Do You Make These Mistakes In Sales?

By Jim Klein

Before I get in to this weeks feature article, let's do a quick
review of what I talked about in the last newsletter.

You created interest with your prospect by making a big promise,
and stated a feature to back up your promise.

You gave them a logical and emotional benefit, and backed
everything up with evidence.

Finally, you asked their permission to ask questions.

Because you did such a great job up to this point, your prospect
says, "If you can do that for me, if you might be able to help me
that way, to create those kinds of results, sure, you can ask me
some questions."

Now you've got their permission to probe.

Before I get into probing and asking the prospect questions, there
is one very important point I want to talk with you about. The
point I want to discuss is how to tell the difference between a
prospect and a suspect, and how doing so will save you valuable
time and unneeded frustration.

So what is the difference between a prospect and a suspect?

A prospect is a potential client who has a need for your product or
service, and is willing and able to pay for them, and has the
authority to make the buying decision.

On the other hand, a suspect is any one who does not meet any of
the qualities of a prospect. A suspect will use up your time asking
for more and more information, without ever actually committing or
planning on committing to a deal. Suspects will leave you hanging.

The way you separate the suspects from the prospects is in the
probing or qualifying phase of the sales process. Before you can
sell anything, you must have someone who has a need for your
product or service, they must have the means and the desire to
purchase whatever it is you are selling, and they must have the
authority or ability to make the decision to purchase.

These are the three conditions you are looking for when you qualify
someone.

It has been my experience that many sales people make three main
mistakes when qualifying a potential customer. Making either one of
these mistakes will ultimately end with the same result, a waste of
the sales person's and the potential clients time, energy, and a
lose of credibility with the potential client.

The first mistake many sales people make is they skip the
qualifying step all together. Some think they know what their
prospect wants and needs without qualifying. Other sales people
skip it because they don't know how to qualify. Or maybe they don't
feel comfortable taking control of the sales process right from the
beginning.

Then they proceed to ramble on about how great their company is,
how long they've been in business and all the wonderful things
they're going to do for the prospect. In no way do they stop long
enough to find out what the prospect is looking for.

The second mistake many sales people make is when qualifying the
potential client; all three conditions for a prospect are not met,
so they really have a suspect. However, they continue with the
presentation and waste their time, energy, and credibility.

Too many salespeople have the belief that regardless of the
situation, the suspect can be convinced to purchase.

The third mistake made is that they don't probe deep enough to
really dig out the emotional reasons why the prospect wants or
needs their product or service. The sales person only scratches the
surface, and then has a difficult time getting the prospect to sign
on the dotted line.

Another reason for a salesperson not qualifying a potential client
is they are afraid they'll hear the word "No". It's the most feared
word for most sales people. However, the top producers want to get
to the "No" as quickly as possible so they can get to a yes that
much sooner.

Any one of these mistakes can be critical to the sales process.

So what I am going to cover in the qualifying process is crucial to
your success or failure in sales, and earning more money in a
shorter period of time.

Avoid Fair-Weather Supporters by Denis Waitley

When you seek support and feedback, be sure it is from people who are truly interested in seeing you succeed. Don’t seek feedback from fair-weather friends, competitive peers or any person who doesn’t have your best interests at heart. Neutral doesn’t count. Get feedback from someone who is on your side but will still be objective and brutally honest with you.

Misery truly does love company, and jealousy creates some of the most miserable people. Surpass the achievements of your particular social crowd or your business colleagues, and look out for the slings and arrows of those who wish you were back where they are.

You have to dodge the snide remarks and catty comments. Let them roll right off you. Don’t internalize them. Only pay attention to feedback from those who have similar goals or who are working actively alongside you to achieve goals of their own.

Motives and fears run deep. Study them in others. The manager who supports you and comforts you when you’re down may like you best when you are in just that state: down and dependent. When you start succeeding beyond his expectations and comfort level, he may be among the first to get you to back off, limit your horizons and lower your goals. Recognize this feedback for the insecurity it is. It will rarely be objective or well-intentioned.

Even parents and significant family members aren’t immune to emotional conflicts that can pollute their feedback. Many relatives and siblings have difficulty accepting the success of others in the family or encouraging further success.

Ultimately, nobody is responsible for your life but you. Nobody is accountable for your actions but you. Therefore, nobody’s expectations for you and opinions about you are as important as your own. So make sure your opinions take precedence in your mind over all others, and when you do need to consult with someone else, think very carefully before you choose exactly who.

—Denis Waitley

How Do You Measure Success?

In America today, quality of life is often measured by the amount of money you make. Success is defined by the kind of car you drive. By the neighborhood you live in. By the toys you own. After all, he who dies with the most toys wins. True or false?

