Positive mental attitude (PMA)
Having looked at the importance of persistence, we will now look at another, equally important, attribute of the por-clo: a positive mental attitude (PMA).
Attitude comes form the heart and ends up in the mind. In other words, you must first have a burning desire or need to succeed before your mind will give you the positive attitude needed to accomplish the task and continue to do so.
I am now going to show you how, with a certain attitude you will succeed too per cent of the time. That’s right, succeed too per cent of the time, with every customer you meet. Here’s how If you have the attitude that you will fail with every customer you meet, I guarantee you will be right. You will succeed too per cent of the time. You will in fact, fail with every customer and never make a sale.
Attitude is all about belief – faith in yourself, and your ability to succeed. It has been said that only the persuaded are able to persuade. The best way to illustrate this is by way of examples. Here’s an old favorite
Thomas Edison was the inventor of the electric light bulb. Throughout the course of his experiments, try as he might, Edison couldn’t manage to make the filament last more than a few seconds. Eventually, after many hundreds of experiments, Edison was asked why he continued to persevere after failing so many times. Edison replied: I don’t consider that I have failed hundreds of time. I have in fact succeeded in finding hundreds of ways it won’t work. After many more hundred of experiment, Edison finally succeeded in inventing a light bulb where filament lasted months and months and months. What persistence, what a great attitude and what a passion for success!
One of the most positive people I know and also a very good friend of mind, luis Gonzalez, says:
The only difference between a loser and a winner is one of attitude. The loser’s attitude is, he never was, isn’t now, and never will be. The winner’s attitude is, he has been, still is, and never will be. The winner’s attitude is, he has been, still is, and will continue to be.
I remember when I was a sales manager having a problem with a sales called Adam. Now Adam had ability, he had proven himself in the past and was a likeable chap, but over the previous couple of months he had gone straight downhill.
I tried everything to lift him up again. I went over is presentation with a fine tooth comb. I gave him it tives until they were coming out of his ears. I tried to motivate him and teach him some new trice. I pushed some exceptionally good leads his in the hope that a sale would fix everything. Nothing worried so eventually, as a last straw, I put
Adma on notice. I gave him a final target: three sales out on the next ten leads, otherwise you’re out.
Adam didn’t want to be sackd, and I didn’t didn’t want to let him go- as I said, he was a
likeable chap. This is what happened.
I gave Adam the afternoon off, on condition that he would do what I was about to ask him to do, no matter how silly it might seem. After all there is no harm in trying. Then I said to him:
Adam I’m going to give you the afternoon off so you can go home. Whilst you’re going home, I want you to say to yourself, time and time again, I’m going to get a deal tomorrow”. Then when you get home, instead of doing whatever it is that you normally do, go into the garden, relax, and say to yourself over and over again, I’m going to get a deal tomorrow, I’m going to get a deal tomorrow. All through your shower and evening meal, drum it into yourself, I’m going to get a deal tomorrow. I’m going to “Instead of watching television, go for a long walk and repeat that statement to yourself thousands upon thousands of times until you’re almost brainwashed.
Go to bed early, and instead of reading or counting sheep, say to yourself, “I’m going to get a deal tomorrow…” Keep saying it until you drop asleep and if possible, say it in your sleep. In the morning as you get up, dressed and breakfasted, say to yourself over and over “I’m going to get a deal today” And say it all the way to work. I’m going to get a deal to say”- say it with emotion end convietion.
Adam did as I asked and repeated that statement literally thousands of times. In doing so he embedded the statement in his subconscious, where it started to become a belief.
He doubted at first whether this advice would work and ad he took his first appointment, his customer came up with a few negatives and minor objections. Adam wasn’t in the slightest surprised – his doubts were confirmed. It wasn’t going to work.
Then a strange phenomenon occurred. As well as negative points, the customer came up with a few positive points and buying signals. Adam’s subconscious mind jumped into action as if someone had kicked him, and his subconscious said: Adam, hang on a minute, maybe you will get a deal today after all’. For the first time in over two months. Adam started looking for and listening to positives. Needless to say, he made the sale and made his target, and today he is back on top again.
In the above exercise, Adam changed his attitude from negative to positive by persistently creating a desired thought-pattern. There have been many books on this subject, but for my reckoning the best is The Power of Positive Thinking by Norman Vincent Peale. You would be well –advice to get yourself a copy.
If you don’t have a PMA (Positive mental attitude) when you meet your customer, then you’re DOA (Dead on arrival). PMA creates persistence and enthusiasm and success.
Showing posts with label not to do. Show all posts
Showing posts with label not to do. Show all posts
Sunday, December 23, 2007
c – to be or not to be
Enthusiasm – to be or not to be
The only things a contagious as enthusiasm is fear.
Later on, in part three (close 5), we shall be looking at how, if it’s necessary, a pro-clo will instill fear into his customer to help close the sale. For now, through, we will look at what is without question, the most important ingredient of any sale: enthusiasm, whether it’s market trader selling bric-a-brac, a sales rep servicing a regular account, a shop assistant selling clothes, or a commission only direct salesperson, enthusiasm creates sales.
I have read that experience and enthusiasm are rarely found together in any one individual, which gives weight to the saying ‘Familiarity breeds contempt’. Let’s thing about that for a moment.
Picture the new recruit, fresh out of training, wet behind the ears but eager and raring to go. His product knowledge is almost non-existent and his experience is no-existent, but blow me down if that guy doesn’t go out there and get sale after sale after sale. His enthusiasm sells to his customer because enthusiasm is contagious.
