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
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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

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