Email for : [EMAIL PROTECTED] Issue # 159, August 25-26, 2004 - Selling and Sales Skills Newsletter Publishers: David and Michelle Riklan http://www.SelfGrowth.com http://www.selfimprovementnewsletters.com
In this issue: -> Sponsor of the Week -> Inspirational Quotes for the Sales Professional -> Selling and Sales Skills Products and Services -> ARTICLE: WHAT MOTIVATES a SALES PERSON? A LOT OF POSITIVE! -written by Jeffrey Gitomer -> Coaching Tip: Delegate More Effectively: Four Steps To Help You � Zig Ziglar -> BOOK REVIEW: No B.S. Sales Success: The Ultimate No Holds Barred, Kick Butt, Take No Prisoners, Tough and Spirited Guide -by Dan Kennedy -> How to Advertise in the Self Improvement Newsletter Current Subscribers � 46,702 subscribers. Removal instructions are listed at the end of the newsletter. Send all questions to [EMAIL PROTECTED] Phone: (732) 761-9930 ------------------------------------------------------------ ** SPONSOR of the WEEK ** ------------------------------------------------------------ * "You can PUT your MIND and BODY on AUTOPILOT in only 21 days and reach your goals automatically... guaranteed!" "The Power of Positive Habits," the new book that #1 NY Times best-selling authors Jack Canfield, Brian Tracy, John Gray Ph.D. are all raving about! Order on Amazon.com today for only $16.95 and get over $849 dollars worth of "Life Changing" bonus gifts....Fr*ee! Visit http://www.abritt.com/Amazon/amazon.htm ----------------------------------------------------------------------- *** INSPIRATIONAL QUOTES for the SALES PROFESSIONAL *** ----------------------------------------------------------------------- Your success and happiness lies in you. Resolve to keep happy, and your joy and you shall form an invincible host against difficulties. - Keller, Helen, 1880-1968, American Blind/Deaf Author, Lecturer, Amorist The successful warrior is the average man, with laser-like focus. - Bruce Lee 1940-1973, Chinese-American Actor, Director, Author, Martial Artist Love is a force more formidable than any other. It is invisible -- it cannot be seen or measured; yet it is powerful enough to transform you in a moment, and offer you more joy than any material possession could. - Barbara De Angelis American Expert on Relationship & Love, Author ---------------------------------------------------------------- ** SELLING and SALES SKILLS PRODUCTS AND SERVICES*** ---------------------------------------------------------------- *End Poor Results & Dramatically Increase Sales Today* Brian Tracy leads you through a step-by-step video mentoring program helping you to organize your life, dramatically improve your self-confidence, and become far more effective at selling, communication and leadership. 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How do You ensure you remain ahead of your competition? Why not turn your car into a mobile classroom; just � hour a day is equal to 100 hours a year. ** I DON'T CARE IF YOU'RE DEPRESSED, ANXIOUS OR LAZY...YOU CAN END FEAR, OOZE CONFIDENCE & HAVE WILLPOWER LIKE STEEL ** 15 yrs ago a technology was developed that effortlessly and permanently changes a person from the inside-out. Now, people in 52 countries think, feel & act like the winners they were born to be. "Stunning" guarantee. Visit http://www.mcssl.com/app/adtrack.asp?AdID=18001 HOW TO ADD A DESCRIPTION OF YOUR WEBSITE HERE If you want to share information about your website in our newsletter, please go to the following webpage and fill out the form. Visit our website at http://www.selfgrowth.com/form-ad-selling-newsletter.html ------------------------------------------------------------------- ** ARTICLE: WHAT MOTIVATES a SALES PERSON? A LOT OF POSITIVE! -written by Jeffrey Gitomer *** ------------------------------------------------------------------- �What can I do to motivate my people?� and �What can I do to stay motivated?� are two of the three most asked questions I get. The third is �Jeffrey, where did all your hair go?� But that�s another story. The subject of motivating a salesperson to succeed -- or to achieve more is as much an enigma as it is a challenge. A quick look at the TV will give you some answers. Big corporations and ad agencies are aware of what motivates people, and make commercials accordingly. The big four buying motives (mental incentives to take action) are: fear, greed, vanity, and guilt. These all seem to have a negative twinge to them. And the long term of playing on these motives will lose -- but the TV only uses them for a minute. They poke you in the eye with a sharp stick real fast -- so that you just wince with guilt or greed -- then act. These messages are actually called �memes� from the new science of memetics (memes are to memetics as genes are to genetics) Memetics is the science of how we are stimulated to act and programmed by the messages we see and hear. (Go buy the benchmark book on memes: �Virus of the Mind� by Richard Brodie at www.amazon.com) OK, I�m down the road far enough with that one -- what motivates a salesperson to act and sell is the message I�m trying to convey. Here is the list of positive motivators: � Money -- The greatest self motivating force in the world. � Contest or Prize -- A chance to win, and be seen as �best.