Wednesday, May 27, 2009

Master Your Sales Technique
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Zig Ziglar, renowned expert in sales and human potential, says he has met entrepreneurs who believe they can be successful without having any true sales skills. “I’m sure there are some who happen to have such an innovative product that they achieve a level of success never dreamed possible, but I ask, what could they have achieved had they understood how to truly help people get what they want and need?”
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If you want to master your sales skills, follow Ziglar’s lead:
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“Sales are what you do for people, not to people. Prospecting becomes second nature when you can implement my quote: ‘You can have everything in life you want if you will just help enough other people get what they want. When you are truly interested in other people you will learn what they want and if they have a need for your product.’ ”
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“Honesty and integrity are by far the most important assets of an entrepreneur. My mother always said, ‘Son, if a man’s word is no good, eventually he’ll be no good.’ ”
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“Listening is so basic it is often overlooked. If you are so busy thinking of what you are going to say next that you can’t hear what your prospect is saying, you’re going to miss your opportunity to connect to their felt need. If you don’t know what their perception is, you can’t address their felt need. Slow down, focus and pay sincere attention.”
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“Every conversation you have with customers is of monumental importance.”
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Follow some important sales tenets: “Be able to easily explain what you sell and who buys it. Believe in what you sell. You will sell more when people like you. People like you when you show an interest in them.”
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Now I was reading this book, The Art of Positive Thinking, by Geoff Thompson.
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As in before, I shall share some insights from this great book.
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Have you ever heard of the story of The Elephant and The Twig? In India they train obedience in young elephants (to stop them from escaping) by tying them to a huge immovable object, like a tree, when they are still very young. The tree is so large that no matter how hard they pulls and tugs it cannot break free. This develops what is known as 'learned helplessness' in the creature. After trying so hard and for so long to break the hold, only to be thwarted time and again, it eventually believes that, no matter what is does, it cannot escape. Ultimately, as a fully grown adult weighing several tons, they can tie it to a twig and it won't escape, in fact, it won't even try.
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"You need a goal to shoot at". Otherwise you're not playing football, you're just kicking a ball aimlessly around the park.
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Tenacity is the one thing that bridges the gap between those that want and those that have. If you want a crop, plant your seeds, and the more seeds you have, the more crop you'll get, and the more crop you get to the seeds it brings.
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History is full of so-called no-hopers who went on to change the world. William Wallace was only one man but after witnessing an atrocity - a village of women and children being raped and slaughtered - he decided to do extraordinary things. And he did, he changed the course of history by gathering an army and fighting against an oppressive and bullying enemy. He became so legendary, even in his own lifetime, that people thought he must be a seven foot tall monster that ate babies for breakfast. But he wasn't. He was a rather ordinary man of average build and intelligence who used every sinew of his being to change his mind and fight his cause. Now, many years after his death, they've even made a Hollywood movie about him (Braveheart, starring Mel Gibson).
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Wow, I didn't know that this movie is of such great cause. I want to watch it.
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Colonel Sanders (Kentucky Fried Chicken) wanted to change a world dominated by steak restaurants into a world containing chicken-only restaurants. Over a thousand different companies told him that his idea, his dream, would not work and that he would never become the king of fowl. Many told him that his idea was naive, some even laughed at the premise when he went to them for finance. Did he allow their lack of insight to kill his dreams; did he give up, hand over his power and blame others; did he lie down and die after yet another rejection letter and say 'maybe they're right'? No chance, they never even put a dent in the fender. He knew what he had, he believed in it emphatically, and if he believed in it, if he could see it he knew that there must be others out there who would believe in it and see it also. He just kept knocking doors until he met that certain someone. He felt that each door he knocked on that gave a 'no' was one door closer to the one that would give a 'yes'. It took over a thousand rejections to get to that 'yes'. He finally got the backing he desired; now there is a Kentucky Fried Chicken restaurant in almost city.

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