"Top producers don't need to be told to ask for referrals or follow-up on hot leads because they understand that prospecting is a necessity and not just an activity." John Boe
(This article is used with permission. You may contact John Boe at 1-877-725-3750 or www.johnboe.com.)
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.
This week, we'll share three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip One: Don't Forget to Ask for Referrals
When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you've made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an "emotional high" and far more receptive to the idea of providing you referrals.
Tip Two: Train and Reward Your Advocates
An advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.
Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate's confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.
Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.
Tip Three: Strike While the Iron is HOT
Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two business days or sooner. Have a system to keep track of your referrals so they don't end up falling through the cracks. It's critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.
We'll share the final three tips in next week's message.
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
Thursday, May 22, 2008
Remember Names & Faces
"Aristotle believed that one of the keys to human excellence is habituation: Force yourself to do something the right way long enough and it becomes second nature"
Frank Bettger shared these three rules for remembering names and faces:
1. Impression
2. Repetition
3. Association.
Think of them as IRA.
Rule #1 - Impression
The first thing to do is forget yourself, and concentrate as hard as you can on the other person's face and name. This will help you overcome self-consciousness when meeting strangers.
Psychologists tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. We will observe a person's face pretty well, but many times fail completely in getting the name. We either don't listen or are unable to hear the name clearly. If you don't hear it, simply ask the person to repeat it.
Rule #2 - Repetition
Do you ever forget a person's name within ten seconds after being introduced?
• Try repeating the name several times in the early minutes of your conversation with the person. "It's nice to meet you, Sue." "Sue, allow me to introduce, John." "We are so glad you could be here today, Sue." You get the idea.
• Use your own name in the conversation. This is helpful to others for remembering yours.
• After you leave a new acquaintance, write the name down. Seeing it will help recall it.
• When you are introduced to a group of people, try forming a sentence or two in your mind using the names.
• To avoid forgetting names when introducing people in a group, don't be over anxious, make it a practice to greet people by their name, and if possible, take time beforehand to become familiar with the names.
The real secret to repetition is: repetition at intervals. Make a list of people you want to remember, or anything you want to remember, and go over it briefly just before going to sleep, first thing in the morning, the next day, again next week.
Rule #3 - Association
Now, how can you retain what you want to remember? Association is undoubtedly the most important single factor. Associate the person's name with an event, an action or something it sounds like.
To help others remember your name, supply the association for them. When introducing himself, Frank Bettger would say, "I'm Frank Bettger, then he would repeat his name, with a grin, "Pronounced like 'Bet- cher life!' Bettger." If it was a business introduction he would say: "Like 'Bet-cher Life Insurance' . . . Bettger."
Follow these three rules this week and see what a difference they make.
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: Remember Names and Faces
Follow the IRA rules:
• Impression: Get a clear impression of a person's name and face. Forget yourself and concentrate on the other individual.
• Repetition: Repeat the person's name at short intervals, especially in the early minutes of your conversation. Write it down once you leave the meeting. Review names of people you want to remember at regular intervals.
• Association: Associate the name with an action picture. If possible, include the person's business.
Help others remember your name by providing an association for them!
Jack and Garry Kinder
The KBI Group
Frank Bettger shared these three rules for remembering names and faces:
1. Impression
2. Repetition
3. Association.
Think of them as IRA.
Rule #1 - Impression
The first thing to do is forget yourself, and concentrate as hard as you can on the other person's face and name. This will help you overcome self-consciousness when meeting strangers.
Psychologists tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. We will observe a person's face pretty well, but many times fail completely in getting the name. We either don't listen or are unable to hear the name clearly. If you don't hear it, simply ask the person to repeat it.
Rule #2 - Repetition
Do you ever forget a person's name within ten seconds after being introduced?
• Try repeating the name several times in the early minutes of your conversation with the person. "It's nice to meet you, Sue." "Sue, allow me to introduce, John." "We are so glad you could be here today, Sue." You get the idea.
• Use your own name in the conversation. This is helpful to others for remembering yours.
• After you leave a new acquaintance, write the name down. Seeing it will help recall it.
• When you are introduced to a group of people, try forming a sentence or two in your mind using the names.
• To avoid forgetting names when introducing people in a group, don't be over anxious, make it a practice to greet people by their name, and if possible, take time beforehand to become familiar with the names.
The real secret to repetition is: repetition at intervals. Make a list of people you want to remember, or anything you want to remember, and go over it briefly just before going to sleep, first thing in the morning, the next day, again next week.
Rule #3 - Association
Now, how can you retain what you want to remember? Association is undoubtedly the most important single factor. Associate the person's name with an event, an action or something it sounds like.