Life was difficult before remote controls and automatic door locks. Skiing was so boring before the new shape skis hit the market. Fishing without a carbon-fiber rod was next to impossible. And the best part of life today is that big-screen plasma HDTV, the one with the universal remote that controls everything. It’s the best escape devised yet from an otherwise dull evening.

In contrast, the people of the remote Himalayan country of Bhutan were recently rated as having the poorest quality of life of all but one other country in the world—after all, their average annual per capita income is only $500. Ironically, however, when you visit the country, there are no beggars, only beautiful, snow-capped peaks, virgin forests and clean air. The crime rate is extremely low, no one is in a hurry, and there is a strong sense of community. You might almost think that instead of depending on their belongings to entertain them, they’ve learned to enhance their lives by building relationships with each other.

Be careful to avoid the trap of “the more you buy, the more you need.” Because, oftentimes, the more we think we need, the unhappier we are with what we have. So, this year, before buying those new golf clubs, stop and think. Will that $1,000 bring you more happiness through a bag of irons, compared to a few days off with your family, or as a donation to an organization, or a person who is trying to make a difference? It’s your choice. It’s how you measure it.

So, this week, count your blessings instead of your possessions. Spend more time with those you love, instead of spending more money on things you lack.

—Denis Waitley

Autograph Your Career and Your Life with Excellence by Denis Waitley

In 1644, a child was born. He lived to be 93 at a time in history when the average life span was but 35 to 40. He taught himself his trade and began his career. He often worked alone with primitive tools, but his focus every day was to put the best he had into his work. The man made violins. He labored over each and every process and step to ensure that he had “autographed” them with excellence and the best that was in him. He created his own personal standard of excellence for his craft, and he actually signed his name on each instrument that passed the test.

Today, some three hundred years later, the name of this craftsman who was committed to excellence is the benchmark for the best in musical instruments. His name? Antonio Stradivari! His Stradivarius violins sell for hundreds of thousands of dollars because they are the best.

When Stradivari labored, he did not know of the legacy he was creating. He was doing his best, day in and day out, to reach his standard of excellence. He didn’t spend the extra time and care to get the accolades of upper management or to be the top producer in the company. He did it because excellence was part of his focus, mission, and obsession.

It is easy to do world-class work when a boss is looking or a supervisor is around. But the test is in what you do when no one is looking. High achievers have developed the ability to stay focused when no one else is around. Does your quality or performance fluctuate based on who is in the office or which customer you are serving? Excellence is not something that you can just turn on and off whenever you feel you need it. It is a habit rooted in your attitude about your life and career.

Are you just going through the motions day to day, or are you creating a masterpiece? Autographs are valuable because they are rare and are tied to excellent performance. In today’s world, superior effort and service are becoming endangered species. Is the autograph you place on your work and service each day a Stradivarius or a Michael Jordan? Or is it unknown, with little value? Autograph your career and your life with excellence.

Having a firm commitment to excellence, like Stradivari, has an amazing effect on your achievement motivation. When people who are simply going through the motions or who are just working for a paycheck hit a challenge or obstacle, they often run to their boss and get him or her to do it, or they procrastinate by getting a cup of coffee or shuffling the papers on their desk. On the other hand, when individuals who are committed to excellence hit a similar challenge, they immediately bounce back with energy, and they are actually exhilarated by the chance to stretch themselves to overcome the problem. A commitment to excellence will create focus, and focus will assist you in maintaining your positive motivation and in creating a balanced life.

So, start today and autograph your work with excellence!

—Denis Waitley

The Law of Ambition

By Brian Tracy

Leaders have an intense desire to lead; they have a clear vision of a better future, which they are determined to realize. Vision is the one common quality that separates leaders from non-leaders. Leaders have a clear picture of the kind of future they want to create, and they have the ability to communicate this vision to others in an exciting and inspiring way.

Key Responsibility of Leadership
People may work steadily for a paycheck, but they perform at high levels only when they are inspired by a vision of some kind. The development and articulation of this vision is a key responsibility of leadership.

Leaders Visualize
Leaders have the ability to visualize, to see the big picture and then to inspire others to work together to make it a reality. The true leader sees leadership as a tool he or she can use to bring about a result that is bigger and more important than any single individual.

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Become a Leader
You become a leader when you set a goal, make a plan, and then throw your whole heart into making it a reality. You become a leader when you develop an inspiring vision for yourself and others. You become a leader when you know exactly where you want to go, why you want to get there, and what you have to do to achieve your vision.

