’ve found that the happiest people I meet are those who are givers”
Richaard Wong,
Best Practices, Training & Development
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