"Prospecting is the bloodlife of our business"
Serve what you sell. Clients want consistent service from start to finish. Make certain your prospects get more in the way of service from you than they expect. Make certain they get more than they pay for. Make certain they get more from you in the way of service and information than they can possibly get from your competitors.
The key to your success is recognizing that most of your time must be spent prospecting and arranging interviews so that you show contracts and proposals to people who can and will buy from you. They will buy from you because you arrange to get in front of them and they like you and the manner in which you sell.
The importance of prospecting and its contribution to your success cannot be overrated. An important sale you make is the one you make to yourself relative to being and staying prospect-minded. Professional Advisors regard their prospect file in the same light as they regard their personal bank account; they know that they must make regular deposits to offset withdrawals. If they fail to do this, they will be going bankrupt with their prospect account.
Where will you find these "new deposits"? There are numerous sources of prospects. We will discuss the major sources relevant to selling at MDRT levels. The "bottom line" prospecting goal is to develop Qualified Leads who can be seen under favorable conditions. If you are to achieve superior results, prospecting must become as natural as breathing. It will, if you conscientiously and consistently do these two things:
1. Pay Attention.
Successful Advisors observe. Keep your eyes and ears open. Do more than just look, see something. Do more than listen, hear something. Make notes. Develop an alertness and a probing, inquisitive attitude.
2. Maintain an up-to-date "reservoir-building" file.
Here's where you organize prospect data and other important follow-up information. The primary purpose of such a file is to provide you a system for bringing names of Qualified Leads to your attention at a time when it's best to make contact with them.
This should not be a "hope chest." It's not a sign of success to have a bulging file of "dead wood." The only "reservoir-building" file that works is one containing bona fide Qualified Leads -- individuals who will appreciate the kind of work you do and the plans and services you offer.
It's trite to say, but it's still true, prospecting is the lifeblood of our business. You can call it what you want -- target marketing, networking, relationship marketing -- however you address it, it still comes out the same -- it's the gathering of qualified names with proper introductions and endorsements.
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: Service and Prospecting
• Serve what you sell.
• Pay attention.
• Maintain an up-to-date "reservoir-building" file.
Make 2008 great in every way!
Jack and Garry Kinder
The KBI Group
Wednesday, April 9, 2008
Smile -- Happiness
"The shortest distance between two people is a smile." ~Author Unknown
Would you like to be welcomed wherever you go? Did you know that the voice with a smile almost always wins?
Soon after Frank Bettger started selling, he discovered that a worried, sour expression brought results that were just about infallible - an unwelcoming audience and failure.
It didn't take him long to realize that he had a serious handicap to overcome. It meant a complete change in his outlook on life. Here is the method he tried. It began to show results immediately in his home, socially, and in business.
Every morning for 15 minutes he determined to cultivate a big, happy smile, just for that 15 minutes. Bettger soon discovered, however, that it couldn't be an insincere, commercialized smile, developed just for the purpose of putting dollars in his pocket. It had to be an honest-to-goodness smile from down deep inside, an outward expression of happiness from within!
It wasn't easy at first, but he kept at it. Bettger made it a practice before going in to see prospects to stand outside their office and think of all the good things he had to say and offer. As a result, he was always smiling when he walked through the door. It made an impact on the people on the other side of the door -- they smiled back!
As you begin to develop a voice with a smile, consider the following:
1. Research indicates that feelings follow action. Put this theory to the test: Practice smiling and see what follows.
2. Studies have been conducted for years by telephone and advertising companies that show the voice with a smile wins. Even in our high-tech culture, it still matters greatly about the voice on the other end of the line. Companies spend millions to have just the right voice on their automated systems.
3. Smiling can be the start to cultivating happiness. We begin to expect good things to happen and most of the time, they do.
Frank Bettger discovered that he could cultivate happiness with a smile. He practiced smiling with his children, his wife and his business associates.
This is our challenge this week: Start developing a voice with a smile by picking up the phone to set that next appointment - AND SMILE. The voice with a smile almost always wins.
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: Smile -- Happiness
Be welcomed wherever you go - start cultivating happiness with your smile.
• The voice with a smile almost always wins.
• Practice smiling 15 minutes in the morning.
• Smile before going into prospects' offices.
• Smile at your children.
• Smile at your spouse.
• Feelings follow actions - see what feelings begin to follow after one week of practicing smiling.
What do your prospects hear and feel on the other end of the line?
Jack and Garry Kinder
The KBI Group
Would you like to be welcomed wherever you go? Did you know that the voice with a smile almost always wins?
Soon after Frank Bettger started selling, he discovered that a worried, sour expression brought results that were just about infallible - an unwelcoming audience and failure.
It didn't take him long to realize that he had a serious handicap to overcome. It meant a complete change in his outlook on life. Here is the method he tried. It began to show results immediately in his home, socially, and in business.
