Don't Be a Communist Salesperson - By Kelley Robertson

In a communist country, virtually everyone is treated the same. Unfortunately, many sales reps take the same approach and treat all of their customers equally. They spend about the same amount of time with each customer, show them the same products, and make the same recommendations. However, this approach will not help you achieve the best possible results because contrary to popular belief, your customers are not all equal.

Here is how you can change your approach to improve your results.

If you study your territory, you will find that you have three types of customers. A small percentage (roughly 20 percent) of your customers will account for the majority of your sales and profits. These customers are your high-revenue, high-profit accounts; we'll call them your A accounts. You will also have a group of low-revenue, low-profit customers (approximately 20-25 percent). These are your C customers. And, lastly, you will have a collection of accounts that generate good revenue although not as much as you would like. These can be classified as B clients.

So, if you look at these categories, where should you invest your time? For the best results, you need to invest your time with the small group of high-revenue customers and here's why.

Your low-revenue customers may generate a great deal of your revenue, but they also cost you money in time and margins. Most customers who fall into this category complain about price, do not see the value in your products or services, and demand concessions on a regular basis. As a result, they erode your margins and profits. They also frequently contact you with problems and take up your time dealing with small, inconsequential issues. These calls and situations take you away from and prevent you from investing more time with your high-profit, high-revenue customers, your A accounts.

It is easy to fall prey to thinking that spending more time with the large group of customers in the middle (your B customers) will dramatically affect your revenues. However, the problem with this thinking is that is the vast majority of these customers will not buy more from you. A small number, perhaps twenty percent, do have some high potential. You can determine which of your accounts falls into this category.

Many salespeople fall into the trap of spending time with the customers they like or with whom they connect. While this approach may feel good, it is seldom the most effective, and in today's harsh economic climate, you need to invest your time with your high-quality customers. Here is what you need do to in order to achieve this.

Block eighty percent of your selling schedule for the top twenty percent of your accounts.

"What? Spend most of time with only few of my customers? What about everyone else?" You see, although your low-revenue, low-profit customers tend to be more demanding than your A customers, many of their concerns, problems, or pressing issues tend to be reactionary. That means they often call you with a problem that they could solve themselves, but they have grown accustomed to picking up the telephone or sending you an email every time every time they have a problem. In many cases, you return their call only to discover that they have resolved the issue. This not only wastes your time, it takes your attention away from other high-revenue sales opportunities.

What about your B accounts, you ask? You fit them into the remaining twenty percent of your schedule, which means you will reduce the frequency of visits to these customers. This may seem counterproductive, but I can tell you that it works.

One of my clients analyzed their sales figures and discovered that more than 80 percent of their revenues were generated by fewer than 20 percent of their customers. They strategically choose to improve their service and visibility with this group of accounts. They didn't ignore their other customers, but they did reduce contact with them. Not only did their sales increase, their cost to attain each sale dropped, which pushed more profit dollars to the bottom line.

This is not an easy transition for most people to make because they get trapped into believing that they must service every account equally. But, if you look at hotels, airlines, and other businesses, you often find that the top-tier customers receive preferential treatment. Shouldn't it be the same in your business?

About the Author:

Kelley Robertson, author of "The Secrets of Power Selling," helps sales professionals close more deals so they can reach their sales quotas and targets. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter at http://www.Fearless-Selling.ca. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@Fearless-Selling.ca

Three Rules for Turning Stress Into Success by Denis Waitley

1. Accept the Unchangeable - Everything that has happened in your life to this minute is unchangeable. It´s history. The greatest waste of energy is in looking back at missed opportunities, lamenting past events, grudge collecting, getting even, harboring ill will, and any vengeful thinking. Success is the only acceptable form of revenge. By forgiving your trespassers, you become free to concentrate on going forward with your life and succeeding in spite of your detractors. You will live a rewarding and fulfilling life.

Your enemies, on the other hand, will forever wonder how you went on to become so successful without them and in the shadow of their doubts.

Action Idea: Write down on a sheet of paper things that happened in the past that bother you. Now crumple the paper into a ball and throw it at the computer screen. This symbolizes letting go of past misfortunes.

