Email for : [EMAIL PROTECTED] Issue # 160, September 1-2, 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: STRESS-BUSTING IDEAS for Sales People -by Tom Hopkins -> ARTICLE: TEN STEPS OF POSITIONING by Nido Qubein -> BOOK REVIEW: Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Serving -by Sharon Drew Morgen -> How to Advertise in the Self Improvement Newsletter Current Subscribers � 46,801 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 ** ------------------------------------------------------------ CYB: Sales vs Marketing Seminar Learn how to increase your customer base and sales using the Internet. Build a massive monthly income. Our panel of experts will share their latest strategies on how they did it!!! 100% Money Back Guarantee. Visit http://www.CashopolizeYourBusiness.com ----------------------------------------------------------------------- *** INSPIRATIONAL QUOTES for the SALES PROFESSIONAL *** ----------------------------------------------------------------------- If you go looking for a friend, you're going to find they're very scarce. If you go out to be a friend, you'll find them everywhere. Ziglar, Zig, American Sales Trainer, Author, Motivational Speaker Management is efficiency in climbing the ladder of success; leadership determines whether the ladder is leaning against the right wall. Covey, Stephen R. American Speaker, Trainer, Author of ''The 7 Habits of Highly Effective People'' If you want to reach a state of bliss, then go beyond your ego and the internal dialogue. Make a decision to relinquish the need to control, the need to be approved, and the need to judge. Those are the three things the ego is doing all the time. It's very important to be aware of them every time they come up. 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Visit our website at http://www.selfgrowth.com/form-ad-selling-newsletter.html ------------------------------------------------------------------- ** ARTICLE: STRESS-BUSTING IDEAS for Sales People -by Tom Hopkins *** ------------------------------------------------------------------- Let's face it; on a list of high-stress careers, selling has to be up there with tightrope walking. Haven't you had days when you felt that you actually were on a tightrope? I know I did. To survive, and, more importantly, to maintain a healthy balance in life, we need to be proactive about releasing our daily stress in creative ways. For some people, exercise is the best way to relieve stress. Physical activity is a civil way to release pent-up frustration without risk of causing harm to yourself or others. Another idea is to schedule a brief decompression session each day. Go somewhere calm and peaceful where you can simply relax with no further demands on yourself. Once you've taken a few deep breaths and calmed yourself, this is when you'll renew your dedication to your goals, your uniqueness, your purpose, and your faith in you ability to perform at peak levels. This could take as little as five minutes of your time to have a positive effect. A third idea is to take up a hobby � something that uses different parts of your body or your brain. If you're a parent of young children, I suggest a hobby that you might be able to share with your children. Or even better, make your children your hobby. Find out about something they'd like to learn, and learn it together. This method serves two purposes: you learn something new, and you create wonderful memories with your child. Insulate yourself from the killing pace of change. Granted, we have to keep up when it comes to business, but do we really need to strive to have the latest and greatest in all aspects of our lives? My answer is no. We don't have to be trendy in every aspect of our lives to keep up. On the contrary, you'll find it easier to run at the front of the pack if you keep your life simple, and if you keep in touch with who you are and where you've come, rather than what you own. Train yourself to look at time as a precious resource rather than a merciless taskmaster. I am a firm believer in time management � managing to enjoy my life while conducting business, rather than filling in every gap with a meeting or project that will get me further ahead. Hang out with people with whom you have fun. Seek out and make friends with people who accept and affirm your worth as a person. Accept your human nature. You'll never have the perfect answer to every question. Don't lead yourself or others to believe you do. Make a habit of searching for challenging new concepts and opinions contrary to your own to help you develop a better understanding of your world and how to live well in it. Develop your own list of things that make you feel good. Keep that list handy and apply at least one item to your life on a daily basis in order to keep the negative effects of stress at bay. About the Author You can receive more information about Tom Hopkins as well as receive 20% off his products, including How to Master the Art of Selling Anything and The Academy of Master Closing, by going to www.yoursuccessstore.com or call 877-929-0439. � 1998. ---------------------------------------------------- ** 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> ---------------------------------------------------- ------------------------------------------------------------------- *** ARTICLE: TEN STEPS OF POSITIONING by Nido Qubein *** ------------------------------------------------------------------- Here is a 10-step plan you can use to position yourself for greater success: (1) Pin down precisely how you want to be perceived. Decide what you want people to think of when they hear your name. One big reason sales professionals have so much difficulty communicating what they do to others is that they don't get it focused clearly in their own minds. The best way to be sure that people understand what you do is to get it crystal clear in your own mind. (2) The second step in the positioning plan is to get a clear picture of how your clients and prospective clients now perceive your practice. It's not enough to have people say nice things about you; you want them to say the right things about you. And the best way to find out what they think you do is to ask them. Of course, getting useful feedback is not always easy. A far more reliable source of useful information is to sit down with a few of your clients, people who will be open