Leaders Explain
Leaders can explain clearly to other people what it is they are trying to accomplish, why they are trying to accomplish it, and how they are going to bring it about. They are eager to get results and they are impatient with delays. They are excited about what they are doing, and as a result, they get other people excited as well. Leaders have goals, plans, and strategies that they are working to implement every day. They are in a hurry. They have a lot to do and they feel that they have too little time.

Clarity
Perhaps the most important part of ambition is clarity on the part of the leader. The leader has a clear vision, clear values, a clear vision, and clear, written goals, plans, and strategies for his or her department or organization. Most of all, leaders want to lead, to be in charge, to be responsible, to make things happen. They are willing to endure the risks and the sacrifices that are required to make a real difference in their worlds.

Action Exercise
Determine a clear vision for yourself and your organization. Where would you ideally like to be in three to five years? Define it clearly. Write it down. Share it with others. The more clear and specific you are about your future vision for yourself and your company, the more you will accomplish and the better and more effective leader you will become.

生氣真的沒有用

某法師有一天正要開門出來，不料，迎面撞進一位彪形大漢，說時遲，那時快，只聽得「碰」的一聲，剛巧撞在法師的眼鏡上，眼鏡戳青了他的眼皮，然後跌碎地上，鏡片摔得粉碎。
此時那滿臉絡腮鬍撞人的大漢，毫無愧疚之色，反而理直氣壯說：「誰叫你戴眼鏡？」
法師此時心想：世間法多由因緣合和而生，有善緣，亦有惡緣，解決惡緣之道，惟以慈悲待之，因此便以歡喜豁達的心胸來接受這項事實。
鬍子見法師以微笑回報他的無理，頗覺訝異地問：「喂！和尚，為什麼不生氣？」
法師藉機開示說：「為什麼一定要生氣呢？生氣既不能使破碎的眼鏡重新復原，又不能使臉上的瘀青立刻消失，苦痛解除。再說，生氣只會擴大事情，如果我生氣，對您破口大罵，或是打鬥動粗，必定造下更多的業障及惡緣，甚至傷害了身體，仍然不能把事情化解。
「以世間因緣果報來看這件事情，我早一分鐘，或遲一分鐘開門，都可以避免相撞，而我們卻撞在一起，或許這麼一撞化解了我們過去的一段惡緣，因此，我不但不生氣，反而還要感謝您助我消除業障！」
大鬍子聽後十分感動，他問了許多佛法及法師的稱號，然後若有所悟地離去。這件事過了很久，有一天法師接到一封現金掛號信，信中附有五千元，原來正是那鬍子寄來的，信中寫著：
師父慈鑒：非常感謝您，那天撞了您，卻救了三條活命，事情是這樣的：我年輕時本來不知用功進取，畢業之後，在事業上高不成低不就，十分苦惱，常常自怨自哀，結婚之後，也不知善待妻子，常常拿妻子出氣。有一天，我外出上班，忘了拿公事包，中途又返家拿取，沒想到卻發覺妻與一名男子在家中談笑，我非常生氣，衝動地跑進廚房，拿了一把菜刀，想殺了他倆，然後自殺，以求了斷。不料，那男子驚慌回頭，臉上的眼鏡摔落在地上，一時，我憶起慈悲的師父，師父的一句「生氣不能解決問題」，使我冷靜下來。我想：妻子越軌，我必須負完全責任。因為，過去我實在不該冷落她。經過這件事，我感悟到許多為人處世的道理，再也不會暴躁及莽撞了。目前，我們一家和睦相處，生活美滿，工作上也更能得心應手了。
師父的開示，改變了我的人生觀，一生受用不盡，為了感謝師父的恩德，我匯五千元，兩千元賠償師父的眼鏡，三千元為我、為妻子，及那個男人做功德，我慚愧以往不知修福，反而造下了不少惡業，還請求師父為我們祈福化解，消除業障! ..! ......。
人與人之間相處，難免不磕磕碰碰，切記「生氣是不能解決問題的」。法師以歡喜心接受橫逆，不但化解一段惡緣，並且點醒了莽撞漢，使他遇事能自我反省，冷靜地處理了忽然遭遇的場面，避免了遺憾，迎接了美好的生活。生氣只是懲罰自己而已。
人生最厲害的不是爭一口氣，而是要把這口氣吞下去，而且還要把它消化掉。

The Safari Called Life by Dr. Denis Waitley

Many of my keynote presentations to major corporations have focused on my experiences in Africa and how they can be applied to our individual and collective performance in pursuit of excellence and quality of life. I view life as a way of traveling on a mysterious, ever-challenging safari, where the trail is blazed by our daily choices, actions and responses.

