"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
Today is Now
"Learn from yesterday, live for today, hope for tomorrow." Albert Einstein
TODAY IS NOW
We appreciate Howard Wight sharing his ideas with our Monday Morning Message audience.
Today's message is from Howard Wight's Lessons for Life Number 69 January/February 2009
• Today is here. I will start with a smile, and resolve to be agreeable. I will not criticize. I refuse to waste my valuable time.
• Today has one thing in which I know I am equal with others -- time. All of us draw the same salary in seconds, minutes, hours.
• Today I will not waste my time, because the minutes I wasted yesterday are as lost as a vanished thought. • Today I refuse to spend time worrying about what might happen. I am going to spend my time making things happen.
• Today I am determined to study to improve myself, for tomorrow I may be wanted, and I must not be found lacking. • Today I am determined to do things I should do. I firmly determine to stop doing the things I should not do.
• Today I begin by doing, and not wasting my time. In one week I will be miles beyond the person I am today. • Today I will not imagine what I would do if things were different. They are not different. I will make success with what material I have.
• Today I will stop saying, "If I had time," for I never will "find time" for anything -- if I want time, I must take it. • Today I will act toward other people as though this might be my last day on earth. I will not wait for tomorrow. Tomorrow never comes.
Anonymous
© 2008 Howard Wight Wight Financial Concepts, P.O. Box 15490, Brooksville, FL 34604, Phone: 800-486-7355; Fax: 352-797-5473, E-mail: ideas@howardwight.com www.howardwight.com
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================================================================================
TODAY IS NOW
We appreciate Howard Wight sharing his ideas with our Monday Morning Message audience.
Today's message is from Howard Wight's Lessons for Life Number 69 January/February 2009
• Today is here. I will start with a smile, and resolve to be agreeable. I will not criticize. I refuse to waste my valuable time.
• Today has one thing in which I know I am equal with others -- time. All of us draw the same salary in seconds, minutes, hours.
• Today I will not waste my time, because the minutes I wasted yesterday are as lost as a vanished thought. • Today I refuse to spend time worrying about what might happen. I am going to spend my time making things happen.
• Today I am determined to study to improve myself, for tomorrow I may be wanted, and I must not be found lacking. • Today I am determined to do things I should do. I firmly determine to stop doing the things I should not do.
• Today I begin by doing, and not wasting my time. In one week I will be miles beyond the person I am today. • Today I will not imagine what I would do if things were different. They are not different. I will make success with what material I have.
• Today I will stop saying, "If I had time," for I never will "find time" for anything -- if I want time, I must take it. • Today I will act toward other people as though this might be my last day on earth. I will not wait for tomorrow. Tomorrow never comes.
Anonymous
© 2008 Howard Wight Wight Financial Concepts, P.O. Box 15490, Brooksville, FL 34604, Phone: 800-486-7355; Fax: 352-797-5473, E-mail: ideas@howardwight.com www.howardwight.com
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================================================================================
Sunday, March 29, 2009
Prepare to Win Part 2
"An athlete may run ten thousand miles in order to prepare for one hundred yards. Quantity gives experience." Ray Bradbury, American writer
PREPARE TO WIN - Part 2
The value and benefits of preparation cannot be overemphasized. No matter how long a show plays on Broadway, the actors continue to rehearse. They are professionals and they conscientiously seek perfection. They practice their lines and their every move, because each has a particular purpose. They know exactly what they are saying. They understand the response and reaction they must receive from their audience.
Preparation means being so well-organized that you know before you make that call or presentation, the prospect will agree to an appointment or your recommendation.
Here's an excerpt from the book, 50 Lessons in 50 Years, by Garry Kinder. Its Lesson 29 -- Memorize the Scripts; Ad Libs are for Amateurs.
Memorize the scripts. I learned this from many people, not the least of which was my brother, Jack. He preached this principle on a regular basis.
When Jack started in the business, his first manager, Fred Holderman, had a script that all the new agents learned and I can remember this like it was yesterday. Jack would give me the script and in the front room of our house he would sit me down and say, "Garry, I want you to watch this script and make sure I don't miss one word."
The script was about four or five pages, and here was Jack having me make sure he wasn't missing a word. Today, if you turn to page 87 in our book, Secrets of Successful Insurance Sales, you'll find about half of that script modernized.
I like to tell this story -- it's a true story and it happens to me often. Invariably, when I tell young agents the importance of memorizing scripts, one of them will come up to me after the meeting. The conversation will go something like this:
Agent: You know you talk about memorizing scripts, but the scripts don't sound like me. Garry: Those scripts don't sound like you? Agent: No! Garry: That's good. If they sounded like you they wouldn't work! Who said they were supposed to sound like you? They're not supposed to sound like you. Here's what you do: First, you MEMORIZE, then you PROFESSIONALIZE, THEN you PERSONALIZE. Then, you know what? They'll sound like you!
Respect the power of preparation - Memorize Your Scripts!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================================================================================
Without Action You Aren't Going Anywhere.
