The late Earl Nightingale, our teacher, mentor and colleague, sent us some definitions one time called, "The Greatest Things." During our careers, we've reviewed them often to help us remember just what's important and what isn't.
Here they are - The Greatest Things:
• The best day, today.
• The greatest puzzle, life.
• The best policy, honesty.
• The greatest thought, God.
• The greatest mystery, death.
• The best work, work you like.
• The greatest mistake, giving up.
• The most ridiculous asset, pride.
• The greatest need, common sense.
• The most dangerous person, a liar.
• The best advice, use good manners.
• The wisest short-cut, develop mentors.
• The greatest fault, to be aware of none.
• The greatest truth, we reap what we sow.
• The most expensive indulgence, self-pity.
• The greatest deceiver, one who deceives self.
• The best habit, making good on all commitments.
• The best teacher, one who brings out the best in you.
• The saddest feeling, feeling envious of another's success.
• The greatest thing in the world, love - love of family, home, friends, associates, company and country.
And here are some definitions taken from the backs of business cards and meeting notes we've accumulated along the way. They are from some of the top salespeople in the world.
• The greatest handicap, egotism.
• The greatest victory, victory over self.
• The most certain thing in business, change.
• The greatest job, being needed and appreciated.
• The greatest gamble, substituting hope for facts.
• The strongest competitive edge, a high level of energy.
• The most effective selling habit, sound time management.
• The greatest guarantee of success, honest intelligent effort.
• The best action, keeping the mind clear and judgment good.
• The greatest selling strategy, speaking as one who has authority.
• The greatest waste, the vast reservoir of talents and abilities most of us possess but never quite get around to using.
Jack and Garry Kinder
Tuesday, September 23, 2008
Saturday, September 13, 2008
Always Do What's Right
"Honest, intelligent effort is always rewarded."
Honest effort is not always rewarded. Intelligent effort is not always rewarded. However, honest, intelligent effort is ALWAYS rewarded.
Why? Anybody can put forth a little honest effort on the wrong thing. The reverse is also true; you can have the best laid plans thought out by the best minds, but without integrity at the core, sooner or later, these plans fail.
You need both elements for success - honest effort + intelligent effort = rewards.
Lee J. Colan relates this story in his book, 7 Moment that Define Excellent Leaders.
Two young men were working their way through Stanford University in the late 1890s when, during the semester, their funds got desperately low and they came up with the idea of engaging Ignacy Paderewski, the great pianist, for a recital. After paying the concert expenses, the two students could use the profits to pay their board and tuition.
The great pianist's manager asked for a guarantee of two thousand dollars. The students, undaunted, proceeded to stage the concert. But alas, the concert raised only sixteen hundred dollars.
After the performance, the students sought the great artist, gave him the entire sixteen hundred dollars, a promissory note for four hundred dollars and explained they would earn the remainder of his fee and send the money to him.
"No," replied Paderewski, "that won't do." Then tearing the note to shreds, he returned the money and said to them, "Now, take out of this sixteen hundred dollars all of your expenses and keep for each of you 10 percent of the balance for your work."
The years rolled by - years of fortune and destiny. Paderewski had become Premier of Poland. The devastating war came, and Paderewski's only focus was to feed the starving thousands in his beloved Poland. Yet just as the need was most severe, thousands of tons of food began to come into Poland for distribution by the Polish Premier.
After all the starving people were fed and hard times had past, Paderewski journeyed to Paris to thank Herbert Hoover for the relief he had sent. "That's all right, Mr. Paderewski," was Mr. Hoover's reply. "You don't remember it, but you helped me once when I was a student at college and I was in a hole. You invested in me ... now it's my turn."
Always do what's right - no matter what! Honest, intelligent effort is always rewarded.
Make 2008 great in every way!
Jack and Garry Kinder
The KBI Group
Honest effort is not always rewarded. Intelligent effort is not always rewarded. However, honest, intelligent effort is ALWAYS rewarded.
Why? Anybody can put forth a little honest effort on the wrong thing. The reverse is also true; you can have the best laid plans thought out by the best minds, but without integrity at the core, sooner or later, these plans fail.