2. Change the Changeable - What you can change is your reaction to what others say and do. And you can control your own thoughts and actions by dwelling on desired results instead of the penalties of failure. The only real control you have in life is that of your immediate thought and action. Since most of what we do is a reflex, subconscious habit, it is wise not to act on emotional impulse. In personal relations, it is better to wait a moment until reason has the opportunity to compete with your emotions.

Action Idea: Write down in your diary one thing you will do tomorrow to help you relax more during and after a stressful day.

3. Avoid the Unacceptable - Go out of your way to get out of the way of potentially dangerous behaviors and environments. When people tailgate you on the freeway, change lanes. If they follow you at night, drive to a well-lighted public place.

When there are loud, obnoxious people next to you at a restaurant or club, change tables, or locations. Also, be cautious of personal relationships developed via the Internet. With the massive number of individuals surfing the net, the number of predators increases in like proportion. Always be on the alert for potentially dangerous situations involving your health, personal safety, financial speculation and emotional relationships.

Action Idea: What is one unacceptable behavior you have or allow others to do to you that you will avoid starting tomorrow? Example: The way you drive, being around negative people, walking down dark streets alone late at night, etc.

-- Denis Waitley

Obstacles are the Stepping Stones of Success by Harvey Mackay

A man was walking in the park one day when he came upon a cocoon with a small opening. He sat and watched the butterfly for several hours as it struggled to force its body through the little hole. Then it seemed to stop making any progress. It looked like it had gotten as far as it could, so the man decided to help the butterfly. He used his pocketknife and snipped the remaining bit of the cocoon.

The butterfly then emerged easily, but something was strange. The butterfly had a swollen body and shriveled wings. The man continued to watch the butterfly because he expected at any moment the wings would enlarge and expand to be able to support the body, which would contract in time. Neither happened. In fact, the butterfly spent the rest of its life crawling around with a swollen body and deformed wings. It was never able to fly.

What the man in his kindness and haste did not understand was that the restricting cocoon and the struggle required for the butterfly to emerge was natural. It was nature's way of forcing fluid from its body into its wings so that it would be ready for flight once it achieved its freedom. Sometimes struggles are exactly what we need in our lives.

If we were allowed to go through life without any obstacles, we would be crippled. We would not be as strong as what we could have been. And we could never fly.

History has shown us that the most celebrated winners usually encountered heartbreaking obstacles before they triumphed. They won because they refused to become discouraged by their defeats.

My good friend, Lou Holtz, football coach of the University of South Carolina, once told me, "Show me someone who has done something worthwhile, and I'll show you someone who has overcome adversity."

Beethoven composed his greatest works after becoming deaf. George Washington was snowed in through a treacherous winter at Valley Forge. Abraham Lincoln was raised in poverty. Albert Einstein was called a slow learner, retarded and uneducable. If Christopher Columbus had turned back, no one could have blamed him, considering the constant adversity he endured.

As an elementary student, actor James Earl Jones (a.k.a. Darth Vader) stuttered so badly he communicated with friends and teachers using written notes.

Itzhak Perlman, the incomparable concert violinist, was born to parents who survived a Nazi concentration camp and has been paralyzed from the waist down since the age of four.

Chester Carlson, a young inventor, took his idea to 20 big corporations in the 1940s. After seven years of rejections, he was able to persuade Haloid, a small company in Rochester, N.Y., to purchase the rights to his electrostatic paper- copying process. Haloid has since become Xerox Corporation.

Thomas Edison tried over 2,000 experiments before he was able to get his light bulb to work. Upon being asked how he felt about failing so many times, he replied, "I never failed once. I invented the light bulb. It just happened to be a 2,000-step process."

Franklin Delano Roosevelt, elected President of the United States for four terms, had been stricken with polio at the age of 39.

Persistence paid off for General Douglas MacArthur. After applying for admission to West Point twice, he applied a third time and was accepted. The rest is history.

In 1927 the head instructor of the John Murray Anderson Drama School, instructed student Lucille Ball, to "Try any other profession. Any other."