"AN OUNCE OF PRACTICE IS WORTH MORE THAN TONS OF PREACHING." Taking action is hard and difficult. Preaching or reading or studying endlessly gives you the feeling of moving forward. To really get where you want to go and to really understand yourself and your world you need to practice. Books can mostly just bring you knowledge. You have to take action and translate that knowledge into results and understanding.
- Mahatma Gandhi -
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
PREPARE TO WIN - Part 2
The value and benefits of preparation cannot be overemphasized. No matter how long a show plays on Broadway, the actors continue to rehearse. They are professionals and they conscientiously seek perfection. They practice their lines and their every move, because each has a particular purpose. They know exactly what they are saying. They understand the response and reaction they must receive from their audience.
Preparation means being so well-organized that you know before you make that call or presentation, the prospect will agree to an appointment or your recommendation.
Here's an excerpt from the book, 50 Lessons in 50 Years, by Garry Kinder. Its Lesson 29 -- Memorize the Scripts; Ad Libs are for Amateurs.
Memorize the scripts. I learned this from many people, not the least of which was my brother, Jack. He preached this principle on a regular basis.
When Jack started in the business, his first manager, Fred Holderman, had a script that all the new agents learned and I can remember this like it was yesterday. Jack would give me the script and in the front room of our house he would sit me down and say, "Garry, I want you to watch this script and make sure I don't miss one word."
The script was about four or five pages, and here was Jack having me make sure he wasn't missing a word. Today, if you turn to page 87 in our book, Secrets of Successful Insurance Sales, you'll find about half of that script modernized.
I like to tell this story -- it's a true story and it happens to me often. Invariably, when I tell young agents the importance of memorizing scripts, one of them will come up to me after the meeting. The conversation will go something like this:
Agent: You know you talk about memorizing scripts, but the scripts don't sound like me. Garry: Those scripts don't sound like you? Agent: No! Garry: That's good. If they sounded like you they wouldn't work! Who said they were supposed to sound like you? They're not supposed to sound like you. Here's what you do: First, you MEMORIZE, then you PROFESSIONALIZE, THEN you PERSONALIZE. Then, you know what? They'll sound like you!
Respect the power of preparation - Memorize Your Scripts!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================================================================================
Without Action You Aren't Going Anywhere.
"AN OUNCE OF PRACTICE IS WORTH MORE THAN TONS OF PREACHING." Taking action is hard and difficult. Preaching or reading or studying endlessly gives you the feeling of moving forward. To really get where you want to go and to really understand yourself and your world you need to practice. Books can mostly just bring you knowledge. You have to take action and translate that knowledge into results and understanding.
- Mahatma Gandhi -
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Tuesday, March 24, 2009
Prepare to Win part 1
"It's not the will to win, but the will to prepare to win that makes the difference." Bear Bryant
PREPARE TO WIN - Part 1
We received a message from John Lowery* on the subject of preparation and wanted to share it with you. Here's what John had to say:
Prepare yourself fully for the opportunity you seek, and that opportunity will surely come. When it does come, your preparation will put you in an ideal position. You'll have what it takes to make the most of the opportunity that comes your way.
Races are won not only in the competition itself, but also in the preparation. Those who win are those who take the time and effort to best prepare.
Preparation can be tedious. It is usually not very glamorous or exciting. And yet, preparation most certainly leads to many exciting and magnificent things. Preparation puts you in control of your own destiny, and opens the door to spectacular achievement.
Prepare yourself to the highest degree that you can, and that preparation will pay off many times over in the valuable rewards it brings.
Next week, we'll look at Part 2 of this message on the preparing to win - "Memorize the Scripts; Ad Libs are for Amateurs."
*Used by permission. The Eagles Perch, John S. Lowery, CLU, Lowery Financial Group, Managing Partner, WealthPlan Financial Partners, 2815 Coliseum Centre Drive, Suite 680, Charlotte, North Carolina 28217, 704 357-1099 Ext. 214
Good luck and good selling,
Jack and Garry Kinder
"Always aim at complete harmony of thought and word and deed. Always aim at purifying your thoughts and everything will be well."
I think that one of the best tips for improving your social skills is to behave in a congruent manner and communicate in an authentic way.
People seem to really like authentic communication. And there is much inner enjoyment to be found when your thoughts, words and actions are aligned.
You feel powerful and good about yourself.
"HAPPINESS IS WHEN WHAT YOU THINK, WHAT YOU SAY, AND WHAT YOU DO ARE IN HARMONY." -Mahatma Gandhi
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
PREPARE TO WIN - Part 1
We received a message from John Lowery* on the subject of preparation and wanted to share it with you. Here's what John had to say:
Prepare yourself fully for the opportunity you seek, and that opportunity will surely come. When it does come, your preparation will put you in an ideal position. You'll have what it takes to make the most of the opportunity that comes your way.
Races are won not only in the competition itself, but also in the preparation. Those who win are those who take the time and effort to best prepare.