You need both elements for success - honest effort + intelligent effort = rewards.
Lee J. Colan relates this story in his book, 7 Moment that Define Excellent Leaders.
Two young men were working their way through Stanford University in the late 1890s when, during the semester, their funds got desperately low and they came up with the idea of engaging Ignacy Paderewski, the great pianist, for a recital. After paying the concert expenses, the two students could use the profits to pay their board and tuition.
The great pianist's manager asked for a guarantee of two thousand dollars. The students, undaunted, proceeded to stage the concert. But alas, the concert raised only sixteen hundred dollars.
After the performance, the students sought the great artist, gave him the entire sixteen hundred dollars, a promissory note for four hundred dollars and explained they would earn the remainder of his fee and send the money to him.
"No," replied Paderewski, "that won't do." Then tearing the note to shreds, he returned the money and said to them, "Now, take out of this sixteen hundred dollars all of your expenses and keep for each of you 10 percent of the balance for your work."
The years rolled by - years of fortune and destiny. Paderewski had become Premier of Poland. The devastating war came, and Paderewski's only focus was to feed the starving thousands in his beloved Poland. Yet just as the need was most severe, thousands of tons of food began to come into Poland for distribution by the Polish Premier.
After all the starving people were fed and hard times had past, Paderewski journeyed to Paris to thank Herbert Hoover for the relief he had sent. "That's all right, Mr. Paderewski," was Mr. Hoover's reply. "You don't remember it, but you helped me once when I was a student at college and I was in a hole. You invested in me ... now it's my turn."
Always do what's right - no matter what! Honest, intelligent effort is always rewarded.
Make 2008 great in every way!
Jack and Garry Kinder
The KBI Group
Monday, September 1, 2008
Hasty Assumptions
People who jump to conclusions rarely land in the middle of success. We often prejudge people and circumstances by surface appearances without investigating what lies underneath.
A middle-aged man in shabby work clothes walked into the showroom of a Chrysler dealership in Virginia. The salespeople studiously ignored him. Finally, the owner of the dealership walked over and asked if he could help. "How much is that car?" asked the man, pointing to the most expensive model Chrysler offered. The dealer told him."I'll take one," said the customer. "Very good," said the dealer. "And how would you like to finance it?" "I'll write you a check," said the man. And so he did. And as he took delivery of his new car, he turned to the dealer once more."By the way," he said. "Do you sell dump trucks?" The dealer proceeded to sell four Dodge dump trucks to this man, who was the owner of a local construction business.
Looks can be deceiving. Success doesn't always wear Brooks Brother’s suits and Gucci ties. It can also wear jeans and flannel shirts, coveralls and work gloves, or skirts and blouses. Repetition is the first law of learning – Take action, Reread and apply.
A middle-aged man in shabby work clothes walked into the showroom of a Chrysler dealership in Virginia. The salespeople studiously ignored him. Finally, the owner of the dealership walked over and asked if he could help. "How much is that car?" asked the man, pointing to the most expensive model Chrysler offered. The dealer told him."I'll take one," said the customer. "Very good," said the dealer. "And how would you like to finance it?" "I'll write you a check," said the man. And so he did. And as he took delivery of his new car, he turned to the dealer once more."By the way," he said. "Do you sell dump trucks?" The dealer proceeded to sell four Dodge dump trucks to this man, who was the owner of a local construction business.
Looks can be deceiving. Success doesn't always wear Brooks Brother’s suits and Gucci ties. It can also wear jeans and flannel shirts, coveralls and work gloves, or skirts and blouses. Repetition is the first law of learning – Take action, Reread and apply.
6 Powerful Prospecting Tips - Part 2
"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!
This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip Four: Schedule A Minimum of Two Hours A Day For Phone Calling
Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.
Tip Five: Qualify Your Prospect at Maximum Range
Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.
Tip Six: Don't Take Rejection Personally
Selling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
(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!
This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."
Tip Four: Schedule A Minimum of Two Hours A Day For Phone Calling
Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.
Tip Five: Qualify Your Prospect at Maximum Range
Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.
Tip Six: Don't Take Rejection Personally
Selling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!
Remember: Prospecting is the lifeblood of your business. Stay after it!