After a while (about three months), the new recruit becomes the old hand. He is learning more and more and has become more experienced. He now knows his product knowledge inside out, he is confident, he is knowledge and well-versed. The excitement of the new challenge begins to dwindle; the element of surprise disappears with expectancy the flame of enthusiasm flickers on the verge of becoming extinguished. The new hotshot recruit becomes a regular, run –of –the-mil, mediocre salesman. Another one for the pile.
This is an all too familiar story, isn’t it?
It’s been said that enthusiasm accounts for as much as 95 per cent of the sale, and product knowledge only 5 per cent. When you consider that a new recruit can sell and sell without knowing any closes, and only the very basic product knowledge, you appreciate just how important enthusiasm is!
Contrary to popular belief, it is possible to teach some one how to be enthusiastic. You see, a pro-clo is one of those rare individuals who has the experience and is also able to retain enthusiasm.
Here’s how, It all stems from the fact that a pro-clo is sold himself. That is to say, that he is sold on his product. So much so that when he sells to his customer he sells with enthusiasm, from the heart, not from the mouth. So the way to obtain and then retain enthusiasm is to sell yourself first. Once a pro-clo is sold, I mean really sold he develops an almost fanatical belief in his product and then woe betide anybody who doesn’t feel the same way.
Again, only the persuaded are able to persuade.
Remember: enthusiasm is contagious, so sell with enthusiasm, from the heart, and let it rub off on to your customers.
The only things a contagious as enthusiasm is fear.
Later on, in part three (close 5), we shall be looking at how, if it’s necessary, a pro-clo will instill fear into his customer to help close the sale. For now, through, we will look at what is without question, the most important ingredient of any sale: enthusiasm, whether it’s market trader selling bric-a-brac, a sales rep servicing a regular account, a shop assistant selling clothes, or a commission only direct salesperson, enthusiasm creates sales.
I have read that experience and enthusiasm are rarely found together in any one individual, which gives weight to the saying ‘Familiarity breeds contempt’. Let’s thing about that for a moment.
Picture the new recruit, fresh out of training, wet behind the ears but eager and raring to go. His product knowledge is almost non-existent and his experience is no-existent, but blow me down if that guy doesn’t go out there and get sale after sale after sale. His enthusiasm sells to his customer because enthusiasm is contagious.
After a while (about three months), the new recruit becomes the old hand. He is learning more and more and has become more experienced. He now knows his product knowledge inside out, he is confident, he is knowledge and well-versed. The excitement of the new challenge begins to dwindle; the element of surprise disappears with expectancy the flame of enthusiasm flickers on the verge of becoming extinguished. The new hotshot recruit becomes a regular, run –of –the-mil, mediocre salesman. Another one for the pile.
This is an all too familiar story, isn’t it?
It’s been said that enthusiasm accounts for as much as 95 per cent of the sale, and product knowledge only 5 per cent. When you consider that a new recruit can sell and sell without knowing any closes, and only the very basic product knowledge, you appreciate just how important enthusiasm is!
Contrary to popular belief, it is possible to teach some one how to be enthusiastic. You see, a pro-clo is one of those rare individuals who has the experience and is also able to retain enthusiasm.
Here’s how, It all stems from the fact that a pro-clo is sold himself. That is to say, that he is sold on his product. So much so that when he sells to his customer he sells with enthusiasm, from the heart, not from the mouth. So the way to obtain and then retain enthusiasm is to sell yourself first. Once a pro-clo is sold, I mean really sold he develops an almost fanatical belief in his product and then woe betide anybody who doesn’t feel the same way.
Again, only the persuaded are able to persuade.
Remember: enthusiasm is contagious, so sell with enthusiasm, from the heart, and let it rub off on to your customers.
Price
Price
Many salespeople believe that they lose sales because of price. But in reality, most of the time, it is not the price of a product that loses a sales but the salesperson’s fear of the price.
Remember, the only thing as contagious as enthusiasm is fear. If a salesperson is apprehensive about discussing price, or if a salesperson fears that a customers will say ‘It costs too much” then that fear will rub off on to the customers because fear is contagious.
A pro-clo understands that price will only be a problem when the customer feels that the product or service is not worth the risk, the asking price. In a nutshell, price is only a problem when someone doesn’t want something badly enough. You have to create that want, you have to build value into your product so that the customer is willing to pay the price to buy it.
In the initial stages of any sale, the customer’s fear of losing will be greater than his expectation of gaining. In other words, the customer will be more frightened about spending or losing his money than he will be excited about owning the product and benefiting form it. The pro-clo throughout his entire presentation builds value into his product by demonstrating how his product will satisfy the customer’s needs and how the customer will benefit from owning. So at the end of the presentation, when it’s time to talk money, the customer’s fear losing will no longer be greater than his expectation of gaining. In fact the complete opposite will occur. This is building value.
In his book supercharge your selling. Nigel Henzell Thomas suggests.
When a prospect or customer says you’re too expensive, ask whether he wants the cheapest solution or the best value for money.
I have found that they always opt for the best value for money. A pro-clo simply outweighs price with benefits and gibes the customer what he perceives is the best value for money.
Understand on more thing: it is never the price that stops people from buying (if they are sold), it’s always the terms of purchase.