Preparation can be tedious. It is usually not very glamorous or exciting. And yet, preparation most certainly leads to many exciting and magnificent things. Preparation puts you in control of your own destiny, and opens the door to spectacular achievement.
Prepare yourself to the highest degree that you can, and that preparation will pay off many times over in the valuable rewards it brings.
Next week, we'll look at Part 2 of this message on the preparing to win - "Memorize the Scripts; Ad Libs are for Amateurs."
*Used by permission. The Eagles Perch, John S. Lowery, CLU, Lowery Financial Group, Managing Partner, WealthPlan Financial Partners, 2815 Coliseum Centre Drive, Suite 680, Charlotte, North Carolina 28217, 704 357-1099 Ext. 214
Good luck and good selling,
Jack and Garry Kinder
"Always aim at complete harmony of thought and word and deed. Always aim at purifying your thoughts and everything will be well."
I think that one of the best tips for improving your social skills is to behave in a congruent manner and communicate in an authentic way.
People seem to really like authentic communication. And there is much inner enjoyment to be found when your thoughts, words and actions are aligned.
You feel powerful and good about yourself.
"HAPPINESS IS WHEN WHAT YOU THINK, WHAT YOU SAY, AND WHAT YOU DO ARE IN HARMONY." -Mahatma Gandhi
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Wednesday, March 11, 2009
Work Right -
"Honest, intelligent effort is always rewarded."
WORK RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of working right.
• Plan productive days A successful day consists of a series of successful acts. In selling, productive acts are those that directly or indirectly contribute to your success.
• Fix action plan. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers.
• Develop self-discipline. Disciplined salespeople are: enthusiastic, resourceful, predictable, dependable, courageous, persistent, optimistic, and dedicated.
• Be a self-starter. Don't wonder or ponder or contemplate too long. Don't wait until you feel like it. Don't wait until you feel "hot."
Don't wait until conditions are just right. Instead, "begin it!"
• Put off procrastinating. Write it on your heart: Success is the product of today, of today's responsibilities
fulfilled, of today's opportunities seized, of today's jobs attended to, of today's sales finalized.
• Believe in the law of averages. Knowing the numbers permits you to have an almost total indifference to whether or not a given prospect buys or doesn't buy.
• Make habit your servant. You can change! You must develop the capacity to substitute a new habit pattern while you are striving to overcome any bad habit.
• Manage selling time. It's no good being a model of split-second efficiency if you are working on the wrong things. A successful salesperson reviews the calendar as well as the clock.
• Put forth honest, intelligent effort. An honest day's work is our moral obligation to the company we represent, our families and ourselves. At the end of the day, be able to say: "Today, I have given an effective, full day's effort to my selling job. I have displayed discipline in planning, time management and selling."
• Do it . . . and then some! Our business in life is not to get ahead of others but to get ahead of ourselves - to break our own records, to outstrip our yesterdays by our today; to do the little parts of our work with more force than ever before.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
============================================================================
When man is right, the whole world will be aligned
Doing the things right will give you the energy and encouragement to strive ahead, be a choice maker and focus on our areas of influence
It can only get better!
Make your day and have a productive week ahead
Regards,
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
WORK RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of working right.
• Plan productive days A successful day consists of a series of successful acts. In selling, productive acts are those that directly or indirectly contribute to your success.
• Fix action plan. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers.
• Develop self-discipline. Disciplined salespeople are: enthusiastic, resourceful, predictable, dependable, courageous, persistent, optimistic, and dedicated.
• Be a self-starter. Don't wonder or ponder or contemplate too long. Don't wait until you feel like it. Don't wait until you feel "hot."
Don't wait until conditions are just right. Instead, "begin it!"
• Put off procrastinating. Write it on your heart: Success is the product of today, of today's responsibilities
fulfilled, of today's opportunities seized, of today's jobs attended to, of today's sales finalized.
• Believe in the law of averages. Knowing the numbers permits you to have an almost total indifference to whether or not a given prospect buys or doesn't buy.
• Make habit your servant. You can change! You must develop the capacity to substitute a new habit pattern while you are striving to overcome any bad habit.
• Manage selling time. It's no good being a model of split-second efficiency if you are working on the wrong things. A successful salesperson reviews the calendar as well as the clock.
• Put forth honest, intelligent effort. An honest day's work is our moral obligation to the company we represent, our families and ourselves. At the end of the day, be able to say: "Today, I have given an effective, full day's effort to my selling job. I have displayed discipline in planning, time management and selling."
• Do it . . . and then some! Our business in life is not to get ahead of others but to get ahead of ourselves - to break our own records, to outstrip our yesterdays by our today; to do the little parts of our work with more force than ever before.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
============================================================================
When man is right, the whole world will be aligned
Doing the things right will give you the energy and encouragement to strive ahead, be a choice maker and focus on our areas of influence
It can only get better!
Make your day and have a productive week ahead
Regards,
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Study Right
"There is one straight road to success in selling. It's paved with knowledge. Competency never lacks opportunity."
STUDY RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment; to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of studying right.