� � Desire to win -- The inbred instinct to finish first. � Award -- A plaque that says �I�m great.� � Recognition -- Telling others �I�m great.� � Ego stroke -- Wanting to feel good inside, or be the center of attention. � Helping others -- The need to be or feel needed. � Opportunity - the dangling carrot to get more. � Desire to succeed -- The inside fire that burns. � Family -- The will to secure the people you love. � Achievement -- The personal drive to accomplish. � Advancement -- The desire to �get ahead� personally. � Independence -- The want to �be my own boss.� � Challenge -- The desire to achieve a goal (or gold). � Exercise -- Positive physical stimulation. (Buy everyone on your team a health club membership.) � Fun and recreation -- The desire to have a beer at the beach. The desire to play golf. � Someone inspirational -- Someone who by their words or action inspires you to �do it.� � New knowledge (learning a new or better way) -- Sales tapes, seminars and books provide some of the best sources of inspiration and motivation. The key is to take action after you learn. (Record your notes and action items on a cassette tape as soon as you learn them. Listen everyday.) � Making a sale -- As soon as you make one, you want to make another (and the best part is that it�s the easiest time to do so. (You�re on a mental high and an emotional self-confident roll - go go.) � The thrill of (repetitive) victory -- The desire to keep on (re)winning. Making a sale right after you just made one. � Belief in product. -- The conviction that your product is the best gives motivation to self-confidence. � Love of job -- The thrill of loving what you do creates a stronger belief in what you sell. � Encouragement - �You can do it� goes a long way to achieve. Encouragement is the biggest (and least used) outside positive motivator. There�s the list, BUT: BEWARE: Adding negative motives (quotas, minimum numbers of calls, fear, threats) will ruin the process. BE AWARE: Some people are motivated by a fear of failure. Big mistake. If you can convert that negative energy into a positive motivator, you will create the internal atmosphere where success will thrive. BEWARE: Some bosses try to use threats or impose minimum quotas to get sales �numbers.� Big mistake. Convert that negative energy to encouragement, training, education and supportive sales tools and you will win big. BE AWARE: To succeed, one (positive motive) will not be enough. I recommend you take this list, and create a plan to incorporate positive actions into each motivating factor. BEWARE: Taking yourself or �it� too seriously can also be a de-motivator -- it causes stress, and takes the fun out of selling. BE AWARE: The daily, self-disciplined actions salespeople take are the keys to making motivators work. So, here�s the quick answer: Don�t try to motivate people -- rather, set an atmosphere in which they will motivate themselves. And, here�s the long term answer: Positive forces and reinforcements will KEEP salespeople happy and successful more than negative ones. FREE GitBit� Want an list of 23.5 things you can do to become more persistent? Two pages of thoughts and self-motivator actions to hang in there no matter what. Just go to www.gitomer.com � click Free Stuff the click GitBit � register and enter the secret word, �PERSISTENCE�. About the Author Jeffrey Gitomer, author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts internet training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to [EMAIL PROTECTED] Visit his website at http://www.gitomer.com � 2002 All Rights Reserved - Don't even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer � 704/333-1112 ---------------------------------------------------- ** FREE! 21 GREAT WAYS to BECOME a SALES SUPERSTAR ** Free! 21 Great Ways to Become a Sales Superstar - Learn how to Get more and better appointments, Make more effective presentations, Overcome objections, Deal with price concerns, Close the sale. Click on the link below to get your FREE CD of 21 Great Ways to Become a Sales Superstar. Visit their website at http://www.selfgrowth.com/tracy3.html <a href=http://www.selfgrowth.com/tracy3.html>or Click Here</a> ---------------------------------------------------- ------------------------------------------------------------------- *** Coaching Tip: Delegate More Effectively: Four Steps To Help You � Zig Ziglar *** ------------------------------------------------------------------- >From the Management Module of Training Ziggets Do you know what happens when you delegate? Your