There is an oft-repeated cliché I have heard ever since I was a boy: “It’s a jungle out there!” Every television and newspaper headline seems to shout about the perils of existence. Bad news is always the special meal of the day, and because of the media’s increasing preoccupation with what’s wrong in the world, each generation believes it is living in the most difficult times in history. How are we to face our deepening feelings of apprehension and fear in view of increasing global unrest and insecurity? How can we achieve survival, success and serenity in this savage paradise called life?

What I have learned on my pilgrimages to Africa on safari can be applied to our own daily lives. Life in every environment today is a savage paradise—savage to the ignorant, uneducated, unskilled, prejudiced and ill-informed. But it’s a paradise to those who have learned to adapt to and manage change, remain flexible, unhook prejudices, view failures and mistakes as temporary detours and target corrections, and remain lifelong learners. Our safari guides were comfortable and at ease in the dangerous ecosystem of Africa. We, on the other hand, felt vulnerable, insecure and hesitant. We were the newcomers, the tourists. They were the guides, confident through training and experience.

In my book, Safari to the Soul, I mention another book that had made the same parallel as I had, entitled The Jungle is Neutral, written by Col. F. Spencer Chapman, an officer in the British army during World War II. Col. Chapman survived for four years as a guerilla fighter in Malaysia. Cut off from the outside world, which listed him as “missing, believed killed,” he was isolated deep in the jungle, undergoing ordeals such as few individuals have ever lived to document. He escaped twice from prison camps because, in his own words: “I needed to get back to my assignment!”

When questioned later about his adversaries being expert jungle fighters and the fact that he was up against scorpions, yellow fever, malaria, poisonous snakes, incessant rain, wild tigers, leeches and undergrowth so thick it can take four hours to walk a mile, these were Col. Chapman’s observations:

“I had my bouts with most of what you mentioned. Some of it I was prepared for. Some of it I learned on the job. I managed to get around by bicycle, dugout canoe, mostly on foot, and some of the time on my belly crawling through the jungle muck. The jungle provides drinking water, fruit and food, shelter, and plenty of places to hide. I also made friends with the tribal chiefs and natives who had lived there all their lives and who taught me coping skills.”

When it was brought to his attention that others who spent only days or weeks in the jungle swore that the jungle is hostile, cruel and vindictive, Col. Chapman answered resolutely: “To me, the jungle is neutral. It is your knowledge, attitude, skills and habits that see you through. The jungle is what it is. It doesn’t think. It is the backdrop for your journey. Your preparation, training, resourcefulness and dedication are what count.”

On your own safari in pursuit of your professional and personal goals, as you look forward to a new beginning and the climb to a higher level, where you have never journeyed before, remember that acronym called the “KASH-flow” of life.

K is for Knowledge. Invest fully in your lifelong learning. The shelf life of your formal education, with any and all of your degrees, is about 18 months. Every five minutes, there is a new scientific or technological breakthrough that upgrades or makes obsolete what had gone before. Knowledge is the new power and the greatest tool for combating fear and prejudice.

A is for Attitude. Examine your “why,” and compare it with those who are peak-performers in every business. View problems as opportunities to grow and understand that virtually every successful entrepreneur has been a problem-solver and risk-taker. Taking the calculated risk is what creates security. Seeking security, provided by others, is the greatest risk to your personal freedom and fulfillment. Your attitude is either the lock on or key to your door of success.

S is for Skills. Attend meetings and conference calls, and take advantage of every opportunity to gain insights and experiences from successful role models and mentors. We learn by observation, imitation and repetition. Model yourself after mentors with proven track records of success, whose character traits and personal lives match their professional accomplishments. Behind every world-class athlete, there is a world-class coach. The same holds true in every business arena. Surround yourself with winning coaches.

H is for Habits. By the inch, success is a cinch. By the yard, it’s hard. Break your major goals down into mini-goals and stair-step your way to the top by establishing a dynamic daily routine that eliminates time-wasting activities and maximizes performance-achieving activities. Remember, the more you train, the more you gain. Habits are like submarines. They run silent and deep. Repetition is the key. Habits grow, over time, from cobwebs into cables and then shackle or strengthen our lives. Practice makes permanent. Only perfect practice makes perfect. You don’t break habits; you replace them.

By using the KASH formula, you will increase your cash flow and your productivity, giving you more free time to go on safaris when and where you want. Instead of a tourist, you’ll become a tour guide, with a greater awareness of your environment, courage based on skills and training, and an attitude of confidence to turn every stumbling block you face into a steppingstone to success and fulfillment.

Life is a safari into a savage paradise. The quality of your journey will depend on your preparation, choices and responses. Become a guide, instead of a tourist!