1. Be a student of selling. In a world of change, you are never completely educated. You must keep educating yourself to cope with change.The more you learn about your job, the less fear there is. Fear is born out of ignorance.
2. Prepare well. Spectacular performances are always preceded by unspectacular preparation. Cultivate the will to prepare.
3. Develop a mentor. When selecting a mentor, search for the individual traveling "the same road" you're traveling - and one who is out in front!
4. Watch your self-talk. Self-talk shapes your selling life. Take charge of your thoughts. Monitor what you are telling yourself about your situation and about your potential in selling.
5 Stay brilliant on the basics. Rely on these fundamentals. Build credibility, be well mannered, simplify your recommendations, speak prospect's language, speak as one having authority, sell at your buyer's pace, avoid exaggeration and dogmatic statements, use repetition, make it the prospect's idea, summarize strategically, and close with confidence.
6. Achieve competency levels. Become known for what you know. This is the high payoff. Now, your reputation precedes you.
7. Write effectively. Simplicity is the formula for successful communication.
8. Develop the slight edge. This principle has to do with what a slight improvement in one skill can do to your performance over a period of time.
9. Out-distance competition. To out-distance your competition you must learn more and better ways to out-serve them. You then become your own best recommendation.
10. Build your Research and Development Department. Develop a library of sales support material to stay current on your products and keep you sharp on new selling techniques. Subscribe to sales publications, and utilize the resources available on the Internet.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
===============================================================================
Our future depends on two things; 1.The books that we read and 2. The people we associate with.
Work more on yourself; you’re your best advocate, check the way you think, feel and act in getting where you want to be.
The “ME” I see, The “ME” I will be
Regards,
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
STUDY RIGHT
We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment; to think right, work right, sell right, study right, and live right.
Here are ten strategies for forming the habit of studying right.
1. Be a student of selling. In a world of change, you are never completely educated. You must keep educating yourself to cope with change.The more you learn about your job, the less fear there is. Fear is born out of ignorance.
2. Prepare well. Spectacular performances are always preceded by unspectacular preparation. Cultivate the will to prepare.
3. Develop a mentor. When selecting a mentor, search for the individual traveling "the same road" you're traveling - and one who is out in front!
4. Watch your self-talk. Self-talk shapes your selling life. Take charge of your thoughts. Monitor what you are telling yourself about your situation and about your potential in selling.
5 Stay brilliant on the basics. Rely on these fundamentals. Build credibility, be well mannered, simplify your recommendations, speak prospect's language, speak as one having authority, sell at your buyer's pace, avoid exaggeration and dogmatic statements, use repetition, make it the prospect's idea, summarize strategically, and close with confidence.
6. Achieve competency levels. Become known for what you know. This is the high payoff. Now, your reputation precedes you.
7. Write effectively. Simplicity is the formula for successful communication.
8. Develop the slight edge. This principle has to do with what a slight improvement in one skill can do to your performance over a period of time.
9. Out-distance competition. To out-distance your competition you must learn more and better ways to out-serve them. You then become your own best recommendation.
10. Build your Research and Development Department. Develop a library of sales support material to stay current on your products and keep you sharp on new selling techniques. Subscribe to sales publications, and utilize the resources available on the Internet.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
===============================================================================
Our future depends on two things; 1.The books that we read and 2. The people we associate with.
Work more on yourself; you’re your best advocate, check the way you think, feel and act in getting where you want to be.
The “ME” I see, The “ME” I will be
Regards,
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Monday, February 23, 2009
Serve what you sell part 2
"Never forget a customer. Never let a customer forget you."
SERVE WHAT YOU SELL- PART 2
What are some of the things you can do to make your sales stay closed and develop clients?
• First, you can assure your new client that he or she has made an intelligent decision. An effective way to do this is to write a congratulatory letter. This adds a distinctive touch. It displays professionalism. Many of your competitors will not be as well organized or take the time to write.
• Second, look for opportunities to communicate. There are many reasons you can find to send business, prospects, or information to prospects and clients. Ask yourself this question regularly: "What can I do to help my client's business?"
• Next, after your product or service has been delivered, make follow-up, courtesy calls. This eyeball-to-eyeball exposure with the new customer permits you to accomplish several important objectives. It permits you to resell the need for the product and, naturally, in talking to satisfied clients, you can get them thinking about future purchases.
• Finally, frequent, in-person contacts with new clients make it possible for you to get endorsements. Your best prospects will be developed in this manner. Satisfied clients will help recommend you, your products and services. Every time you make a sale, you should ask yourself this question: "Who can I approach and sell a bit easier now because I made this sale?" Once you've sold a customer, make sure he or she is satisfied with your product or service and you.
Remember, it takes less effort to keep an existing client satisfied than to get a new prospect interested. Your clients will be presented claims and counter- claims from people who offer similar products and services.
The competitive edge you want to develop comes from the attitude you project of serving as you sell.
You do this in two ways.
• First, you do whatever it takes to establish a record of consistent reliability. Earning the reputation of being a 100% reliable sales professional whose every word and promise can be depended upon takes application, effort and attention to detail.