Let me explain: few people can afford to buy the house of their dreams for cash. What they afford is the mortgage the terms of purchase. When the price is $100.000 the customers can’t afford it (cash), but when the mortgage works out a $500 a month they can. However, they will only buy the house if they are sold on it and if paying $500 a month is worth owning it.
If you build value into your product and you have the facility to negotiate terms of purchase, price will never be a problem.
But there are some customers who, even when sold will still till you that it’s expensive or it costs too much these customers want to buy be are trying to see if your price is flexible first. If price starts to become an which is best used when it is read aloud, so have it typed on to a piece of card.( Incidentally, this quotation is well over a hundred years old)
It’s not wise to pay too much but it’s worse to pay too little. When you pay too much, you lose a little money, but that’s all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do.
The common law of business prohibits you from paying a little and receiving a lot- it can’t be done. If you deal with the lowest bidder it would be as well to add something for the risk you run and if you can do that then you can afford to pay for something better.
John Ruskin, 1819-1900
Remember: if you build value into your product and you have the facility to negotiate terms of purchases, price will never be a problem.
Many salespeople believe that they lose sales because of price. But in reality, most of the time, it is not the price of a product that loses a sales but the salesperson’s fear of the price.
Remember, the only thing as contagious as enthusiasm is fear. If a salesperson is apprehensive about discussing price, or if a salesperson fears that a customers will say ‘It costs too much” then that fear will rub off on to the customers because fear is contagious.
A pro-clo understands that price will only be a problem when the customer feels that the product or service is not worth the risk, the asking price. In a nutshell, price is only a problem when someone doesn’t want something badly enough. You have to create that want, you have to build value into your product so that the customer is willing to pay the price to buy it.
In the initial stages of any sale, the customer’s fear of losing will be greater than his expectation of gaining. In other words, the customer will be more frightened about spending or losing his money than he will be excited about owning the product and benefiting form it. The pro-clo throughout his entire presentation builds value into his product by demonstrating how his product will satisfy the customer’s needs and how the customer will benefit from owning. So at the end of the presentation, when it’s time to talk money, the customer’s fear losing will no longer be greater than his expectation of gaining. In fact the complete opposite will occur. This is building value.
In his book supercharge your selling. Nigel Henzell Thomas suggests.
When a prospect or customer says you’re too expensive, ask whether he wants the cheapest solution or the best value for money.
I have found that they always opt for the best value for money. A pro-clo simply outweighs price with benefits and gibes the customer what he perceives is the best value for money.
Understand on more thing: it is never the price that stops people from buying (if they are sold), it’s always the terms of purchase.
Let me explain: few people can afford to buy the house of their dreams for cash. What they afford is the mortgage the terms of purchase. When the price is $100.000 the customers can’t afford it (cash), but when the mortgage works out a $500 a month they can. However, they will only buy the house if they are sold on it and if paying $500 a month is worth owning it.
If you build value into your product and you have the facility to negotiate terms of purchase, price will never be a problem.
But there are some customers who, even when sold will still till you that it’s expensive or it costs too much these customers want to buy be are trying to see if your price is flexible first. If price starts to become an which is best used when it is read aloud, so have it typed on to a piece of card.( Incidentally, this quotation is well over a hundred years old)
It’s not wise to pay too much but it’s worse to pay too little. When you pay too much, you lose a little money, but that’s all. When you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do.
The common law of business prohibits you from paying a little and receiving a lot- it can’t be done. If you deal with the lowest bidder it would be as well to add something for the risk you run and if you can do that then you can afford to pay for something better.
John Ruskin, 1819-1900
Remember: if you build value into your product and you have the facility to negotiate terms of purchases, price will never be a problem.
Prejudging
Prejudging
This next step relates to a qualified prospect. For example, someone who has answered an advert, responded to a marketing campaign, looked at the competition, or walked into your shop, office, or showroom with a genuine interest. It does not relate to unqualified prospects or leads which we will look at in step 13.
The saying ‘you can’t judge a boo by its cover is never truer than in the sales industry. Regardless of where people live, what colour they are, how old or how young someone is, what a person does for a living, what religion or sex they are; regardless of appearance or dress, and regardless of whatever excuse or objection is voiced, nobody, and I mean no single person, is able to determine beforehand which prospects are buyers and which are not. If it were possible for a person to determine which prospective customers were going to buy, there would be no such thing as a pro-clo, simply because there would be no need for them.
At the end of the day, no salesperson alive can tell (and be too per cent sure) whether or not he has a sale until the money is on the table. To prejudge that customers aren’t going to buy before giving a full presentation is suicide. If your product were free, everyone would have one, wouldn’t they? Therefore, the only thing that stops people from buying is money, and until the price is on the table, you can never tell. For that reason the pro-clo always gives it his best shot he gives too per cent effort to each customer, and his sales figures speak for themselves.
The pro-clo knows that every customer or prospect he sees has been sold to before by someone. All he has to do is be as good as, or better than, that someone. The pro-clo also emphatically believes that each qualified client he sees should buy his product. The reason for this belief is that every pro-clo is that every pro-clo is completely sold himself.
Once again…………….. only the persuaded are able to persuade.
For my money, there isn’t a salesperson anywhere who hasn’t experienced the situation where he thought there was no chance of a sale, than lo and behold, from nowhere the client became a customer.
One more time- if you have a qualified client or customer, never assume that they’re not going to buy.
Let’s now look at an example of a salesperson prejudging his potential customers.