Buddy Holly was fired from the Decca record label in 1956 by Paul Cohen, Nashville "Artists and Repertoire Man." Cohen called Holly "the biggest no-talent I ever worked with."

Academy Award-winning writer, producer and director Woody Allen failed motion picture production at New York University (NYU) and City College of New York. He also flunked English at NYU.

Helen Keller, the famous blind author and speaker, said: "Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, vision cleared, ambition inspired and success achieved. Silver is purified in fire and so are we. It is in the most trying times that our real character is shaped and revealed."

Mackay's Moral: There is no education like the university of adversity.

-- Harvey Mackay

Book Excerpt: When Everything Changes, Change Everything: In a Time of Turmoil, a Pathway to Peace - By Neale Donald Walsch

The changes in your life are not going to stop.

If you're thinking about riding things out for a while, waiting for things to settle down a bit, you may be in for a surprise. There's going to be no "settling down." Things are going to be in a constant state of upheaval on this planet and in your own life for a good while now. Actually... yes, well, I might as well tell you... actually, forever.

Change is what is -- and there is no way to change that.

What can be changed is the way you deal with change, and the way you're changed by change.

That's what this book is about.

We are going to be talking here about how to deal with major change, not just minor change. I mean change that emerges from collapse, calamity, and catastrophe -- or at least what we label as these. So if your life is collapsing right now, if you're in the midst of a calamity, if a catastrophe has occurred, what you're going to find here could save your life. I mean, emotionally. But heck, you know what? Maybe even physically.

Here you will be given Nine Changes That Could Change Everything. This little list will alter all that appears in your reality. Unless it does not. The choice will be yours. But it is a list that you may at least want to read. You may at least want to find out what it's all about.

I hope that you will make these Nine Changes as quickly as possible. Not just because the changes in life that you are experiencing (that we all are experiencing) are not going to stop, but also because the pace of change is only going to increase.

Someone noted a few years ago that it was possible for my great-grandfather to live an entire lifetime without having anything come along that seriously challenged his world view, because very little happened that he heard about that altered his understanding of how things were.

My grandfather had a different experience. He was able to live 30 or 40 years, but not much longer, before some new piece of information was unveiled that seriously confronted his notion of the world. Perhaps half a dozen times during his life such a major event or development occurred that he heard about.

In my father's day, that window of change dropped to only 15 or 20 years. That's about as long as my dad could hold onto his ideas about life and how it works and what is true about everything. Sooner or later something would happen to disrupt his whole mental construction and require him to alter his thoughts and concepts.

In my own life span, that time has been reduced to just 5 to 8 years.

In the lifetime of my children, it will be reduced to something like 2 years -- and possibly less. And in the lifetime of their children, it could be reduced to 30 or 40 weeks.

This is no exaggeration. You can see the trend. Social scientists say that the rate of change is increasing exponentially. In the time of my great-grandchildren, the period of time between changes will be reduced to days. And then, perhaps even hours.

In truth, we are already there -- and have always been there. For in actuality, nothing has ever remained the same for even a moment. Everything is in motion, and if we define change as the altering of configurations, we see that change is the natural order of things. So we've been living in a constant swirl of change from the beginning.

What is different now is the amount of time that it takes for us to notice the changes that are always occurring. Our ability to communicate globally about everything within seconds is what has changed the way we experience change. The speed of our communications is catching up with the speed of our alterations. This condition in itself sponsors an increase in the rate of change.

Today our languages and expressions change overnight, our customs and styles change by the season, our beliefs and understandings and even some of our most deeply held convictions change not with, but within, each generation.

Because change is happening all around us and within us so rapidly, what is needed now is a guidebook, an "operator's manual" for human beings facing dramatically shifting life realities. This book is, therefore, more than a collection of anecdotes or "real life stories" about people who have gone through changes in their life, or a once-over-lightly treatment of something that deserves deeper exploration. The text which follows offers some peeks at the experience of others (including my own), because there can be value in that, but it also provides a much needed explanation of the mental and spiritual basis of change -- and specific instructions on how to use mental and spiritual tools to change the way change changes you.