• Second, you stay determined to be the best-informed sales professional who calls on your clients. This requires a commitment to excellence and a regular program of study.
Once you have established the image of being a reliable, well-informed sale professional, you are in an enviable position.
Again, the basic principle is: Never forget a customer. Never let a customer forget you. Serve what you sell.
Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
SERVE WHAT YOU SELL- PART 2
What are some of the things you can do to make your sales stay closed and develop clients?
• First, you can assure your new client that he or she has made an intelligent decision. An effective way to do this is to write a congratulatory letter. This adds a distinctive touch. It displays professionalism. Many of your competitors will not be as well organized or take the time to write.
• Second, look for opportunities to communicate. There are many reasons you can find to send business, prospects, or information to prospects and clients. Ask yourself this question regularly: "What can I do to help my client's business?"
• Next, after your product or service has been delivered, make follow-up, courtesy calls. This eyeball-to-eyeball exposure with the new customer permits you to accomplish several important objectives. It permits you to resell the need for the product and, naturally, in talking to satisfied clients, you can get them thinking about future purchases.
• Finally, frequent, in-person contacts with new clients make it possible for you to get endorsements. Your best prospects will be developed in this manner. Satisfied clients will help recommend you, your products and services. Every time you make a sale, you should ask yourself this question: "Who can I approach and sell a bit easier now because I made this sale?" Once you've sold a customer, make sure he or she is satisfied with your product or service and you.
Remember, it takes less effort to keep an existing client satisfied than to get a new prospect interested. Your clients will be presented claims and counter- claims from people who offer similar products and services.
The competitive edge you want to develop comes from the attitude you project of serving as you sell.
You do this in two ways.
• First, you do whatever it takes to establish a record of consistent reliability. Earning the reputation of being a 100% reliable sales professional whose every word and promise can be depended upon takes application, effort and attention to detail.
• Second, you stay determined to be the best-informed sales professional who calls on your clients. This requires a commitment to excellence and a regular program of study.
Once you have established the image of being a reliable, well-informed sale professional, you are in an enviable position.
Again, the basic principle is: Never forget a customer. Never let a customer forget you. Serve what you sell.
Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Build Goodwill
"In selling, you will need a lot of people, spread out in the right places, whom you can depend upon -- because they can depend on you."
- Michael Korda -
BUILD GOODWILL
Building a professional image tends to soften your market. It facilitates the process of turning prospects into clients. It keeps these clients coming back and endorsing you to others. Building a professional image brings profitable growth to your business or practice.
Here are six ways in which you can build your image:
1. Project Success.
Prospects focus on you before they focus on what you are selling. Their perception of you carries considerable influence in their decision to do business with you. Study successful salespeople. Cultivate an appearance that projects an image of competence, confidence, and pride in your sales performance.
2. Project Professionalism.
When prospects and clients come into your office, they expect to see professionalism. Make certain they see and feel evidence of success. They should be greeted warmly and made to feel welcome. In addition to attractive and appropriate artwork, they should see your professional designations on your office wall.
3. Project Good Taste.
Carefully consider the design of business cards and stationery you use. Keep both conservative. Make sure the title you use reflects what you do. An attractive brochure can enhance your image. It can display your credentials and communicate to your prospects the broad range of products and services you offer.
4. Establish a Network.
This is not something you do overnight. It takes years of networking. These are relationships you build with people you can rely upon. These are colleagues for whom you do favors. You support their projects. You listen to their problems and they do the same for you. They send you business; you send them business.
5. Project a Message.
Regular, informative mailings to key clients and prospects keep your name in circulation, in mind. It does this in an inexpensive, positive, non-threatening way. You will want to investigate the several industry-related newsletters that can be sent monthly or quarterly.
6. Write Articles and Schedule Speaking Engagements.
An excellent strategy to help you become known for what you know is to publish articles. Trade-association journals and newsletters are usually looking for articles. Published material establishes you as an authority. Circulating reprints will have a powerful influence on prospects and clients. Use industry, club, and community speaking engagements to build your image in front of potential customers. These organizations are usually looking for speakers. As with written articles, speeches create a powerful image of you as an authority.
Remember: Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
================================================================================================
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
- Michael Korda -
BUILD GOODWILL
Building a professional image tends to soften your market. It facilitates the process of turning prospects into clients. It keeps these clients coming back and endorsing you to others. Building a professional image brings profitable growth to your business or practice.
Here are six ways in which you can build your image:
1. Project Success.
Prospects focus on you before they focus on what you are selling. Their perception of you carries considerable influence in their decision to do business with you. Study successful salespeople. Cultivate an appearance that projects an image of competence, confidence, and pride in your sales performance.
2. Project Professionalism.
When prospects and clients come into your office, they expect to see professionalism. Make certain they see and feel evidence of success. They should be greeted warmly and made to feel welcome. In addition to attractive and appropriate artwork, they should see your professional designations on your office wall.