Supposing a couple respond to a marketing campaign from a timeshare company and they go along to have look. After a while the salesperson, who has now prejudged the couple, says: ‘ I can’t sell to this couple. He’s 45, she 20 and a different colour they’re not married, they don’t own a house and have only been in their rented accommodation for four months. He’s market trader with no accountant and she’s unemployed with bad debts, and to top it all off, they’ve seen the competition and didn’t buy because they couldn’t afford it. I just haven’t got a change with these people!
If you look for negatives, guess what you find? Obviously the above example is an extreme one, but let’s now look at how a pro-clo would handle the same situation.
First of all, the pro-clo listens to the information from his customers but what he hears is not negative, it’s positive. He knows that his customers have responded to an advert or marketing campaign.
Second, the pro-clo knows that a market trader with no accountant deals in cash and quite possible has black money (undeclared earnings/cash from under the table)
Third, the pro-clo knows that if his customers have seen the competition and didn’t buy, it was probably because the competition prejudged the customers and didn’t allow them the opportunity to buy. Instead of treating the customers like time-wasters, or outcasts the pro-clo treats them like a king and Queen.
Finally the pro-clo knows that where there is a will there is a way and with and with his special kind of treatment, he will find that way. After all, who is to say that the customers don’t have a nice little nest egg tucked away somewhere? Until the price is on the taste, you never know!
We have said before that customers come in all different shapes, sizes ages, colours, creeds, and so on but all human beings have certain characteristics in common. All our desires, needs and wants are very similar, and as emotions and we all think very similarly. Zig Ziglar, in his excellent book Zig Ziglar’s Secrets of Closing the sale, demonstrates this point superbly. The following exercise is an extract from his book, which I have added to and adapted slightly.
To prove how similarly we all think, answer the following questions as quickly as you can and don’t change your mind.
1. Think of a number between one and ten.
2. Think of a colour.
3. Think of a flower.
4. Using our writing hand, hold up three fingers.
5. Think of a fruit.
6. Think of a vegetable.
7. Think of an item of furniture.
8. Think of an animal.
Now let’s see how your answers compare.
1. Seven
2. Red
3. Rose
4. Held up all but your thumb and little finger.
5. Apple or orange
6. Carrot
7. Chair
8. Dog or cat.
It doesn’t matter how many answers you agreed with. I didn’t say we were all exactly alike. I said we were all very similar.
The point I am trying to hammer home is, all your prospects are similar too. So don’t prejudge because you never can tell!
Recap
It’s time we had a little refresher to make sure that you remember to use each step on the staircase, so that you don’t trip and fall over.
Step 5 Find a want or need and them satisfy it.
Step 6 Using customer benefits, build value into your product so that price will
never be a problem
Step 7 Radiate confidence and control.
Step 8 Never prejudge that a qualified prospect isn’t going to buy, because
then you will be right.
This next step relates to a qualified prospect. For example, someone who has answered an advert, responded to a marketing campaign, looked at the competition, or walked into your shop, office, or showroom with a genuine interest. It does not relate to unqualified prospects or leads which we will look at in step 13.
The saying ‘you can’t judge a boo by its cover is never truer than in the sales industry. Regardless of where people live, what colour they are, how old or how young someone is, what a person does for a living, what religion or sex they are; regardless of appearance or dress, and regardless of whatever excuse or objection is voiced, nobody, and I mean no single person, is able to determine beforehand which prospects are buyers and which are not. If it were possible for a person to determine which prospective customers were going to buy, there would be no such thing as a pro-clo, simply because there would be no need for them.
At the end of the day, no salesperson alive can tell (and be too per cent sure) whether or not he has a sale until the money is on the table. To prejudge that customers aren’t going to buy before giving a full presentation is suicide. If your product were free, everyone would have one, wouldn’t they? Therefore, the only thing that stops people from buying is money, and until the price is on the table, you can never tell. For that reason the pro-clo always gives it his best shot he gives too per cent effort to each customer, and his sales figures speak for themselves.
The pro-clo knows that every customer or prospect he sees has been sold to before by someone. All he has to do is be as good as, or better than, that someone. The pro-clo also emphatically believes that each qualified client he sees should buy his product. The reason for this belief is that every pro-clo is that every pro-clo is completely sold himself.
Once again…………….. only the persuaded are able to persuade.
For my money, there isn’t a salesperson anywhere who hasn’t experienced the situation where he thought there was no chance of a sale, than lo and behold, from nowhere the client became a customer.
One more time- if you have a qualified client or customer, never assume that they’re not going to buy.
Let’s now look at an example of a salesperson prejudging his potential customers.
Supposing a couple respond to a marketing campaign from a timeshare company and they go along to have look. After a while the salesperson, who has now prejudged the couple, says: ‘ I can’t sell to this couple. He’s 45, she 20 and a different colour they’re not married, they don’t own a house and have only been in their rented accommodation for four months. He’s market trader with no accountant and she’s unemployed with bad debts, and to top it all off, they’ve seen the competition and didn’t buy because they couldn’t afford it. I just haven’t got a change with these people!
If you look for negatives, guess what you find? Obviously the above example is an extreme one, but let’s now look at how a pro-clo would handle the same situation.
First of all, the pro-clo listens to the information from his customers but what he hears is not negative, it’s positive. He knows that his customers have responded to an advert or marketing campaign.