What the Nine Changes empower us to do is not stop change (I hope I've already made the point that this is impossible) or even slow the rate of change, but rather, make a quantum leap in our approach to change, in our ways of dealing with it -- and in our ways of creating it.

One final word. The ideas here are based in ancient wisdom, modern science, everyday psychology, practical metaphysics, and contemporary spirituality. The invitation here presumes that Divinity exists, that life has a purpose, that human beings have a soul, that our body is something we have and not something we are, and that the mind is under our control at all times.

A rejection of any one of these notions removes the underpinning from much of what is shared here. On the other hand, if these concepts feel valid to you, you could be holding in your hand the most useful, the most helpful, the most powerful book you have read in a very long time.

Check out the Experts page for Neale Donald Walsch.

*****
When you buy this book, you'll get two free live tele-classes with Neale! To learn more, go here.

The list price of this book is $19.95. To purchase it from Amazon.com for $10.97, a 45% discount, go here.

Conducting a Personal Inventory of Your "Knowledge Resources" by Denis Waitley

Self-knowledge has always been the key to preparing for competition. Knowledge of your attributes, abilities, interests, strengths, weaknesses, and traits is essential to riding the front end of the wave of change into the new century. To fully assess your own talents, realize that studies confirm that what we love and do well as children continues as our latent or manifest talent as adults.

Examination of your weekend or evening interests might reveal a gem of potential you can apply to your vocation. I strongly suggest you don't unthinkingly relegate what you love to do for yourself solely to hobbies. You might make it, or at least integrate it into your life's work.

The acquisition of knowledge, which is the new global power, is a life-long experience, not a collection of facts or skills. Not long ago, what you learned in school was largely all you needed to learn to secure a career. With knowledge expanding exponentially, this is no longer true. Hundreds of scientific papers are published daily.

Every thirty seconds, some new technological company produces yet another innovation. Your formal education has a very short shelf life. Life-long learning, once a luxury for the few, has become absolutely vital to continued success. Continue gaining expertise and avoid thinking like an expert.

Action Idea: An excellent benchmarking exercise is to spend a weekend with key associates or family members and dust off your childhood memories. Remember what you really enjoyed and wanted to do most as a child. The next activity in assessing your interests is considering your current ones. What do you most enjoy after work? What do you most want to do on weekends and vacations? What are your hobbies? Can you bring more of what you enjoy into your business life?

Action Step - Increase Your Reading, Writing and Vocabulary Proficiency. One of the most important qualities of successful leaders is an ability to express thoughts and knowledge. Research by management and human resource experts confirms that no matter what the field of employment, people with large vocabularies - those able to speak clearly and concisely, using simple as well as descriptive words - are best at accomplishing their goals. Well chosen, carefully considered words can close the sale, negotiate the raise, enhance relationships, and change destinies.

In a world of e-mail, fax dispersal, voice mail, sound bites, concise reports, business plans, and meeting briefs, the individuals who can articulate their goals, substantiate their claims, and support their visions, will own the future. In the 21st Century, literacy will be the major difference between the haves and have-nots.

Why do fewer than 10 percent of the public buy and read nonfiction books? One reason is that many would rather get home than get ahead. They are motivated to get by and get pulled along by the company, the economy, or the government.

Another reason is that many individuals believe that information found in books, computer programs, and training sessions has no value in the business world. How self-deluding!

As the new tools of productivity become the Internet, the Digital Versatile Disc, direct digital download of text, audio and video, and the combination of the interactive computer with telecommunications, the people who know how to control the new technologies will acquire power, while those who thought that education ends with the diploma are destined for low-paying, low-satisfaction jobs. In almost the blink of an eye, our society has passed from the industrial age to the knowledge era.

Increase your reading by 100 percent. Decrease your television watching, and that of any children in your family by 50 percent. Surf the Internet and subscribe to book summaries, or download free chapters from different sources. By reading book summaries, you can gain the essence of all the top business books in a very brief period of time.

Action Idea: Read at least one book each month, and listen to at least one additional audio book during commute or down time. One of the best sources for business audio books online is MP3audiobooks.com.

