Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that?
Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.
• First, generators are well rehearsed.
They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
• Second, generators are relationship builders.
They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
• Third, generators work at the right things.
They focus on those few sales activities that make the big difference.
• Next, generators always have a sales call objective.
They have in mind a "bottom line result" as they enter every selling situation.
• Fifth, generators ask probing questions.
They ask the right questions -- the questions that arouse interest with prospects.
• Sixth, generators talk to the decision makers.
They do not want to give their presentation for practice.
• Finally, generators manage the buying process.
They help along the prospect's decision to buy.
Jack and Garry Kinder
The KBI Group
Wednesday, November 19, 2008
Monday, November 10, 2008
Believe in the Law of Averages
Professionals are good at what they do, and they know why they are good. Because they know why they are good, they critique their own performances and naturally continue to grow and to become better. These types of performance reviews show them how to grow and become more effective.
Another characteristic of professionals is that they demonstrate a strong belief in the law of averages. Knowing the numbers permits them to have an almost total indifference to whether or not a given prospect buys or not.
One time, we saw a show on Broadway, "Ben Franklin in Paris," starring Robert Preston. In this show, Preston, playing the part of Franklin, said, "When you are turned down is simply the place where you begin to negotiate."
What a valuable lesson to learn when you are in sales! When you meet resistance anywhere along the selling process, that's the point where you begin to negotiate. You'll get resistance along the line. This isn't unique to selling. It's part of everything in life that involves any element of competition.
One year, late in the season, Harmon Killebrew struck out for the 142nd time. That was a new all-time major league record for strikeouts in a single season. However, on the same day, Killebrew hit his 48th home run. That, too, was a new all-time record for the most home runs ever hit by a Minnesota Twins' player. Killebrew's unshakable faith in making the law of averages work for him enabled him to become one of baseball's all-time great sluggers.
In baseball, like selling, it all goes together -- the most strikeouts, the most home runs. Whatever it is you are selling, each disappointment, any delay, every turn-down is like a strikeout. The important thing is to be a student of your business so you know the number of strikeouts you have had since your last hit. The greater the number, the nearer you are to your next hit!
The best-kept secret for obeying the law of averages and conquering selling fears and call reluctance lies in remembering your selling success, however small. Erase from memory your failures, however large. Put this up on the mirror where you can digest it each day, put it on a card and carry it with you, make it your screensaver - whatever works for you.
When this secret is learned, emotionally as well as intellectually, you'll begin putting your feet where the sales professional's feet always belong - on the road to another prospect.
Jack and Garry Kinder
The KBI Group
Another characteristic of professionals is that they demonstrate a strong belief in the law of averages. Knowing the numbers permits them to have an almost total indifference to whether or not a given prospect buys or not.
One time, we saw a show on Broadway, "Ben Franklin in Paris," starring Robert Preston. In this show, Preston, playing the part of Franklin, said, "When you are turned down is simply the place where you begin to negotiate."
What a valuable lesson to learn when you are in sales! When you meet resistance anywhere along the selling process, that's the point where you begin to negotiate. You'll get resistance along the line. This isn't unique to selling. It's part of everything in life that involves any element of competition.
One year, late in the season, Harmon Killebrew struck out for the 142nd time. That was a new all-time major league record for strikeouts in a single season. However, on the same day, Killebrew hit his 48th home run. That, too, was a new all-time record for the most home runs ever hit by a Minnesota Twins' player. Killebrew's unshakable faith in making the law of averages work for him enabled him to become one of baseball's all-time great sluggers.
In baseball, like selling, it all goes together -- the most strikeouts, the most home runs. Whatever it is you are selling, each disappointment, any delay, every turn-down is like a strikeout. The important thing is to be a student of your business so you know the number of strikeouts you have had since your last hit. The greater the number, the nearer you are to your next hit!
The best-kept secret for obeying the law of averages and conquering selling fears and call reluctance lies in remembering your selling success, however small. Erase from memory your failures, however large. Put this up on the mirror where you can digest it each day, put it on a card and carry it with you, make it your screensaver - whatever works for you.
When this secret is learned, emotionally as well as intellectually, you'll begin putting your feet where the sales professional's feet always belong - on the road to another prospect.
Jack and Garry Kinder
The KBI Group
Friday, October 31, 2008
Self Organisation
Think about the most successful people you know for a moment. For the most part, successful people are ruthless with their time. They take the time to do the inglorious task of planning. Getting and staying organized is grueling, but without it, you are on a collision course with failure.
This week, we're concentrating on Order: self-organization. Initially, Frank Bettger set aside every Saturday morning for what he called, "self-organization day." Every Monday morning, instead of having to drive himself to sell, he approached the week with confidence and enthusiasm. He was eager and anxious to see people because he had thought about them, studied their situations, and had some ideas he believed would be of value to them.
You may be thinking this isn't for you - you don't have time to devote a morning to planning - you don't want to be tied down to a schedule. Here's good news for you: You are already living on a schedule. And, if it's not a planned one, it's probably a poor one!