Second, the pro-clo knows that a market trader with no accountant deals in cash and quite possible has black money (undeclared earnings/cash from under the table)
Third, the pro-clo knows that if his customers have seen the competition and didn’t buy, it was probably because the competition prejudged the customers and didn’t allow them the opportunity to buy. Instead of treating the customers like time-wasters, or outcasts the pro-clo treats them like a king and Queen.
Finally the pro-clo knows that where there is a will there is a way and with and with his special kind of treatment, he will find that way. After all, who is to say that the customers don’t have a nice little nest egg tucked away somewhere? Until the price is on the taste, you never know!
We have said before that customers come in all different shapes, sizes ages, colours, creeds, and so on but all human beings have certain characteristics in common. All our desires, needs and wants are very similar, and as emotions and we all think very similarly. Zig Ziglar, in his excellent book Zig Ziglar’s Secrets of Closing the sale, demonstrates this point superbly. The following exercise is an extract from his book, which I have added to and adapted slightly.
To prove how similarly we all think, answer the following questions as quickly as you can and don’t change your mind.
1. Think of a number between one and ten.
2. Think of a colour.
3. Think of a flower.
4. Using our writing hand, hold up three fingers.
5. Think of a fruit.
6. Think of a vegetable.
7. Think of an item of furniture.
8. Think of an animal.
Now let’s see how your answers compare.
1. Seven
2. Red
3. Rose
4. Held up all but your thumb and little finger.
5. Apple or orange
6. Carrot
7. Chair
8. Dog or cat.
It doesn’t matter how many answers you agreed with. I didn’t say we were all exactly alike. I said we were all very similar.
The point I am trying to hammer home is, all your prospects are similar too. So don’t prejudge because you never can tell!
Recap
It’s time we had a little refresher to make sure that you remember to use each step on the staircase, so that you don’t trip and fall over.
Step 5 Find a want or need and them satisfy it.
Step 6 Using customer benefits, build value into your product so that price will
never be a problem
Step 7 Radiate confidence and control.
Step 8 Never prejudge that a qualified prospect isn’t going to buy, because
then you will be right.
Ten do’s to ten don’ts
Ten do’s to ten don’tsA book on Sales wouldn’t be complete without some guidelines, some do’s and don’ts to follow. In our industry there are literally thousands of these rules, many of them unwritten. Some are just plain common sense, and others nothing more than common decency but there are some that really do make a difference.
Ask anyone who is successful, and they will tell you that they adopt the teachings of other successful people and then adapt those teachings of their own lives. This in itself is plain common sense because the path of proven success is always the best and easiest to follow.
Here then, are some important do’s and don’ts that really do make a difference. I urge you to take them on board and adapt them to your own life.
Ask anyone who is successful, and they will tell you that they adopt the teachings of other successful people and then adapt those teachings of their own lives. This in itself is plain common sense because the path of proven success is always the best and easiest to follow.
Here then, are some important do’s and don’ts that really do make a difference. I urge you to take them on board and adapt them to your own life.
The Do’s
The Do’s
1. Leave your work at work
Don’t take work home with you. Every pro-clo needs to relax and recharge his batteries, so that he is at his best for the following day. No matter how much we enjoy our work, the rule is: ‘We work to live, not live to work’. Spending quality time and relaxing with our family is the key to real happiness and prosperity. A true pro-clo knows how and when to turn off.
2. Take regular exercise.
It is a well-known fact that a healthy body leads to a healthy mind. If you read this and say to yourself ‘I really must do some exercise. And then end up doing nothing about it, you haven’t got what it takes to be a true pro-clo. On the other hand, if you don’t feel you should take regular exercise, I urge you to consider the following.
Regular exercise increases your stamina, and makes you sharper and more alert. Regular exercise makes you healthier. It makes you less prone to common ailments such as colds or influenza as well as major illnesses such as diabetes or heart conditions. Regular exercise makes you feel good about yourself. It makes you feel fit and alive and it keeps you younger than your years. Regular exercise increases your metabolism, which burns up calories and thus keeps your weight down. Most important of all, regular exercise increases your chances of a longer, healthier life which means you will have more time to enjoy your blessings and your spoils.
I’m not saying you should become a health freak or a fanatical athlete, but a minimum exercise programmer should be 30+ minutes three times a week. Obviously, if you have any doubts about taking exercise, you should seek medical advice first. The rule is don’t not do it, just don’t overdo it.
3. Create list of things to do.
In order of importance, and as you complete each task, cross that item off the list. This is an ‘oldie’ and do9wadays you can even buy pads with ‘Things to do’ pre-printed on them. When his mind is buzzing in a confused state, trying to remember all the things that he must do, a pro-clo doesn’t get into a flutter. He simply creates his “Things to Do’ list and relieves himself from the pressure to remember. He can them concentrate on tackling his work in order of importance. In doing so the pro-clo is able to see, in black and white, just where he is going and what he has accomplished. It also gives him a great sense of achievement when he gets to cross off the last item.
4. Do what you don’t want to do.
If you are scared of something (maybe cold calling or a specific objection), you become insecure and lack confidence. This causes procrastination, so that you’re indecisive about what you should do. Always do whatever you are scared of , whatever you dislike, whatever you fear, and you will eventually learn to overcome it because ‘Familiarity breeds contempt’. There is only one sure way of never failing, and that in never to try. If you don’t try, you won’t lose, but you won’t win either. Winners do what they fear to do.
5. Dress like a professional
Here, I am not just talking about dress in the clothes sense, but everything from personal hygiene to the wearing of jewellery, even to the condition and appearance of your sales aids. A pro-clo knows that appearance is of paramount importance to portray a confident, successful and professional image. Ask yourself, am I dressed like somebody I would want to do business with?
