"Belief is the thermostat that regulates what you accomplish in your life. Believe BIG. Adjust your thermostat forward. Launch your success offensive with a sincere belief in yourself. Believe BIG and grow BIG." David J. Schwartz, Ph.D.
It's important to understand two fundamental principles about self-image:
• You will be true to your self-image. You will perform the way you see yourself performing.
• Your self-image can and does change.
The expectant approach, the expectant presentation and the expectant close are what produce the desired results. People can, who think they can. People can't, who think they can't. This is an unchanging, indisputable law of selling and of life itself.
Count as an enemy the person who shakes your expectation of your selling ability. Remember, as a professional salesperson your self-confidence is the one thing you can never afford to surrender. Nothing multiplies a salesperson's ability like faith in himself or herself. It will make a one-talent person a success - while a ten-talent person without it will fail.
How often have you heard said about some successful person, "Everything he or she touches turns to gold?" We sometimes think of successful people as being lucky. The fact is, their success represents their expectations - it's the sum of their habitual ways of thinking. By the force of their expectations, such persons wring success from the most adverse circumstances.
Expectation brings successful experiences and successful experiences reinforce the power of confidence in selling.
Individuals who are self-reliant, positive, optimistic, and assured "magnetize" conditions. They carry in their presence an air of victory that compounds its power by convincing others. Their poise, assurance and ability increase in direct ratio to the number of selling achievements.
Launch your success offensive with a sincere belief in yourself.
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
Tuesday, March 18, 2008
Develop Your Own Positive Driven Splinter
"There is no doubt that you will succeed today at making a difference in the world. The question is, what difference will you choose to make? " J. S. Lowery
Article based on the book, The Power of Being Different, by John Paul Carinci. Used with permission.
We've all had a painful splinter sometime in our lives. A splinter that throbbed, it seemed endlessly. Without us paying attention to it, it would hurt, sending pain signals to our brain. Well, very successful individuals, for thousands of years, have used the laws of nature to reverse the signal system and use it to accomplish great tasks. Most great inventors use a similar principle. Let's study it.
Truly successful people have found that if they pre-program their minds, in particular, the subconscious mind, with certain commands and goals, it gets etched into their subconscious, and that is the real key here. It is important to realize that the subconscious will accept fact or fiction.
Think about the NYC Marathon runner who trains for the entire year before the big race. Think about the fact that the race is over 26 miles long. Let's look at the mindset of this individual. The runner is intensely driven for that whole year, visualizing, all along, that ultimate finish line. The runner doesn't think about failure to finish the race, or blisters, or many other obstacles that will arise during the year. The runner's mindset is: one goal; one vision; one battle; that will ultimately be won.
The runner will also announce to everyone, sometimes months in advance, that they will be running the famous marathon. This is important, because once announced, a goal has that much more importance and urgency attached to it. So once introduced correctly, the subconscious mind accepts this great goal, and works overtime to bring the intense, positive, driven goal, to pass, just like that terrible deeply imbedded splinter.
So, what will be your Positive Driven Splinter? To make this the most successful summer ever - get focused on your goals - turn that "splinter" into a positive force for success in selling!
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
Article based on the book, The Power of Being Different, by John Paul Carinci. Used with permission.
We've all had a painful splinter sometime in our lives. A splinter that throbbed, it seemed endlessly. Without us paying attention to it, it would hurt, sending pain signals to our brain. Well, very successful individuals, for thousands of years, have used the laws of nature to reverse the signal system and use it to accomplish great tasks. Most great inventors use a similar principle. Let's study it.
Truly successful people have found that if they pre-program their minds, in particular, the subconscious mind, with certain commands and goals, it gets etched into their subconscious, and that is the real key here. It is important to realize that the subconscious will accept fact or fiction.
Think about the NYC Marathon runner who trains for the entire year before the big race. Think about the fact that the race is over 26 miles long. Let's look at the mindset of this individual. The runner is intensely driven for that whole year, visualizing, all along, that ultimate finish line. The runner doesn't think about failure to finish the race, or blisters, or many other obstacles that will arise during the year. The runner's mindset is: one goal; one vision; one battle; that will ultimately be won.
The runner will also announce to everyone, sometimes months in advance, that they will be running the famous marathon. This is important, because once announced, a goal has that much more importance and urgency attached to it. So once introduced correctly, the subconscious mind accepts this great goal, and works overtime to bring the intense, positive, driven goal, to pass, just like that terrible deeply imbedded splinter.
So, what will be your Positive Driven Splinter? To make this the most successful summer ever - get focused on your goals - turn that "splinter" into a positive force for success in selling!
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
Appreciation & Praise
"To get appreciation, you must show appreciation."
Showing appreciation is a mark of a true professional. Start looking for ways in which you can show genuine appreciation. You have, of course, some natural times when you should always do this:
1. Express appreciation for new business. This is usually automatic. Be sure your clients know you appreciate doing business with them.
2. Give appreciation to those who assist you. Try sending a note to a prospect's/client's assistant. Assistants can be most helpful to you in building a relationship.
3. Always express appreciation for an interview. Even if a prospect doesn't buy, sincerely thanking them for granting you an interview is one of the best ways to make an impression and keep the prospect's mind open to your proposition at a future date.
4. Show appreciation through your manners and actions. Let the buyer know where you can be reached whenever you are needed. Return telephone calls promptly.
5. Give thanks for referrals. Always express appreciation to those customers who refer business to you. Report back to them on your results.
6. Send prospects to your customers. If your customers are also in business, send them prospects or supply them with leads.