We adhere to a weekly plan, as well as a daily "To Do" list, which we follow religiously. We like to think of it as planning to wake up employed! Plan your work and work your plan. Your enthusiasm and confidence will soar when you take the time to get and stay organized!
One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting yourself organized, if you want to increase your ability to think and do things in the order of their importance, remember there is only one way: Take more time to think and do things in the order of their importance.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
POCKET REMINDER: Order : Self Organization
• Designate a set period of time each week for self-organization, planning your week, getting things in order.
• Get up one hour earlier each day. Use this time to read and study.
• Keep your weekly and daily plans visible.
• Be ruthless with your time.
• Commit to bringing more order to your work and your personal life. The secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of those hours.
Jack and Gary Kinder
The KBI Group
This week, we're concentrating on Order: self-organization. Initially, Frank Bettger set aside every Saturday morning for what he called, "self-organization day." Every Monday morning, instead of having to drive himself to sell, he approached the week with confidence and enthusiasm. He was eager and anxious to see people because he had thought about them, studied their situations, and had some ideas he believed would be of value to them.
You may be thinking this isn't for you - you don't have time to devote a morning to planning - you don't want to be tied down to a schedule. Here's good news for you: You are already living on a schedule. And, if it's not a planned one, it's probably a poor one!
We adhere to a weekly plan, as well as a daily "To Do" list, which we follow religiously. We like to think of it as planning to wake up employed! Plan your work and work your plan. Your enthusiasm and confidence will soar when you take the time to get and stay organized!
One of the greatest satisfactions in life comes from getting things done and knowing you have done them to the best of your ability. If you are having trouble getting yourself organized, if you want to increase your ability to think and do things in the order of their importance, remember there is only one way: Take more time to think and do things in the order of their importance.
Carry this Pocket Reminder with you. Read it several times a day. Memorize it. We believe you'll beat last year's performance!
POCKET REMINDER: Order : Self Organization
• Designate a set period of time each week for self-organization, planning your week, getting things in order.
• Get up one hour earlier each day. Use this time to read and study.
• Keep your weekly and daily plans visible.
• Be ruthless with your time.
• Commit to bringing more order to your work and your personal life. The secret of freedom from anxiety over not having enough time lies not in working more hours, but in the proper planning of those hours.
Jack and Gary Kinder
The KBI Group
Monday, October 6, 2008
Enthusiasm
Benjamin Franklin, just a small printer in Philadelphia, found himself badly in debt. He thought of himself as a simple man of ordinary ability, but believed he could acquire the essential principles of successful living, if only he could find the right method. Having an inventive mind, he devised a method so simple, yet so practical, that anyone could use it.
Franklin chose 13 subjects, which he felt were necessary or desirable for him to acquire and try to master, and he gave a week's strict attention to each subject, successively. In this way, he was able to go through his entire list in 13 weeks, and repeat the process four times in a year. It was to this one idea that Benjamin Franklin felt he owed all his success and happiness.Frank Bettger took Franklin's idea and applied it to selling.
Here's Bettger's list:
1. Enthusiasm
2. Order: self-organization
3. Think in terms of others' interests
4. Questions
5. Key issue
6. Silence: listen
7. Sincerity: deserve confidence
8. Knowledge of my business
9. Appreciation and praise
10. Smile: happiness
11. Remember names and faces
12. Service and prospecting
13. Closing the sale: action
Bettger used what he called a Pocket Reminder and kept it with him at all times. We are following his example. For 13 weeks, the Mental Vitamin will be devoted to these areas of selling.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 #1 : Enthusiasm
* Force yourself to act enthusiastic, and you'll become enthusiastic.
* Enthusiasm puts your fear to work for you.
* Enthusiasm is contagious.
* Enthusiasm sustains you in the difficult times.
* Commit to double the amount of enthusiasm that you have been putting into your work and into your life.
Franklin chose 13 subjects, which he felt were necessary or desirable for him to acquire and try to master, and he gave a week's strict attention to each subject, successively. In this way, he was able to go through his entire list in 13 weeks, and repeat the process four times in a year. It was to this one idea that Benjamin Franklin felt he owed all his success and happiness.Frank Bettger took Franklin's idea and applied it to selling.
Here's Bettger's list:
1. Enthusiasm
2. Order: self-organization
3. Think in terms of others' interests
4. Questions
5. Key issue
6. Silence: listen
7. Sincerity: deserve confidence
8. Knowledge of my business
9. Appreciation and praise
10. Smile: happiness
11. Remember names and faces
12. Service and prospecting
13. Closing the sale: action
Bettger used what he called a Pocket Reminder and kept it with him at all times. We are following his example. For 13 weeks, the Mental Vitamin will be devoted to these areas of selling.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 #1 : Enthusiasm
* Force yourself to act enthusiastic, and you'll become enthusiastic.
* Enthusiasm puts your fear to work for you.
* Enthusiasm is contagious.
* Enthusiasm sustains you in the difficult times.
* Commit to double the amount of enthusiasm that you have been putting into your work and into your life.
Tuesday, September 23, 2008
The Greatest Things
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
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
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.
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