6. Be courteous and smile
Suffice it for me to say ‘Actions speak louder than words’. Here’s a little poem I wrote about being courteous, followed by another from an unknown author explaining the wonders of smile.
Courtesy
Always be there when you say you will,
Don’t move around when you should be still
Open a door, Pull out a chair,
Say please and think you, and show that you care,
Offer help whenever you can,
Never offend a no-smoking ban,
Ask if they’re comfortable, offer a drink,
Little things mean more than you think.
Do this, and respect their point of view,
And success will always come to you.
(R.I.S)
A Smile
A smile costs nothing, but gives you much
It enriches those who receive
Without making poorer those who give
It takes but a moment, but the memory of it lasts forever
None is so rich or mighty that he can get along without it.
And none is so poor but that he can be made rich by it.
A smile creates happiness in the home,
Fosters good will in business
And is the countersign of friendship.
It brings rest to weary,
Cheer to the discouraged
Sunshine to the sad
And is nature’s best antidote for trouble
Yet, it cannot be brought, begged, borrowed or stolen
For it is something of No value until it is Given Away
Some people are too tried to give you a smile.
Give them one of yours, as none needs as smile so much
As he who has no more to give!
(Author unknown)
7. Accept when you’re wrong
When you make a mistake or you’re in the wrong, don’t shy away from it. Instead, accept it and learn from it. A pro-clo will always admit when he is wrong. He knows that no-one ever choked swallowing their pride.
8. Motivate yourself
Each morning and before each call, motivate yourself, give yourself that edge that buzz, that force from within that tells you you’re good, you’re very good. Let the confidence ooze out of every pore, let the butterflies fly in your stomach and the tingles run up your spine. The pro-clo switches himself on, he psyches himself up, and it,s easy, because he instinctively knows ‘he’s gonna win’.
Professional closers motivate themselves, they don’t need others to do it for them. They listen to great motivational music or inspirational tapes, they psych themselves up in front of a mirror, they pace up and down drumming positive thoughts into their subconscious minds and they read good motivational material, just as you are down now with this book.
Motivation stimulates excitement and enthusiasm and the winning attitude needed to succeed.
9. Set yourself goals
It is important to have something to strive for. Otherwise you end up wandering around without a destination, like a piece of driftwood on the ocean. People become state when their goals and dreams equal their present being. They lack desire and ambition, and end up existing instead of thriving. A pro-clo sets himself goals end, as he nears or attains them, he sets himself new desires, new goals, and off he goes again. Always thriving (This is discussed in depth in step 39)
10. Give more then you need to
Always give the customer more than is expected, that little extra, that complimentary add-on, or going the extra mile when it comes to service. Not only does this solidify a deal, but it gives you repeat business, referral business and a reputation that will create new business.
1. Leave your work at work
Don’t take work home with you. Every pro-clo needs to relax and recharge his batteries, so that he is at his best for the following day. No matter how much we enjoy our work, the rule is: ‘We work to live, not live to work’. Spending quality time and relaxing with our family is the key to real happiness and prosperity. A true pro-clo knows how and when to turn off.
2. Take regular exercise.
It is a well-known fact that a healthy body leads to a healthy mind. If you read this and say to yourself ‘I really must do some exercise. And then end up doing nothing about it, you haven’t got what it takes to be a true pro-clo. On the other hand, if you don’t feel you should take regular exercise, I urge you to consider the following.
Regular exercise increases your stamina, and makes you sharper and more alert. Regular exercise makes you healthier. It makes you less prone to common ailments such as colds or influenza as well as major illnesses such as diabetes or heart conditions. Regular exercise makes you feel good about yourself. It makes you feel fit and alive and it keeps you younger than your years. Regular exercise increases your metabolism, which burns up calories and thus keeps your weight down. Most important of all, regular exercise increases your chances of a longer, healthier life which means you will have more time to enjoy your blessings and your spoils.
I’m not saying you should become a health freak or a fanatical athlete, but a minimum exercise programmer should be 30+ minutes three times a week. Obviously, if you have any doubts about taking exercise, you should seek medical advice first. The rule is don’t not do it, just don’t overdo it.
3. Create list of things to do.
In order of importance, and as you complete each task, cross that item off the list. This is an ‘oldie’ and do9wadays you can even buy pads with ‘Things to do’ pre-printed on them. When his mind is buzzing in a confused state, trying to remember all the things that he must do, a pro-clo doesn’t get into a flutter. He simply creates his “Things to Do’ list and relieves himself from the pressure to remember. He can them concentrate on tackling his work in order of importance. In doing so the pro-clo is able to see, in black and white, just where he is going and what he has accomplished. It also gives him a great sense of achievement when he gets to cross off the last item.
4. Do what you don’t want to do.
If you are scared of something (maybe cold calling or a specific objection), you become insecure and lack confidence. This causes procrastination, so that you’re indecisive about what you should do. Always do whatever you are scared of , whatever you dislike, whatever you fear, and you will eventually learn to overcome it because ‘Familiarity breeds contempt’. There is only one sure way of never failing, and that in never to try. If you don’t try, you won’t lose, but you won’t win either. Winners do what they fear to do.
5. Dress like a professional
Here, I am not just talking about dress in the clothes sense, but everything from personal hygiene to the wearing of jewellery, even to the condition and appearance of your sales aids. A pro-clo knows that appearance is of paramount importance to portray a confident, successful and professional image. Ask yourself, am I dressed like somebody I would want to do business with?