All kinds of reading and listening to fiction and non-fiction will increase your vocabulary, writing and presentation skills. Incredibly, a mere 3,500 words separate the average person from those with superior vocabularies.

Keep a dictionary beside you when you read and look up every word you don't fully understand. Doing that on the spot helps make the word part of your vocabulary forever. And don't depend on your computer's spellchecker for your spelling. Not all e-mail service includes spell check. Also, you may be called upon to write longhand notes, memos, or information on white boards or blackboards at meetings. You not only want to use the right words. You also will want to spell them correctly.

A great way to increase your literacy is to engage in Internet conferences and to read summaries on the web from services like Amazon.com, Barnes and Noble and other booksellers. The more interactive you become in communications and the less you indulge in prime-time television, the more successful you'll become in all areas of your life. Knowledge is the new power. And literacy is the door to knowledge.

-- Denis Waitley

It is a Challenge to Succeed by Jim Rohn

It is a challenge to succeed. If it were not, I'm sure more people would be successful, but for every person who is enjoying the fruit from the tree of success, many more are examining the roots. They are trying to figure it all out. They are mystified and perplexed by what seems to be some strange, complex and elusive secret that must be found if ever success is to be enjoyed. While most people spend most of their lives struggling to earn a living, a much smaller number seem to have everything going their way. Instead of just earning a living, the smaller group is busily engaged in designing and enjoying a fortune. Everything just seems to work out for them. While the much larger group sits in awe at how life can be so unfair, complicated and unjust.

"I am a nice person," the man says to himself. "How come this other guy is happy and prosperous, and I'm always struggling?" He asks himself, "I am a good husband, a good father and a good worker. How come nothing seems to work out for me? Life just isn't fair. I'm even smarter and willing to work harder than some of these other people who just seem to have everything going their way," he says as he slumps into the sofa to watch another evening of television.

But, you see, you've got to be more than a good person and a good worker. You've got to become a good planner, and a good dreamer. You've got to see the future finished in advance. You've got to put in the long hours and put up with the setbacks and the disappointments. You've got to learn to enjoy the process of disciplines and of putting yourself through the paces of doing the uncomfortable until it becomes comfortable. You've got to be prepared and willing to attack the challenges if you want the success because challenges are part of success.

Now that may sound like a full menu of activities, but let me assure you that the process of going from average to fortune isn't really all that difficult. Thinking about it is the difficult part. Anticipating all the effort and the changes and the disciplines is far worse in the mind than in reality. I can promise you that the challenges you'll meet on the road to success are far less difficult to deal with than the struggles and the disappointments that come from being average. Confronting and overcoming challenges is an exhilarating experience. It does something to feed the soul and the mind. It makes you more than you were before. It strengthens the mental muscles and enables you to become better prepared for the next challenge.

I've often said that to have more, we must first become more, and to become more, we must begin the process of working harder on ourselves than we do on anything else. But in addition to gathering new knowledge, new skills and new experiences; it is also important to discover new emotions. It is how we feel about what we know that makes the biggest difference in how our lives turn out. How we feel about the chances we have and the choices we have determines the intensity of our effort. Whether we try or don't try. Join or don't join. Believe or don't believe.

I'd like for you to discover some strong feelings about your life and about what you want to do with that life. You probably have much of the knowledge and a lot of the experience and perhaps most of the skills that it takes to become successful. What you may be lacking in are the strong feelings about what you want and what you want to do. You may be one of those who have become so involved in the process of earning a living that you've forgotten about the choices and the chances you have for designing your own life.

Let these strong feelings help you take a second look at your life and where you're headed. After all, you've only got one life, at least on this planet. So why not make it an adventure in achievement? Why not discover what all you can do and what all you can have? Why not discover how many others you can help and in the process how that can help you?

Why not now take the Challenge to Succeed!

To Your Success,
Jim Rohn

The Importance of Leaving a Legacy by Jim Rohn

There are four areas concerning Leaving a Legacy that I consider to be fundamental; a Life Well-Lived, Principles to Live By, The Importance of a Spiritual Legacy and an Impact Legacy and a Financial Legacy. Today I would like to share on a Life Well-Lived.