To help others remember your name, supply the association for them. When introducing himself, Frank Bettger would say, "I'm Frank Bettger, then he would repeat his name, with a grin, "Pronounced like 'Bet- cher life!' Bettger." If it was a business introduction he would say: "Like 'Bet-cher Life Insurance' . . . Bettger."
Follow these three rules this week and see what a difference they make.
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: Remember Names and Faces
Follow the IRA rules:
• Impression: Get a clear impression of a person's name and face. Forget yourself and concentrate on the other individual.
• Repetition: Repeat the person's name at short intervals, especially in the early minutes of your conversation. Write it down once you leave the meeting. Review names of people you want to remember at regular intervals.
• Association: Associate the name with an action picture. If possible, include the person's business.
Help others remember your name by providing an association for them!
Jack and Garry Kinder
The KBI Group
Thursday, April 24, 2008
Life Insurance for Every Stage in Life
"Life Insurance is a combination of caring, commitment and common sense." ~ Howard Wight, Red Letter Language
Most people will need more life insurance when they reach 65 than they need at 35, if they are married with two children and a mortgage. Times have changed, but many advisors are still selling life insurance as if people are going to die at 65 years of age. With today's mortality tables, people need long-term, permanent life insurance. The current statistics show that for every 100 people starting their careers at age 25, by the time they are 65, 13 will be dead. That means 87 are still alive. There's a good chance they'll need more life insurance then than they do now. They will need personal permanent life insurance.
The old axiom is still true that people are going to die before 65 or after 65 - one or the other. Most will die after 65. The older they get, the more needs they have. We want to be selling life insurance for all stages of life. Shown below is an outline that we've prepared showing the importance of life insurance for every stage in life. (Click here for a printable version.)
CHILDREN
• Guarantee Insurability
• Cash Value Accumulation
• Final Expenses
• Lower Premiums
SINGLE
• Guarantee Insurability
• Cash Value Accumulation
• Final Expenses
• Lower Premiums
• Debt Protection
MARRIED/NO CHILDREN
• Guarantee Insurability
• Cash Value Accumulation
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
MARRIED W/CHILDREN
• Cash Value Accumulation
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
• Future Funding for Emergency
• Education Fund
EMPTY NESTERS
• Cash Value Accumulation
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
• Future Funding for Emergency
• Maximize Pension
• Social Security Offset
• Replace Group Insurance
• Gifts
SENIORS
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
• Future Funding for Emergency
• Maximize Pension
• Social Security Offset
• Replace Group Insurance
• Gifts
• Equalization of Inheritances
• Legacy/Charity
• Wealth Replacement
• Dynasty Trust Funding
Jack and Garry Kinder
The KBI Group
Most people will need more life insurance when they reach 65 than they need at 35, if they are married with two children and a mortgage. Times have changed, but many advisors are still selling life insurance as if people are going to die at 65 years of age. With today's mortality tables, people need long-term, permanent life insurance. The current statistics show that for every 100 people starting their careers at age 25, by the time they are 65, 13 will be dead. That means 87 are still alive. There's a good chance they'll need more life insurance then than they do now. They will need personal permanent life insurance.
The old axiom is still true that people are going to die before 65 or after 65 - one or the other. Most will die after 65. The older they get, the more needs they have. We want to be selling life insurance for all stages of life. Shown below is an outline that we've prepared showing the importance of life insurance for every stage in life. (Click here for a printable version.)
CHILDREN
• Guarantee Insurability
• Cash Value Accumulation
• Final Expenses
• Lower Premiums
SINGLE
• Guarantee Insurability
• Cash Value Accumulation
• Final Expenses
• Lower Premiums
• Debt Protection
MARRIED/NO CHILDREN
• Guarantee Insurability
• Cash Value Accumulation
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
MARRIED W/CHILDREN
• Cash Value Accumulation
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
• Future Funding for Emergency
• Education Fund
EMPTY NESTERS
• Cash Value Accumulation
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
• Future Funding for Emergency
• Maximize Pension
• Social Security Offset
• Replace Group Insurance
• Gifts
SENIORS
• Final Expenses
• Debt Protection
• Mortgage Acceleration
• Income Needs
• Lifestyle Protection
• Future Funding for Emergency
• Maximize Pension
• Social Security Offset
• Replace Group Insurance
• Gifts
• Equalization of Inheritances
• Legacy/Charity
• Wealth Replacement
• Dynasty Trust Funding
Jack and Garry Kinder
The KBI Group
Closing the Sale: Action
"Confidence is the fuel that drives persuasiveness." ~ Calvin Foo
The ability to persuade and close sales is still the most important factor in any advisor's career. The fundamental principle of the close is that you must be persuasive and tell your prospect that you want him or her to act now on your recommendation. If you hesitate in doing this -- if you hold back, if you are timid, if you are vague -- you may have many pleasant interviews each week, but you will seldom have any sales. Nothing is more important during this part of the selling process than your confidence, born of thorough preparation. You must have a strategy for closing.