Every morning for 15 minutes he determined to cultivate a big, happy smile, just for that 15 minutes. Bettger soon discovered, however, that it couldn't be an insincere, commercialized smile, developed just for the purpose of putting dollars in his pocket. It had to be an honest-to-goodness smile from down deep inside, an outward expression of happiness from within!
It wasn't easy at first, but he kept at it. Bettger made it a practice before going in to see prospects to stand outside their office and think of all the good things he had to say and offer. As a result, he was always smiling when he walked through the door. It made an impact on the people on the other side of the door -- they smiled back!
As you begin to develop a voice with a smile, consider the following:
1. Research indicates that feelings follow action. Put this theory to the test: Practice smiling and see what follows.
2. Studies have been conducted for years by telephone and advertising companies that show the voice with a smile wins. Even in our high-tech culture, it still matters greatly about the voice on the other end of the line. Companies spend millions to have just the right voice on their automated systems.
3. Smiling can be the start to cultivating happiness. We begin to expect good things to happen and most of the time, they do.
Frank Bettger discovered that he could cultivate happiness with a smile. He practiced smiling with his children, his wife and his business associates.
This is our challenge this week: Start developing a voice with a smile by picking up the phone to set that next appointment - AND SMILE. The voice with a smile almost always wins.
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: Smile -- Happiness
Be welcomed wherever you go - start cultivating happiness with your smile.
• The voice with a smile almost always wins.
• Practice smiling 15 minutes in the morning.
• Smile before going into prospects' offices.
• Smile at your children.
• Smile at your spouse.
• Feelings follow actions - see what feelings begin to follow after one week of practicing smiling.
What do your prospects hear and feel on the other end of the line?
Jack and Garry Kinder
The KBI Group
When to stop selling
"It is as important to know when to stop talking as when to start." Dr. Napoleon Hill
Much has been written about the "psychological moment" to make the close. Today most students of selling believe that "the moment" can be created several times throughout the selling process. We say, close early, close late . . . close anytime the prospect gives you the indication that he or she is ready to buy.
Learn to watch for these buying signs:
1. Words and Questions
These are some of the most important buying signs. What your prospect says and how he or she says it can be very meaningful. Questions should almost always be interpreted as buying signs. Some examples include, "What discount do you allow for cash?" or "When will this take effect?" Generally speaking, questions indicate interest. Questions as pointed as these tell you your prospect is waiting for you to bring the interview to a close.
2. Prospect's Attention
The prospect's attitude often betrays his or her interest. The prospect leans forward, rubs his or her chin, pulls an ear or scratches his or her head. These actions are revealing an "almost persuaded" attitude. Likewise, when a prospect re-examines the product or contract, the time has arrived for you to close.
3. An Act of Hesitation
When your prospect hesitates just for a moment over one article or item, this is an important signal. You may have uncovered the prospect's need and a reason to buy now.
4. Tone of Voice
Even a slight raising or lowering of the tone of voice will give you an indication of interest.
5. Facial Expressions
Most people betray their thinking in their expressions. Watch your prospect's eyes for a look of interest. Many feel that eyes tell you more than words.
Stay alert - pay attention. Be able to recognize and read your prospects through the body language and other indicators we have described. Whenever you are reasonably sure you have a buying sign, then act - attempt a close.
Jack and Garry Kinder
The KBI Group
Much has been written about the "psychological moment" to make the close. Today most students of selling believe that "the moment" can be created several times throughout the selling process. We say, close early, close late . . . close anytime the prospect gives you the indication that he or she is ready to buy.
Learn to watch for these buying signs:
1. Words and Questions
These are some of the most important buying signs. What your prospect says and how he or she says it can be very meaningful. Questions should almost always be interpreted as buying signs. Some examples include, "What discount do you allow for cash?" or "When will this take effect?" Generally speaking, questions indicate interest. Questions as pointed as these tell you your prospect is waiting for you to bring the interview to a close.
2. Prospect's Attention
The prospect's attitude often betrays his or her interest. The prospect leans forward, rubs his or her chin, pulls an ear or scratches his or her head. These actions are revealing an "almost persuaded" attitude. Likewise, when a prospect re-examines the product or contract, the time has arrived for you to close.
3. An Act of Hesitation
When your prospect hesitates just for a moment over one article or item, this is an important signal. You may have uncovered the prospect's need and a reason to buy now.
4. Tone of Voice
Even a slight raising or lowering of the tone of voice will give you an indication of interest.
5. Facial Expressions
Most people betray their thinking in their expressions. Watch your prospect's eyes for a look of interest. Many feel that eyes tell you more than words.
Stay alert - pay attention. Be able to recognize and read your prospects through the body language and other indicators we have described. Whenever you are reasonably sure you have a buying sign, then act - attempt a close.
Jack and Garry Kinder
The KBI Group
Tuesday, March 18, 2008
One Thing Not To Surrender
"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
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
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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