Jack and Garry Kinder
The KBI Group
Monday, August 25, 2008
6 Powerful Prospecting Tips - Part 1
"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
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
Friday, August 1, 2008
Protecting Your Resources
"A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time."
The first line of defense in protecting your time is to identify precisely how it is eroded and then learn effective means of managing your time.
Over the next several weeks, we will offer proactive strategies for such time management issues as, "firefighting," failure to delegate, procrastination, delays, plus many others.
1. PROACTIVE STRATEGIES FOR DELEGATING
- In order to use time effectively, you should never do anything that can be accomplished by others.
• Determine what is to be delegated, then assign responsibility and give authority to others.
• Set deadlines and make sure that they are met.
• Give increased responsibility to assistants that is commensurate with their abilities.
• Provide thorough training and instructions to your assistant. This aspect is often overlooked!
2. PROACTIVE STRATEGIES FOR HANDLING DELAYS
- Delays are sometimes the result of your procrastination or failure to anticipate a situation.
• Set up a schedule for following up on details or projects within a specific time period.
• When planning a project, anticipate delays. They are inevitable, so don't let them bother you. Do what you can and go on to something else if the delay can't be helped. Every agent must continually juggle several balls in the air at the same time.
• Communicate delays. When delays are caused by the actions of others, there may be a sense of anticipation or lack of control. For example, if the medical history of an applicant requires more information, the delay can't be eliminated, but calling and informing the client will make them aware of it. This reduces frustration for everyone concerned.
(Adapted from the article, "Protecting Your Resources: Time Management" by William L. Moore, Senior Consultant with Kinder Brothers International.)
Jack and Garry Kinder
The KBI Group
The first line of defense in protecting your time is to identify precisely how it is eroded and then learn effective means of managing your time.
Over the next several weeks, we will offer proactive strategies for such time management issues as, "firefighting," failure to delegate, procrastination, delays, plus many others.
1. PROACTIVE STRATEGIES FOR DELEGATING
- In order to use time effectively, you should never do anything that can be accomplished by others.
• Determine what is to be delegated, then assign responsibility and give authority to others.
• Set deadlines and make sure that they are met.
• Give increased responsibility to assistants that is commensurate with their abilities.
• Provide thorough training and instructions to your assistant. This aspect is often overlooked!
2. PROACTIVE STRATEGIES FOR HANDLING DELAYS
- Delays are sometimes the result of your procrastination or failure to anticipate a situation.
• Set up a schedule for following up on details or projects within a specific time period.
• When planning a project, anticipate delays. They are inevitable, so don't let them bother you. Do what you can and go on to something else if the delay can't be helped. Every agent must continually juggle several balls in the air at the same time.
• Communicate delays. When delays are caused by the actions of others, there may be a sense of anticipation or lack of control. For example, if the medical history of an applicant requires more information, the delay can't be eliminated, but calling and informing the client will make them aware of it. This reduces frustration for everyone concerned.
(Adapted from the article, "Protecting Your Resources: Time Management" by William L. Moore, Senior Consultant with Kinder Brothers International.)
Jack and Garry Kinder
The KBI Group
Thursday, July 3, 2008
Opportunity
"There was never a day that did not bring its own opportunity for doing good that never could have been done before, and never can be again." W. H. Burleigh
"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair. "Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."
Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."
In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.
Opportunities! Every selling life is full of them. Every meeting is an Opportunity. Every bit of knowledge gained is an Opportunity. Every prospect is an Opportunity. Every interview is an Opportunity. Every client is an Opportunity. Every proof of a client's confidence in you, and every single sale is an Opportunity. Every day for the professional salesperson is an Opportunity.
Make the most of every day's Opportunities and you'll make the most of yourself.
"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair. "Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."
Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."
In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.
Opportunities! Every selling life is full of them. Every meeting is an Opportunity. Every bit of knowledge gained is an Opportunity. Every prospect is an Opportunity. Every interview is an Opportunity. Every client is an Opportunity. Every proof of a client's confidence in you, and every single sale is an Opportunity. Every day for the professional salesperson is an Opportunity.
Make the most of every day's Opportunities and you'll make the most of yourself.
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