6. Be courteous and smile
Suffice it for me to say ‘Actions speak louder than words’. Here’s a little poem I wrote about being courteous, followed by another from an unknown author explaining the wonders of smile.
Courtesy
Always be there when you say you will,
Don’t move around when you should be still
Open a door, Pull out a chair,
Say please and think you, and show that you care,
Offer help whenever you can,
Never offend a no-smoking ban,
Ask if they’re comfortable, offer a drink,
Little things mean more than you think.
Do this, and respect their point of view,
And success will always come to you.
(R.I.S)
A Smile
A smile costs nothing, but gives you much
It enriches those who receive
Without making poorer those who give
It takes but a moment, but the memory of it lasts forever
None is so rich or mighty that he can get along without it.
And none is so poor but that he can be made rich by it.
A smile creates happiness in the home,
Fosters good will in business
And is the countersign of friendship.
It brings rest to weary,
Cheer to the discouraged
Sunshine to the sad
And is nature’s best antidote for trouble
Yet, it cannot be brought, begged, borrowed or stolen
For it is something of No value until it is Given Away
Some people are too tried to give you a smile.
Give them one of yours, as none needs as smile so much
As he who has no more to give!
(Author unknown)
7. Accept when you’re wrong
When you make a mistake or you’re in the wrong, don’t shy away from it. Instead, accept it and learn from it. A pro-clo will always admit when he is wrong. He knows that no-one ever choked swallowing their pride.
8. Motivate yourself
Each morning and before each call, motivate yourself, give yourself that edge that buzz, that force from within that tells you you’re good, you’re very good. Let the confidence ooze out of every pore, let the butterflies fly in your stomach and the tingles run up your spine. The pro-clo switches himself on, he psyches himself up, and it,s easy, because he instinctively knows ‘he’s gonna win’.
Professional closers motivate themselves, they don’t need others to do it for them. They listen to great motivational music or inspirational tapes, they psych themselves up in front of a mirror, they pace up and down drumming positive thoughts into their subconscious minds and they read good motivational material, just as you are down now with this book.
Motivation stimulates excitement and enthusiasm and the winning attitude needed to succeed.
9. Set yourself goals
It is important to have something to strive for. Otherwise you end up wandering around without a destination, like a piece of driftwood on the ocean. People become state when their goals and dreams equal their present being. They lack desire and ambition, and end up existing instead of thriving. A pro-clo sets himself goals end, as he nears or attains them, he sets himself new desires, new goals, and off he goes again. Always thriving (This is discussed in depth in step 39)
10. Give more then you need to
Always give the customer more than is expected, that little extra, that complimentary add-on, or going the extra mile when it comes to service. Not only does this solidify a deal, but it gives you repeat business, referral business and a reputation that will create new business.
The Don’ts
The Don’ts
1. Don’t use red.
Never write with a red pen, or wear a red shirt/ dress/blouse when you are with a customer. Subconsciously red signifies danger, stop beware, anger, red alert. Although these negative thoughts are not in the forefront of the customer’s mind, they are nevertheless there, warning the customer to be wary.
You wouldn’t wave a red rag at a bull to win favour, so don’t do it to a customer.
2. Don’t wear dark sunglasses when you are with a customer.
This gives the impression that you have something to hide, that you are a shady character who cannot be trusted. Eye contact is a must for the pro –clo.
By the same token, it’s impossible to read a customer wearing dark glasses, and you should ask him politely to remove them. I find a little hum our works best. Try saying ‘Mr Jones, what colour are your eyes?’ When he answers, say ‘would you mind proving it to me? (Raise your eyebrows and give him a knowing smile.) Works every time!
3. Don’t ask certain questions.
Never ask a customer if he understands. Not wanting to appear stupid, he will always answer ‘yes’ even when he wants to say ‘No’ Never say to a customer ‘ Your know what I mean’ or ‘Do you get my drift?’ Again, he will always answer ‘Yes’ when he might mean ‘No’ Instead, ask ‘Are you happy with that?’ Do you have any questions?’ Did you follow that or shall I go over it again?’
Also, never say to a customer ‘Let me be honest’ or ‘To tell you the truth, because it implies that you weren’t before. When someone says they’ll be honest with you, it generally means the opposite!
4. Don’t knock the competition
This has an adverse effect. The customer will think that you are trying to hide behind the competition or that you are trying to justify an inadequacy in your product. A pro-clo doesn’t knock the competition, he welcomes it, and sometimes he will even compare the competition’s product with his own in front of a customer. Remember what we said earlier. The pro-clo is sold on his product too per cent. If he thought the competition was better, he would be working for them. It is this belief, this conviction that makes the customer buy.
5. Don’t live in the past
Reminiscing can be fun and enjoyable, but only to the person doing the reminiscing. It’s the ‘also-rans’ in life who live off past performance and an old worn-out reputation. There is nothing worng with looking back, now and again-but remember, being in reverse won’t you forward.
6. Don’t fight change, welcome it.
Change has always caused, and always will cause, insecurity, doubt, unfamiliarity and fear. A pro-clo knows this but he understands that change is necessary. Without it we would all still be in the Stone Age living in caves. A pro-clo knows that change is good, it keeps people on their toes, it demonstrates a will to progress and to improve. Above all else, change creates a new challenge and every pro-clo loves a good challenge. So he doesn’t fight change, he encourages it.
