Frank Bettger turned his selling career around by applying two principles:1. Enthusiasm - "Enthusiasm is the greatest method of persuasion without pressure. Enthusiasm is the yeast that raises the dough. Enthusiasm is the greatest one-word slogan for living ever devised."2. The Slight Edge - This principle has to do with what making a slight improvement in one skill can do to one's performance over a period of time.
After hearing his boss, Mr. Walter Talbot, say that this business boils down to seeing the people - enthusiastically telling your story to four or five people every day, Frank Bettger immediately applied the principles of enthusiasm and the slight edge. He literally turned his career around.
He applied the principle of enthusiasm by giving himself a pep talk. "You've got two good legs. You can do it. You can tell your story to four or five people every day. You will make good. Why? Mr. Talbot said so." Bettger said, "What a great relief came over me. Now I knew I was going to make good in selling."
Bettger then applied The Slight Edge Principle by devoting extra time to enthusiastically telling his story to four or five people every day. The rest is history. Frank Bettger went on to become one of the greatest insurance salesmen of all time.
Here's the Slight Edge Creed:
• Put enthusiasm to work for you
• Show that you care - by attitude, word and action
• Treat the customer as you would like to be treated
• Respect prospects' intelligence; never overestimate prospects' information
• Do today's jobs today - never put off until tomorrow
• Make right first impressions
• Seek an answer to every question; never leave the customer in doubt
• Deliver more than customers expect
• Do what it takes to assure the customers' satisfaction.
• Follow-up to make sure the job is well done, and done right.
Enthusiastically develop your slight edge!
Jack and Garry Kinder
The KBI Group
Sunday, November 23, 2008
Wednesday, November 19, 2008
Be A Generator
Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that?
Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.
• First, generators are well rehearsed.
They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
• Second, generators are relationship builders.
They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
• Third, generators work at the right things.
They focus on those few sales activities that make the big difference.
• Next, generators always have a sales call objective.
They have in mind a "bottom line result" as they enter every selling situation.
• Fifth, generators ask probing questions.
They ask the right questions -- the questions that arouse interest with prospects.
• Sixth, generators talk to the decision makers.
They do not want to give their presentation for practice.
• Finally, generators manage the buying process.
They help along the prospect's decision to buy.
Jack and Garry Kinder
The KBI Group
Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.
• First, generators are well rehearsed.
They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
• Second, generators are relationship builders.
They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
• Third, generators work at the right things.
They focus on those few sales activities that make the big difference.
• Next, generators always have a sales call objective.
They have in mind a "bottom line result" as they enter every selling situation.
• Fifth, generators ask probing questions.
They ask the right questions -- the questions that arouse interest with prospects.
• Sixth, generators talk to the decision makers.
They do not want to give their presentation for practice.
• Finally, generators manage the buying process.
They help along the prospect's decision to buy.
Jack and Garry Kinder
The KBI Group
Monday, November 10, 2008
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 to 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 success, 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.
Jack and Garry Kinder
The KBI Group
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 success, 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.
Jack and Garry Kinder
The KBI Group
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