You know, I have had an amazing life. I have traveled the world. I have shared my heart with so many wonderful people. I have been fortunate enough to make a great living and enjoy the fruit of my work. I have met thousands of people who are dedicated to personal development and self growth. I have made it my life's pursuit to teach others the philosophies and actions that would help them achieve greatness and personal fulfillment in their own lives. Forty years ago, it felt like it would never end. Today, I still imagine I have many years left, but I also am more aware than ever that there is much less time left than before.

Being aware of this has made me even more clear on my goal of living well and teaching others to do the same. Our One-Year Plan of Success is designed to help others achieve all of their dreams and is part of one of the legacies I want to leave behind.

Leaving a legacy for others to follow is part of what drives me. I followed others who had gone before me; they left a legacy for me. Now I am making sure that those who come after me will have a trail to follow as well. You see, leaving a legacy is important.

Think about those who left a legacy for us to follow and for you specifically:

Your parents
Your grandparents
Your aunts and uncles
Your schoolteachers
Your coaches
Your neighbors where you grew up

For those of us in America (For our international readers, take a moment to reflect on those leaders who helped form the foundations of your country):

The founding fathers of the U.S., who had a dream of a place of self-determination

Abraham Lincoln, who freed the slaves

FDR, who saw us through the great depression

The many men and woman who defended our liberties through the wars of the 20th century so we could live in freedom

JFK, who called us to space exploration and set us on course to have a man walk on the moon

Martin Luther King Jr. Who left us a legacy to pursue the dream of racial equality

There are literally thousands of men and women who lived in a way that affects our lives today.

And yes, the list goes on from there as well. These are the people who we knew, who we lived with, and who shaped us deeply, for good and for bad in some cases.

You see, a legacy can be anywhere on the continuum, from very bad to very good. It all depends on how we live our lives.

How we live our lives is critically important. I want to challenge you to take a look at how you live. We want to challenge you to think deeply about the major areas of your life where you can and should leave a lasting legacy.

Why is leaving a legacy important? Here are a few reasons:

The legacy we leave is part of the ongoing foundations of life. Those who came before leave us the world we live in. Those who will come after will have only what we leave them. We are stewards of this world, and we have a calling on our lives to leave it better than how we found it, even if it seems like such a small part.

Legacies have raw power for good and for bad. There are people who have changed the world for good, people who have opened up new worlds for millions of others, people who have spurred others onto new heights. And there are people who have caused massive destruction for countless millions, people who left a wake of pain behind them wherever they went.

There are parents who have blessed their children with greatness and other parents who have ruined their children's fragile minds and hearts. What we do affects others. Our lives have the power to create good or purvey evil. It is important that we choose to do good.

It is an act of responsibility to leave a legacy. Because of the power of our lives and the legacies we leave, it is a great responsibility to choose to leave a positive legacy. All good men and women must take responsibility to create legacies that will take the next generation to a level we could only imagine. I truly believe that part of what makes us good and honorable people is to have a foundational part of our lives based on the goal of leaving a legacy.

Purposefully leaving a legacy for others breaks the downward pull of selfishness that can be inherent in us. When we strive to leave a legacy, we are acting with a selflessness that can only be good for us. Yes, I suppose someone could work hard to earn money so that when he or she dies, a building is named after them, but that is not the kind of legacy we are talking about. We are talking about legacies that make life better for those who come after us, not about our own fame or recognition, but about helping others. After all, we won't be around to watch our legacy. To build that which will last beyond us is selfless, and living with that in mind breaks the power of selfishness that tries so desperately to engrain itself in our lives.

It also keeps us focused on the big picture. Legacy building is "big picture." It keeps us focused on the long-term and gives us values that we can judge our actions by. When we are acting based on selfishness, personal expediency and the like, we are "small picture"--whatever is pragmatic right now. When we are building a life that will give for many years, we are "big picture." Ask yourself: How does this action affect my overall goals? How will this affect people in the years to come?

Yes, your legacy is very important. Take some time this month to reflect on how you are going to use your information and skills to build a life that leaves a tremendous legacy!

Until next time, let's do something remarkable!
Jim Rohn