7. When the subject of one of your competitors comes up, there is only one way to handle it: PRAISE YOUR COMPETITOR. This requires knowing your competition well enough to be able to praise them. Being knowledgeable about your competitors allows you to praise them. This doesn't necessarily get you a sale. However, your prospect will be more likely to accept information about your company as accurate. Never criticize your competition.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
REMINDER: Appreciation and Praise
Opportunities to show appreciation:
• New Business.
• Assistants and others who help me.
• Interviews.
• Return phone calls promptly.
• Referrals/report back.
• Send prospects/clients business or leads.
Know my competitors well enough to praise them.
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
Showing appreciation is a mark of a true professional. Start looking for ways in which you can show genuine appreciation. You have, of course, some natural times when you should always do this:
1. Express appreciation for new business. This is usually automatic. Be sure your clients know you appreciate doing business with them.
2. Give appreciation to those who assist you. Try sending a note to a prospect's/client's assistant. Assistants can be most helpful to you in building a relationship.
3. Always express appreciation for an interview. Even if a prospect doesn't buy, sincerely thanking them for granting you an interview is one of the best ways to make an impression and keep the prospect's mind open to your proposition at a future date.
4. Show appreciation through your manners and actions. Let the buyer know where you can be reached whenever you are needed. Return telephone calls promptly.
5. Give thanks for referrals. Always express appreciation to those customers who refer business to you. Report back to them on your results.
6. Send prospects to your customers. If your customers are also in business, send them prospects or supply them with leads.
7. When the subject of one of your competitors comes up, there is only one way to handle it: PRAISE YOUR COMPETITOR. This requires knowing your competition well enough to be able to praise them. Being knowledgeable about your competitors allows you to praise them. This doesn't necessarily get you a sale. However, your prospect will be more likely to accept information about your company as accurate. Never criticize your competition.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
REMINDER: Appreciation and Praise
Opportunities to show appreciation:
• New Business.
• Assistants and others who help me.
• Interviews.
• Return phone calls promptly.
• Referrals/report back.
• Send prospects/clients business or leads.
Know my competitors well enough to praise them.
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
Knowledge of My Business
"Anyone who stops learning is old - whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young"
To have confidence in yourself, and win and hold the confidence of others, an essential rule is: Know your business . . . and keep on knowing your business!
Periodically you must step back and look at yourself.
• Are you satisfied with the human being you're becoming?
• How are you doing in your business?
• Are you moving forward?
• Are you getting better?
• Are your sales increasing?
• Are you using your time effectively?
It's for these reasons you need a personal Research and Development Department. You must have a library of sales support material you can use and refer to in order to make yourself a better sales rep, to keep you current on your products and sharp on new selling techniques. Read, attend educational seminars, take advantage of home office resources, participate in company and industry conferences.
Good sales reps are those who have confidence in themselves and their abilities. Great sales reps are those whose clients have confidence in them and their abilities.
Professionals know they are good, and they know why they are good. Consistently, they work at becoming better.
All of us are aware of tragic school dropouts. But salespeople "drop out" too! It's unfortunate but true that for many, there comes a time when they literally "drop out." They stop learning. They stop growing. They stop getting better. It's at this precise point they compromise what they will become as sales reps and as human beings. They expect their companies to grow and get better. But all too often, sales reps make the assumption that they are good enough to meet the challenge and change of the future without improving themselves.
Remind yourself to keep growing. Keep learning and studying. Keep records to monitor and measure your performance. Maintain a personal Research and Development Department that keeps you up-to-date - one that keeps your sales success "above the crowd" that is not interested in gaining more knowledge and becoming better.
Carry this Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
REMINDER: Know My Business
• Great sales reps are those whose clients have confidence in them and their abilities.
• Keep growing.
• Keep learning and studying.
• Keep records of my performance.
• Know my business -- keep knowing my business.
• Keep getting better and better.
Knowing my business is an investment of time and money that will result in the confidence of my prospects and clients.
Good luck and good selling,
Jack and Garry Kinder
To have confidence in yourself, and win and hold the confidence of others, an essential rule is: Know your business . . . and keep on knowing your business!
Periodically you must step back and look at yourself.
• Are you satisfied with the human being you're becoming?
• How are you doing in your business?
• Are you moving forward?
• Are you getting better?
• Are your sales increasing?
• Are you using your time effectively?
It's for these reasons you need a personal Research and Development Department. You must have a library of sales support material you can use and refer to in order to make yourself a better sales rep, to keep you current on your products and sharp on new selling techniques. Read, attend educational seminars, take advantage of home office resources, participate in company and industry conferences.
Good sales reps are those who have confidence in themselves and their abilities. Great sales reps are those whose clients have confidence in them and their abilities.
Professionals know they are good, and they know why they are good. Consistently, they work at becoming better.
All of us are aware of tragic school dropouts. But salespeople "drop out" too! It's unfortunate but true that for many, there comes a time when they literally "drop out." They stop learning. They stop growing. They stop getting better. It's at this precise point they compromise what they will become as sales reps and as human beings. They expect their companies to grow and get better. But all too often, sales reps make the assumption that they are good enough to meet the challenge and change of the future without improving themselves.
Remind yourself to keep growing. Keep learning and studying. Keep records to monitor and measure your performance. Maintain a personal Research and Development Department that keeps you up-to-date - one that keeps your sales success "above the crowd" that is not interested in gaining more knowledge and becoming better.
Carry this Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
REMINDER: Know My Business
• Great sales reps are those whose clients have confidence in them and their abilities.
• Keep growing.
• Keep learning and studying.
• Keep records of my performance.
• Know my business -- keep knowing my business.
• Keep getting better and better.
Knowing my business is an investment of time and money that will result in the confidence of my prospects and clients.
Good luck and good selling,
Jack and Garry Kinder
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