Week 32.pdf

WEEK THIRTY-TWO

Welcome to Week Thirty-Two of The Jim Rohn One-Year Success Plan.

As we focus on the topic of sales this month, one way to increase results is to be a

product of the product. When we are already benefiting from the product we are

marketing, we begin to create our own unique story, and that lends credibility to us and

our product, and will create a curiosity about what it can do for our prospect or possibly

someone they know. We should leave a trail of testimonials behind us and use them for

each sales call. People remember stories--they might not remember facts and figures, and

the first testimonial of course, should be our own.

Keep growing and learning. Have a great week!

Kyle

“Describe your product in terms of what it ‘does,’ not in terms of what it ‘is.’”

-– Brian Tracy

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SELLING AND NEGOTIATION SKILLS

Jim Rohn's Eighth Pillar of Success: Selling and Negotiation

Skills, Part Two - Prospecting

Hi, Jim Rohn here. This is what we are covering on the topic of Sales this month:

1. Attitudes of Successful Salespeople. The profession, setting your goals, attitudes of

successful salespeople and getting and staying motivated. This is the basic overview of

the profession of selling. Selling is a noble occupation, even though some people think

otherwise. In fact, we are all in sales every day. We are selling people all of the time. In

addition, our attitude, as well as getting and staying motivated are vitally important and

will make or break a salesperson. We covered this in last week's edition.

2. Prospecting. Because sales and success is a numbers game; we cover how to look at

sales from this perspective in order to be successful. This week, we will look at how to

get in front of a large number of people so we can close a higher percentage of sales calls.

We also show you the importance of "Knowing Your Stuff" - what you need to know

about you, your prospect and your product. Then, we will look briefly at the importance

of understanding how to sell to different personality types.

3. Building relationships that position you as an educator/consultant to your clients.

We will touch on listening skills and making the sale. Here we will also take a look at the

all-important issue of relationships. Relationships are in selling, as in life, the most

important factor. We don't sell to companies, we sell to people! People always make the

decisions. We will take a look at how to be a great listener, and we'll also discuss how to

reposition yourself from being known as a salesperson to becoming seen as an educator

and consultant who helps people make the best buying decisions. We will look at this

next week.

4. Getting Referrals/Negotiation Skills. In two weeks, we will take a look at how to get

referrals so your business is ever-expanding. That is the key to a successful sales business

-- the ever-expanding network of people to draw sales from. We will also cover the basics

of negotiation. This will have an emphasis on how to get both sides into a winning

position so they can be happy with the sale. We will give you specific skills to get into

win-win negotiations.

The boy scouts have a motto, "Be prepared." No matter what situation a boy scout finds

himself in, he is to be prepared. If a boy scout gets lost, he should know what to do. In

other words, he needs to "know his stuff." This is why the young men practice all of the

different skills they need and earn their badges as they go. All of this culminates in

becoming what the Boy Scouts call the "Eagle Scout." The Eagle Scout is fully prepared,

and certainly the guy you want with you when you get lost!

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So what about sales people? Shouldn't we learn something from the Boy Scouts and their

motto, "Be prepared?" I am fully convinced that the average person would become much

more successful if they simply prepare more and know their stuff inside and out.

Here are three areas that I believe are key for any salesperson "knowing their stuff":

1. Themselves

2. Their prospect

3. Their product(s)

Let's take a closer look at each of these areas.

First, what you need to know about yourself:

Your strengths. When you are selling, you

need to know and use your strengths. Each

person is different and possesses unique

strengths. When you know what you are

good at, you will want to focus on that. For

example, you may be very good at

connecting with people relationally. If that is

the case, then you will want to spend as

much time as possible, or needed, to make a

connection that will serve you well and

enable you to make the sale and earn a

customer. Don't try to jump right into the

facts and figures... go with your strengths. If

you are good verbally, spend time describing the products. If you are good at answering

questions, spend time letting the customer fire away! Go with your strengths...

Your weaknesses. Just as you need to know your strengths, you also need to know your

weaknesses. What are you not particularly adept at? Stay away from those things because

they may become a hindrance in your ability to sell. If you aren't a particularly relational

person, do your best but then get down to business. If you aren't particularly well spoken

then use PowerPoint or brochures as much as possible. Stay away from your weaknesses

and steer the person to your strengths.

One last word on weaknesses: Just because you aren't very good at something doesn't

mean you can't improve. Work on yourself to overcome those weaknesses!

Your potential. Do you know what your potential is? It is limitless! You can become

anything you want to become. You can choose your destiny and achieve it. You can sell

anything you like, and you can be successful doing it. Do you know that? Are you

constantly aware of that? Do you remind yourself of that? If you know your potential and

act today based on what you know you can and will become, you will elevate yourself to

another level and that will reflect itself in the success of your selling career.

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Your goals. What do you want to achieve in your selling? Only you can decide what you

want. Yes, your sales manager, if you have one, can give you goals, but if you don't buy

into them, you will never hit them. You have to own what you want to achieve. When

you know what it is that you want to achieve, then everything else comes from that,

including how many people you need to meet, how many you need to close, etc.

Second, what you need to know about your prospect:

Their personality. Chris will cover this more in depth later in this edition, but I wanted

to mention it here as well. The personality of your prospect is very important because all

people are different. The day of the one style sales call and close is over. It is extremely

ineffective. To be successful, you have to know what your prospect is like and how to

best make a connection with them and sell to them. Take time to know who they are and

what makes them tick.

Their goals. You know what you want, but do you know what your prospect wants? That

is key. If you can figure out what your prospect wants - what their goals are - and can

deliver them, then you will be able to get what you want, which most likely centers on

making the sale! Take the time to understand what the goals of your customer are.

Their needs. There are things that your prospect wants and there are things that they

need. One of the keys is to discover - and sometimes even help them discover - what their

needs are (sometimes they don't even know what they need. It is your job as an educator

to help them discover that). When you have established what their needs are you can then

show them how your product or service meets those needs. Robert Schuler says that the

key to success is to "find a need and fill it."

Their history. People are significantly shaped by their history. A prospect may meet

with you out of courtesy, but if they have a bad history with a similar product or with

salespeople in general, they may predetermine that they simply aren't going to buy. Also,

knowing their history may help you make a connection; maybe you were both born in the

same city. These kinds of things are good to know because common ground helps create

a relationship.

Their fears. What are they afraid of? Often times, people buy out of their fears. This is

not to say that we should play on their fears, just that we should know what they are and

try to help alleviate them if we can. Certainly knowing someone's fears can help you

position yourself as one who can help. If you are a financial salesperson, you should

know if they have a fear of having too little at the end of their life. You may ask them to

define "too little" and if they reply $5 million, you will know just what kind of financial

vehicle you need to sell them as opposed to someone who would be content with $1

million.

Lastly, what you need to know about your product:

It's strengths. What are your product's strong points? Of course, this is what most people

do know about their product. We can talk all day about how great our product is. We

know what it does well.

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