3. Project Good Taste.
Carefully consider the design of business cards and stationery you use. Keep both conservative. Make sure the title you use reflects what you do. An attractive brochure can enhance your image. It can display your credentials and communicate to your prospects the broad range of products and services you offer.
4. Establish a Network.
This is not something you do overnight. It takes years of networking. These are relationships you build with people you can rely upon. These are colleagues for whom you do favors. You support their projects. You listen to their problems and they do the same for you. They send you business; you send them business.
5. Project a Message.
Regular, informative mailings to key clients and prospects keep your name in circulation, in mind. It does this in an inexpensive, positive, non-threatening way. You will want to investigate the several industry-related newsletters that can be sent monthly or quarterly.
6. Write Articles and Schedule Speaking Engagements.
An excellent strategy to help you become known for what you know is to publish articles. Trade-association journals and newsletters are usually looking for articles. Published material establishes you as an authority. Circulating reprints will have a powerful influence on prospects and clients. Use industry, club, and community speaking engagements to build your image in front of potential customers. These organizations are usually looking for speakers. As with written articles, speeches create a powerful image of you as an authority.
Remember: Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
================================================================================================
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
The Power of WHY
THE POWER OF ACTION
"We should be taught not to wait for inspiration to start a thing. Action always generates inspiration. Inspiration seldom generates action." Frank Tibolt
We appreciate Troy Korsgaden sharing his success story with our readers. Troy has been a top agent with The Farmers Insurance Group for over 23 years. He is also a leading consulting in the insurance and financial services industry.
Troy Korsgaden entered into the world of insurance in 1983. He was recruited by his District Manager, Jay Green, in Visalia, California. Signing on with a multi-line company, The Farmers Insurance Group, Troy was given training and guidance throughout his early years. Troy contributes much of his success to his District Manager and the support of his company. But that's not the whole story. Creativity and innovation also played a huge part.
Working alone for the first seven years he had moderate success. However, one day while visiting his dentist's office, a light bulb went off that changed the course of his career forever. Troy noticed that a staff member in the dentist's office was focused exclusively on telephoning patients to set appointments to get their teeth cleaned. The "aha" moment occurred when Troy realized that if the dentist had enough people sitting in the chair the law of large numbers would tilt in his favor. If 100 people come in to get their teeth cleaned then a certain number would have a cavity, a certain number would have a need for a tooth pulled, a certain number would have a need for a crown, etc.
Using the same logic Troy applied the method of setting appointments toward focusing on conducting annual reviews in his office. He knew that, just like the dentist, you need to have a consistent stream of people in the chair to create the opportunity for additional business. He hired a dedicated assistant to set annual review appointments for him every day. The annual review process enabled Troy to increase client retention and set up future appointments for cross selling in each household the agency serves.
From that point Troy began staffing up. He knows that proper staffing is one of the major keys to success.
Troy's philosophy on selling is very simple. Offer your client nothing but the best. Never sell price, always sell security and peace of mind. His systems for selling are simple and he has been able to duplicate his efforts by constantly developing his staff. His staff of more than 20 professionals is now led by Sharon Jansma, Office Director. Sharon and her team have been recognized at Presidents Council within the Farmers Organization. Troy is proud of his team because the Presidents Council represents less than 1% (top 100 agents) of the entire 15,000 agency force nationwide. The agency has won this award 16 years in a row.
Thank you, Troy!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
"We should be taught not to wait for inspiration to start a thing. Action always generates inspiration. Inspiration seldom generates action." Frank Tibolt
We appreciate Troy Korsgaden sharing his success story with our readers. Troy has been a top agent with The Farmers Insurance Group for over 23 years. He is also a leading consulting in the insurance and financial services industry.
Troy Korsgaden entered into the world of insurance in 1983. He was recruited by his District Manager, Jay Green, in Visalia, California. Signing on with a multi-line company, The Farmers Insurance Group, Troy was given training and guidance throughout his early years. Troy contributes much of his success to his District Manager and the support of his company. But that's not the whole story. Creativity and innovation also played a huge part.
Working alone for the first seven years he had moderate success. However, one day while visiting his dentist's office, a light bulb went off that changed the course of his career forever. Troy noticed that a staff member in the dentist's office was focused exclusively on telephoning patients to set appointments to get their teeth cleaned. The "aha" moment occurred when Troy realized that if the dentist had enough people sitting in the chair the law of large numbers would tilt in his favor. If 100 people come in to get their teeth cleaned then a certain number would have a cavity, a certain number would have a need for a tooth pulled, a certain number would have a need for a crown, etc.
Using the same logic Troy applied the method of setting appointments toward focusing on conducting annual reviews in his office. He knew that, just like the dentist, you need to have a consistent stream of people in the chair to create the opportunity for additional business. He hired a dedicated assistant to set annual review appointments for him every day. The annual review process enabled Troy to increase client retention and set up future appointments for cross selling in each household the agency serves.
From that point Troy began staffing up. He knows that proper staffing is one of the major keys to success.