with you, and ask them how they would describe to a friend what you do. Then, you listen very carefully to their perceptions. Another way is to actively listen to the questions clients frequently ask you in the normal course of business. For instance, if people frequently ask, "What exactly do you do?" or "Is this the kind of problem you work with?", chances are pretty good that most people are confused about your positioning. And, don't let words fool you. If, for example, you are a management consultant, people may say something like, "Oh, you help people with management problems." But you want to find out if they know how you "help people," and exactly what they identify as "management problems." Dig behind their words to find out what those words mean to them. (3) And, that brings us to the third step in setting up your positioning plan: Compare your clients' perceptions with the ideal you wish to achieve. You've decided how you want to be perceived and you've explored how people perceive you. Now, you want to be very thorough in analyzing what you've found out. But, what do you look for? Look for very specific differences in the ways you are perceived and the ways you want to be perceived. Sometimes a very small misconception can make a big difference. An architect who specializes in designing industrial complexes once designed a home as a favor for a friend. It was a popular design and got a great deal of publicity in the area press. Soon he was besieged with phone calls from people wanting him to design their homes, which was a little annoying. But it also created a major problem. His competitors passed the word around to his clients that he was no longer doing industrial complexes. Business dropped off suddenly, and without apparent explanation. He had to take strong positioning action to keep his business from going down the tubes -- a business he'd worked for 15 years building up. The more precisely you identify the perception gaps, and how they got that way, the better you can deal with them. (4) The fourth step in setting up your positioning plan is to target the specific problems or opportunities you wish to address. Obviously, you can't deal with all the misconceptions people may have about what you do. So pick out the ones you think are the most limiting and potentially threatening and work on them first. (5) Once you know what problems and opportunities you want to address, you can become thoroughly familiar with the tools of positioning and decide which ones will be most effective in repositioning your career in the minds of the people you wish to reach. A good place to start assessing the positioning tools available is to look carefully at all the tools your competitors are using. You don't want to stop there, because that's playing the catch-up game. But you certainly want to make sure you are at least as smart as your competitors. (6) Decide what messages you will convey with the tools you have chosen. What specifically will you say to create the perceptions you want? The best way to get a handle on what you need to say in your positioning is to study the top items on the worry lists of your most valued clients and prospects. If you can take items off their worry list, you can become a valuable resource to them. Remember to translate everything you say into tangible benefits for your clients. In other words, always ask "Why would they want me to do this for them?", not, "Why do I want them to do business with me?" (7) Develop a comprehensive positioning strategy to accomplish your overall objective and all your specific objectives. Restructuring the ways people "see" you and your practice is too vital to leave to chance or so-called "gut-level feeling." Those who position themselves well approach the task in the same thorough way they design and carry out the strategies of their areas of expertise. (8) Get personally involved in creating the positioning tools you will use. (9) Implement your strategy. The key to making the implementation step work is to be consistent -- to keep following the strategy you have carefully created. (10) Periodically check the progress of your positioning efforts. The rewards can be well worth all the efforts and investment you put into it. Your position as a professional salesperson is what people think you do, how well they think you do it and how much they want you to do it for them. It's what people think of when they hear your name. Being perceived correctly is an extremely valuable asset to any professional. In fact, what people think of when they hear your name, more than any other single factor, will determine how successful you are as a professional. About the Author Nido R. Qubein came to the United States as a teenager with no knowledge of English, no contacts and only $50 in his pocket, yet ended up a multi-millionaire. To learn more about Nido and/or receive 20%-40% off when you order his best�selling audios, including How To Communicate Like a Pro, Succeeding in Business and Life and Nido Qubein "Live," visit www.yoursuccessstore.com or call 877-929-0439. ---------------------------------------------------- ** BOOK REVIEW: Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Serving -by Sharon Drew Morgen** ---------------------------------------------------- The sales floor is rarely associated with spiritual values, much less with integrity. Nonetheless, entrepreneur and sales trainer Sharon Drew Morgen believes it is entirely possible for sellers and buyers to experience both--while still meeting their individual mercantile needs. In Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Serving, she persuasively outlines a revolutionary "Buying Facilitation" approach that remakes a traditional adversarial relationship into one marked by genuine collaboration and honest consideration. About the Author Sharon Drew Morgen, the author of Sales on the Line and a former stockbroker at Merrill Lynch, is an international entrepreneur, speaker, and sales trainer. Her current clients include IBM, Dreyfus-Mellon, Boston Scientific, Dean Witter Reynolds, The Bureau of National Affairs, and The Vendo Company. The list Price of this book is $12.95. To purchase this book for $10.36 from Amazon.com, go directly to http://www.amazon.com/exec/obidos/ISBN=0425171566/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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