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
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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/
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