Troy's philosophy on selling is very simple. Offer your client nothing but the best. Never sell price, always sell security and peace of mind. His systems for selling are simple and he has been able to duplicate his efforts by constantly developing his staff. His staff of more than 20 professionals is now led by Sharon Jansma, Office Director. Sharon and her team have been recognized at Presidents Council within the Farmers Organization. Troy is proud of his team because the Presidents Council represents less than 1% (top 100 agents) of the entire 15,000 agency force nationwide. The agency has won this award 16 years in a row.
Thank you, Troy!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Serve what you sell part 1
"Never forget a customer. Never let a customer forget you."
SERVE WHAT YOU SELL
Companies rarely have a product design or price advantage for very long. Their competitive edge, their only major advantage, lies in the professional manner in which their salespeople deliver distinctive service. Your image in business circles and your community has a direct bearing on your sales performance.
After the sale has closed is the time to remember that prospects who purchased the products and paid for them did so because they had confidence in the sales rep and the service that sales rep would provide. Whether or not that confidence will be maintained and even enhanced depends largely upon the manner in which the sale after the sale is handled.
Professionalism in selling requires prompt, personal follow-through. As Dr. Mike Mescon says, "Good or bad, right or wrong, clients are most likely to recall the last - not the first - experience. They remember the end of the story, not the beginning. Clients want consistent service from start to finish." As a professional, you want to deliver consistent service and achieve customer satisfaction.
Make certain prospects know they will get more from you in the way of service than they expect.
Make certain they get more than they pay for.
And make certain they get more in the way of service and information from you than they can possibly get from your competitors.
We believe that as a professional salesperson, you will be judged as much by the customers you keep as by the sales you make.
The basic principle is: Never forget a customer. Never let a customer forget you.
Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
SERVE WHAT YOU SELL
Companies rarely have a product design or price advantage for very long. Their competitive edge, their only major advantage, lies in the professional manner in which their salespeople deliver distinctive service. Your image in business circles and your community has a direct bearing on your sales performance.
After the sale has closed is the time to remember that prospects who purchased the products and paid for them did so because they had confidence in the sales rep and the service that sales rep would provide. Whether or not that confidence will be maintained and even enhanced depends largely upon the manner in which the sale after the sale is handled.
Professionalism in selling requires prompt, personal follow-through. As Dr. Mike Mescon says, "Good or bad, right or wrong, clients are most likely to recall the last - not the first - experience. They remember the end of the story, not the beginning. Clients want consistent service from start to finish." As a professional, you want to deliver consistent service and achieve customer satisfaction.
Make certain prospects know they will get more from you in the way of service than they expect.
Make certain they get more than they pay for.
And make certain they get more in the way of service and information from you than they can possibly get from your competitors.
We believe that as a professional salesperson, you will be judged as much by the customers you keep as by the sales you make.
The basic principle is: Never forget a customer. Never let a customer forget you.
Big February! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
==========================================================================
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
15 words for SUCCESS
15 WORDS FOR SUCCESS
"Nothing happens 'til somebody sells something."
- Arthur (Red) Motley-
Know your customers. Know your product. See a lot of people. Ask all to buy.
These famous 15 words are quoted from Arthur (Red) Motley, former Chairman of the Board, Parade Magazine. He was one of the finest print ad salesmen of all time.
· "Know your customers" is fundamental to selling.
The more you know about all aspects of your customers and your customers' business, the more likely you are to be able to sell to them. Customer knowledge must be accumulated on each and every sales call.
· "Know your product" is often called product knowledge, but it is much more than that because what is critical is the application of your product or service in the customer's world. "What have you done for others?" is the key question. How have you been able to do it? That's knowing your product.
· "See a lot of people" means all day, every day, is selling time. Any time you are not face to face with customers, you are not selling. Get face to face.
· "Ask all to buy!" The key word is "ask." If you don't ask, somebody else will!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
Watch your self talk
WATCH YOUR SELF-TALK
"Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives."
- William James -
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!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
"Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives."
- William James -
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!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
OPPORTUNITY!
"There was never a day that did not bring its own opportunity for doing good that never could have been done before, and never can be again." W. H. Burleigh
"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair.
"Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."
Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."
In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.
Opportunities! Every selling life is full of them.
Every meeting is an Opportunity.
Every bit of knowledge gained is an Opportunity.
Every prospect is an Opportunity.
Every interview is an Opportunity.
Every client is an Opportunity.
Every proof of a client's confidence in you, and every single sale is an Opportunity.
Every day for the professional salesperson is an Opportunity.
Make the most of every day's Opportunities and you'll make the most of yourself.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
"There was never a day that did not bring its own opportunity for doing good that never could have been done before, and never can be again." W. H. Burleigh
"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair.
"Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."
Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."
In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.
Opportunities! Every selling life is full of them.
Every meeting is an Opportunity.
Every bit of knowledge gained is an Opportunity.
Every prospect is an Opportunity.
Every interview is an Opportunity.
Every client is an Opportunity.
Every proof of a client's confidence in you, and every single sale is an Opportunity.
