"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
Tuesday, March 18, 2008
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
Sunday, February 24, 2008
Watch Your Self Talk
Self-talk shapes your selling life. Have you seen the breathtaking pillars in Mammoth Cave in Kentucky? Those enormous "icicles of stone" have taken centuries to form. A single drop of water finds its way through the roof of the cavern to deposit its tiny sediment on the floor of the cave. Another drop follows, and still another, until a marble-like finger begins to grow upward. The result is a tremendously solid pillar.
Self-talk shapes your life in much the same way.
What you are is the result of the many accumulated statements you have made and continue to make with your self-talk.
What have you told yourself today? What conversation has gone on in your head or been spoken aloud?
Take charge of your thoughts. They are yours to control. Monitor what you are telling yourself about your potential in selling.
Suppose you check your self-talk and discover you are telling yourself you have trouble closing sales. The first question to ask is: "Is that really true?" Suppose the answer is "Yes, sometimes it is true." The next question is: "What percent of the time is it true - 100% - 60%?" Let's say it's true 60% of the time. You have trouble closing sales 60% of the time. Great! This means it's not true 40% of the time.
Change your self-talk. You can now confidently say, "I'm effective closing sales 40% of the time." What a difference! You're now building a mental image of one who can do it right. And the 40% will soon become 50% and 60% and . . .
Self-talk makes a difference!
Jack and Garry Kinder
The KBI group
Self-talk shapes your life in much the same way.
What you are is the result of the many accumulated statements you have made and continue to make with your self-talk.
What have you told yourself today? What conversation has gone on in your head or been spoken aloud?
Take charge of your thoughts. They are yours to control. Monitor what you are telling yourself about your potential in selling.
Suppose you check your self-talk and discover you are telling yourself you have trouble closing sales. The first question to ask is: "Is that really true?" Suppose the answer is "Yes, sometimes it is true." The next question is: "What percent of the time is it true - 100% - 60%?" Let's say it's true 60% of the time. You have trouble closing sales 60% of the time. Great! This means it's not true 40% of the time.
Change your self-talk. You can now confidently say, "I'm effective closing sales 40% of the time." What a difference! You're now building a mental image of one who can do it right. And the 40% will soon become 50% and 60% and . . .
Self-talk makes a difference!
Jack and Garry Kinder
The KBI group
Enthusiatically Develop Your Slight Edge
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
Monday, February 11, 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
• 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
Sunday, February 3, 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
Monday, January 28, 2008
Self Organisation
Think about the most successful people you know for a moment. For the most part, successful people are ruthless with their time. They take the time to do the inglorious task of planning. Getting and staying organized is grueling, but without it, you are on a collision course with failure.
This week, we're concentrating on Order: self-organization. Initially, Frank Bettger set aside every Saturday morning for what he called, "self-organization day." Every Monday morning, instead of having to drive himself to sell, he approached the week with confidence and enthusiasm. He was eager and anxious to see people because he had thought about them, studied their situations, and had some ideas he believed would be of value to them.
You may be thinking this isn't for you - you don't have time to devote a morning to planning - you don't want to be tied down to a schedule. Here's good news for you: You are already living on a schedule. And, if it's not a planned one, it's probably a poor one!
We adhere to a weekly plan, as well as a daily "To Do" list, which we follow religiously. We like to think of it as planning to wake up employed! Plan your work and work your plan. Your enthusiasm and confidence will soar when you take the time to get and stay organized!
One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting yourself organized, if you want to increase your ability to think and do things in the order of their importance, remember there is only one way: Take more time to think and do things in the order of their importance.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
POCKET REMINDER #2 : Order : Self Organization
• Designate a set period of time each week for self-organization, planning your week, getting things in order.
• Get up one hour earlier each day. Use this time to read and study.
• Keep your weekly and daily plans visible.
• Be ruthless with your time.
• Commit to bringing more order to your work and your personal life. The secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of those hours.
Jack and Gary Kinder
The KBI Group
This week, we're concentrating on Order: self-organization. Initially, Frank Bettger set aside every Saturday morning for what he called, "self-organization day." Every Monday morning, instead of having to drive himself to sell, he approached the week with confidence and enthusiasm. He was eager and anxious to see people because he had thought about them, studied their situations, and had some ideas he believed would be of value to them.
You may be thinking this isn't for you - you don't have time to devote a morning to planning - you don't want to be tied down to a schedule. Here's good news for you: You are already living on a schedule. And, if it's not a planned one, it's probably a poor one!
We adhere to a weekly plan, as well as a daily "To Do" list, which we follow religiously. We like to think of it as planning to wake up employed! Plan your work and work your plan. Your enthusiasm and confidence will soar when you take the time to get and stay organized!
One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting yourself organized, if you want to increase your ability to think and do things in the order of their importance, remember there is only one way: Take more time to think and do things in the order of their importance.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
POCKET REMINDER #2 : Order : Self Organization
• Designate a set period of time each week for self-organization, planning your week, getting things in order.
• Get up one hour earlier each day. Use this time to read and study.
• Keep your weekly and daily plans visible.
• Be ruthless with your time.
• Commit to bringing more order to your work and your personal life. The secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of those hours.
Jack and Gary Kinder
The KBI Group
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