output goes up. Your work is completed more efficiently. Employees feel free to offer new ideas and suggestions. Decision-making is improved. Your company becomes more responsive and thus more competitive in the marketplace. With that many benefits to be gained from delegation, is there anyone who would like to know how to delegate more effectively? If you do, here are four steps that you can implement now: 1. Determine all the tasks that need to be done. Before you delegate, make sure you know what needs to be done. It would be helpful for you to note the tasks on a piece of paper. Refrain from delegating in bits and pieces. That wastes time and it gives employees the sense that you can�t trust them with the entire project. The responsibility for clarification rests with you, so be sure you know what has to be done, and you communicate exactly what you expect to be done. 2. Select individuals who are best qualified for the assignment. That doesn�t mean you should delegate to people who will do the job just the way you would do it! It means you need to decide who could handle the job, as well as possibly learn a new skill. After you communicate what you expect, be sure to set up appropriate accountability. Have the person check in with you periodically if you think it�s necessary. 3. Empower the people to do the work. Don�t you hate it when someone asks you to do something but then they won�t get out of your way? Or they invite others to get in your way? Once you delegate responsibility, get out of the way. And inform the rest of the staff that responsibility for the job rests with the person to whom you�ve delegated it. There are few greater frustrations than being given a job, but not getting the authority to make decisions and act on them. 4. Check the results regularly. We all know managers (you might be one of them) who tried delegating once only to discover it created more work for them. Do not re-do someone�s poor work. Send it back and ask that it be done correctly. Make delegation a learning process. If you continue to re-do the work, you are simply creating more work for yourself. And more frustration, too! There it is -- four ways to help you delegate more effectively. Get out there and delegate something today! Use your own set of Training Ziggets to re-enforce this training, and to share our training ideas with your associates and clients. More information is available at http://www.zigziglar.com About the Author Mr. Ziglar has been featured in the New York Times, The Washington Post, The Dallas Morning News, Fortune, Success and Esquire magazines, and has appeared on the Today show, 20/20, 60 minutes and The Phil Donahue show. He has that rare ability to make audiences comfortable and relaxed, yet completely attentive. As an author, he has written nine books, including the perennial best-selling seller, See You At The Top, with over two million copies in print. ---------------------------------------------------- ** BOOK REVIEW: No B.S. Sales Success: The Ultimate No Holds Barred, Kick Butt, Take No Prisoners, Tough and Spirited Guide -by Dan Kennedy ** ---------------------------------------------------- For more than 30 years, author, consultant, speaker, and entrepreneur Dan Kennedy has dished out no-nonsense advice, bases on his own experience, to achieve business and sales success. He regularly get "millionaire-maker" results for satisfied clients in hundreds of professions and industries. His bestselling books include How to Make Millions with Your Ideas. >From one of the most highly compensated entrepreneur-speaker consultants out there come these effective tools to dramatically increase income. They include 16 proven strategies for exceptional success in sales, persuasion, and negotiation; 13 truths about selling; positioning tactics that replace prospecting; and more. The list Price of this book is $9.95. To purchase this book for $9.95 from Amazon.com, go directly to http://www.amazon.com/exec/obidos/ISBN=1932156895/selfimprovemeonlA *** HOW TO SUBSCRIBE and BE REMOVED FROM THIS NEWSLETTER*** -------------------------------------------------------------------------------- To subscribe to our newsletter, please go to our Subscriptions Page http://www.selfimprovementnewsletters.com To be removed from this newsletter, send a blank email to [EMAIL PROTECTED] or for many emails programs just click below: mailto:[EMAIL PROTECTED] HOW TO ADD A DESCRIPTION OF YOUR WEBSITE If you want to share information about your website in our newsletter, please go to the following webpage and fill out the form. Visit our website at http://www.selfgrowth.com/form-ad-selling-newsletter.html DISCLAIMER The contents herein are solely the opinions of Self Improvement Online editors, and should not be considered as a form of therapy nor advice. There is no guarantee of validity or accuracy. 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