Every day for the professional salesperson is an Opportunity.
Make the most of every day's Opportunities and you'll make the most of yourself.
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe –
Tuesday, January 13, 2009
SUCCESS CAN BE SIMPLE
"Definiteness of purpose combined with PMA (Positive Mental Attitude) is the cornerstone and starting point of all worthwhile achievement." W. Clement Stone
We don't think much of the individual who oversimplifies life, who reduces it to pat formulas, who thinks in terms of slogans. We distrust this person because he or she promises too much for too little. Their way, which seems so easy, is in many cases very difficult, literally impossible, to follow.
At the same time, we must take this business of success and get it down to some sort of organized strategy. We are not pioneers. Thousands have gone before, blazing the trail, finding the landmarks. There are limits and boundaries and highways and rules.
For example: A manager in Illinois earned the reputation of having built more MDRT producers, more successful General Agents and more Agency Vice Presidents than any other manager who is now, or at any time in the past has been, in our business.
You might expect fireworks, magical sales language, a lot of "this" and "that", which could never be transferred.
How very wrong you would be!
Repeatedly, his coaching revolved around these three basic rules:
1. Before you go to bed at night, know exactly whom you are going to see the next day. Plan tomorrow's priorities today.
2. Study 30 minutes a day - preferably following an organized course of study.
3. Always bounce back - no matter what happens, bounce back with enthusiasm and back to the job of seeing prospects.
That's it! How very simple. Yet we're satisfied that if you follow these three rules, with no deviation, this year will be the greatest year you have ever had.
Honest, intelligent effort is always rewarded. It must be so, for life never cheats!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
"Definiteness of purpose combined with PMA (Positive Mental Attitude) is the cornerstone and starting point of all worthwhile achievement." W. Clement Stone
We don't think much of the individual who oversimplifies life, who reduces it to pat formulas, who thinks in terms of slogans. We distrust this person because he or she promises too much for too little. Their way, which seems so easy, is in many cases very difficult, literally impossible, to follow.
At the same time, we must take this business of success and get it down to some sort of organized strategy. We are not pioneers. Thousands have gone before, blazing the trail, finding the landmarks. There are limits and boundaries and highways and rules.
For example: A manager in Illinois earned the reputation of having built more MDRT producers, more successful General Agents and more Agency Vice Presidents than any other manager who is now, or at any time in the past has been, in our business.
You might expect fireworks, magical sales language, a lot of "this" and "that", which could never be transferred.
How very wrong you would be!
Repeatedly, his coaching revolved around these three basic rules:
1. Before you go to bed at night, know exactly whom you are going to see the next day. Plan tomorrow's priorities today.
2. Study 30 minutes a day - preferably following an organized course of study.
3. Always bounce back - no matter what happens, bounce back with enthusiasm and back to the job of seeing prospects.
That's it! How very simple. Yet we're satisfied that if you follow these three rules, with no deviation, this year will be the greatest year you have ever had.
Honest, intelligent effort is always rewarded. It must be so, for life never cheats!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP 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/
Sunday, January 4, 2009
"So goes January, so goes the year."
FORM THE HABITS THE PROS FORM
Start STRONG!
1. Wake up employed.
2. Believe in total preparation.
3. Become known as a problem solver.
4. Hone your probing and listening skills.
5. Give buyer something to say "yes" to.
6. Sell what you own.
7. Narrow your focus.
8. Leverage your key skill.
9. Never waste time with those who waste your time.
10. Be determined to be the best in your field.
11. Become influential.
12. Take 100% responsibility for your results.
First, we form our habits; then our habits form us.
Big January! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #13
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #13 CLOSING THE SALE
• Your confidence, born of preparation, is the key.
• The sale must be closed; it seldom closes itself.
• Step 1 - Owner Benefits
• Step 2 - Final Look
• Step 3 - Strategic Move
• Step 4 - Prospect's Idea
• Step 5 - App with Check
Master your closing strategy.
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe
FORM THE HABITS THE PROS FORM
Start STRONG!
1. Wake up employed.
2. Believe in total preparation.
3. Become known as a problem solver.
4. Hone your probing and listening skills.
5. Give buyer something to say "yes" to.
6. Sell what you own.
7. Narrow your focus.
8. Leverage your key skill.
9. Never waste time with those who waste your time.
10. Be determined to be the best in your field.
11. Become influential.
12. Take 100% responsibility for your results.
First, we form our habits; then our habits form us.
Big January! Big Year!
Good luck and good selling,
Jack and Garry KinderThe KBI Group
POCKET REMINDER #13
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #13 CLOSING THE SALE
• Your confidence, born of preparation, is the key.
• The sale must be closed; it seldom closes itself.
• Step 1 - Owner Benefits
• Step 2 - Final Look
• Step 3 - Strategic Move
• Step 4 - Prospect's Idea
• Step 5 - App with Check
Master your closing strategy.
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
Check out previous articles at http://rebpo.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“Things which matters most must never be at the mercy of things which matters least” - Goethe
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