"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
Sunday, April 26, 2009
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
==========================================================================================================================================
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