We teach the following five-step strategy for closing:
• Step 1 - Owner Benefits.
Make summary statements regarding owner benefits. "We feel, and we think you'll agree, Bill, we have ..." "First, this plan ..." "Second, our plan provides ..." "Finally, the plan provides ..."
• Step 2 - Final Look.
Place the proposal in front of your prospect and ask him/her to give it a final look. Listen and watch for opportunities to encourage and reinforce your prospect's realizations regarding various facets of your plan's owner benefits.
• Step 3 - Strategic Move.
Ask two questions with the first being a controlled question. By that, we mean the response you'll receive is predictable, one that almost invariably gets a favourable response. "How do you like the work we've done and the plan we've personalized to you and your family?" (Record name of plan on application.) "Secondly, are you comfortable with the amount based on your current budget and the dollar range you suggested we work with?" (Record amount on application.) You'll often meet some resistance in asking about the amount. However, you have positioned yourself to close the sale when you received a favourable response to your plan. The important attitude to develop and maintain is that the sale must be closed; it seldom closes itself.
• Step 4 - Prospect's Idea.
After you record the amount on the application, move to secure consent on a minor question. This gives prospects control of the idea to take action on your recommendation. You can say: "Bill, would you prefer to handle the premium annually or on our monthly check-o-matic?" People love to buy but are reluctant to be sold.
• Step 5 - App with Check.
After the question regarding how the prospect wants to handle the premium, you move ahead with this statement: "Bill, I need your check for $1,027 made payable to (company)." Next in importance to the early minutes of the initial contact is the time when you ask for the check for the initial premium. This should be done in a very matter- of-fact manner. Once you get the check, you are properly positioned to complete the application in its entirety. You get the check, then fill out the app.
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: Closing the Sale: Action
• Your confidence born of preparation is the key.
• The sale must be closed; it seldom closes itself.
• Step 1 - Owner Benefits
• Step 2 - Final Look
• Step 3 - Strategic Move
• Step 4 - Prospect's Idea
• Step 5 - App with Check
Master your closing strategy.
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
The ability to persuade and close sales is still the most important factor in any advisor's career. The fundamental principle of the close is that you must be persuasive and tell your prospect that you want him or her to act now on your recommendation. If you hesitate in doing this -- if you hold back, if you are timid, if you are vague -- you may have many pleasant interviews each week, but you will seldom have any sales. Nothing is more important during this part of the selling process than your confidence, born of thorough preparation. You must have a strategy for closing.
We teach the following five-step strategy for closing:
• Step 1 - Owner Benefits.
Make summary statements regarding owner benefits. "We feel, and we think you'll agree, Bill, we have ..." "First, this plan ..." "Second, our plan provides ..." "Finally, the plan provides ..."
• Step 2 - Final Look.
Place the proposal in front of your prospect and ask him/her to give it a final look. Listen and watch for opportunities to encourage and reinforce your prospect's realizations regarding various facets of your plan's owner benefits.
• Step 3 - Strategic Move.
Ask two questions with the first being a controlled question. By that, we mean the response you'll receive is predictable, one that almost invariably gets a favourable response. "How do you like the work we've done and the plan we've personalized to you and your family?" (Record name of plan on application.) "Secondly, are you comfortable with the amount based on your current budget and the dollar range you suggested we work with?" (Record amount on application.) You'll often meet some resistance in asking about the amount. However, you have positioned yourself to close the sale when you received a favourable response to your plan. The important attitude to develop and maintain is that the sale must be closed; it seldom closes itself.
• Step 4 - Prospect's Idea.
After you record the amount on the application, move to secure consent on a minor question. This gives prospects control of the idea to take action on your recommendation. You can say: "Bill, would you prefer to handle the premium annually or on our monthly check-o-matic?" People love to buy but are reluctant to be sold.
• Step 5 - App with Check.
After the question regarding how the prospect wants to handle the premium, you move ahead with this statement: "Bill, I need your check for $1,027 made payable to (company)." Next in importance to the early minutes of the initial contact is the time when you ask for the check for the initial premium. This should be done in a very matter- of-fact manner. Once you get the check, you are properly positioned to complete the application in its entirety. You get the check, then fill out the app.
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: Closing the Sale: Action
• Your confidence born of preparation is the key.
• The sale must be closed; it seldom closes itself.
• Step 1 - Owner Benefits
• Step 2 - Final Look
• Step 3 - Strategic Move
• Step 4 - Prospect's Idea
• Step 5 - App with Check
Master your closing strategy.
Good luck and good selling,
Jack and Garry Kinder
The KBI Group
Wednesday, April 9, 2008
Service & Prospecting
"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
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
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
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