"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 –
Monday, February 23, 2009
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 –
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