7. Don’t stop learning
A pro-clo is forever reading new material, listening to cassettes and gaining new information. He is always updating his portfolio of techniques and closes and gathering new tools. A pro-clo has a relentless desire, a burning passion for knowledge and he soaks up all positive material like a sponge.
A pro-clo knows that the key to continuous success is continuous learning. If you stop learning you will eventually begin to decline. It’s like traveling in a hot air balloon. To ascend to greater heights you need to continuously supply fuel. If you shut off the fuel supply(stop learning) you will hang in suspension for a while, but inevitably you will begin to descend.
I wrote this book in such a way that it is easy to pick up and put down, because I know it is impossible to absorb all the lessons in one go. I implore you again to keep reading this book at regular intervals, use it as your personal sales manual, and keep learning. Don’t ever stop, don’t become content with mediocrity don’t remain stationary because if you do you will start to decline. Let me put it this way:
To discover how to be a true pro-clo
Continue to learn and continue to grow.
8. Don’t waste time
Time is the most precious thing in the world, and life is too short to waste it. A pro-clo makes full use of his time, he plans how to use it to give optimum benefit. However, things don’t always go according to plan, and when a pro-clo finds he has time on his hands, he doesn’t loaf around. Instead, he asks himself: ‘what is the most worthwhile thing I could be doing right now?’ When he comes up with the answer, he gets straight to it!
Remember to plan time for recreation and with your family and don’t get side-tracked. A pro-clo plans his time and times his plan.
9. Don’t give losers the time of day
In every sales organization there is always a group or negative salespeople that you should avoid like the plague. These losers are so easy to spot- They’re the ones that take an hour over a gallon of coffee before they start work in the morning, the ones that are forever hanging around the office or canteen and the ones that congregate in the pub after work to drown their sorrows. All these losers seem to do is complain, make up excuse, spread gossip and start rum ours.
All losers are sinking, and they are so afraid of going under that they try to pull everyone else down with them, thinking that they will find safety in numbers. When all is said and done, these birds of a feather will always flock together and there is very little you or I can do to change that. In this instance, the old saying ‘If you can’t beat them, join them’ is wrong’. A pro-clo says ‘If you can’t beat them, avoid them –but do it politely, there is no point in adding fuel to their fire.
In staying away from the losers ‘ pro-clo often alienates himself, but that doesn’t really bother him. He knows that sometimes ‘it’s tough at the top’, but it’s always tougher at the bottom.
10. Don’t ever give up
Fight the good fight, and when all else fails, when you’re in dire straits, when there is no hope whatsoever, admit defeat. There is no shame in it- but before you do, try another close.
1. Don’t use red.
Never write with a red pen, or wear a red shirt/ dress/blouse when you are with a customer. Subconsciously red signifies danger, stop beware, anger, red alert. Although these negative thoughts are not in the forefront of the customer’s mind, they are nevertheless there, warning the customer to be wary.
You wouldn’t wave a red rag at a bull to win favour, so don’t do it to a customer.
2. Don’t wear dark sunglasses when you are with a customer.
This gives the impression that you have something to hide, that you are a shady character who cannot be trusted. Eye contact is a must for the pro –clo.
By the same token, it’s impossible to read a customer wearing dark glasses, and you should ask him politely to remove them. I find a little hum our works best. Try saying ‘Mr Jones, what colour are your eyes?’ When he answers, say ‘would you mind proving it to me? (Raise your eyebrows and give him a knowing smile.) Works every time!
3. Don’t ask certain questions.
Never ask a customer if he understands. Not wanting to appear stupid, he will always answer ‘yes’ even when he wants to say ‘No’ Never say to a customer ‘ Your know what I mean’ or ‘Do you get my drift?’ Again, he will always answer ‘Yes’ when he might mean ‘No’ Instead, ask ‘Are you happy with that?’ Do you have any questions?’ Did you follow that or shall I go over it again?’
Also, never say to a customer ‘Let me be honest’ or ‘To tell you the truth, because it implies that you weren’t before. When someone says they’ll be honest with you, it generally means the opposite!
4. Don’t knock the competition
This has an adverse effect. The customer will think that you are trying to hide behind the competition or that you are trying to justify an inadequacy in your product. A pro-clo doesn’t knock the competition, he welcomes it, and sometimes he will even compare the competition’s product with his own in front of a customer. Remember what we said earlier. The pro-clo is sold on his product too per cent. If he thought the competition was better, he would be working for them. It is this belief, this conviction that makes the customer buy.
5. Don’t live in the past
Reminiscing can be fun and enjoyable, but only to the person doing the reminiscing. It’s the ‘also-rans’ in life who live off past performance and an old worn-out reputation. There is nothing worng with looking back, now and again-but remember, being in reverse won’t you forward.
6. Don’t fight change, welcome it.
Change has always caused, and always will cause, insecurity, doubt, unfamiliarity and fear. A pro-clo knows this but he understands that change is necessary. Without it we would all still be in the Stone Age living in caves. A pro-clo knows that change is good, it keeps people on their toes, it demonstrates a will to progress and to improve. Above all else, change creates a new challenge and every pro-clo loves a good challenge. So he doesn’t fight change, he encourages it.
7. Don’t stop learning
A pro-clo is forever reading new material, listening to cassettes and gaining new information. He is always updating his portfolio of techniques and closes and gathering new tools. A pro-clo has a relentless desire, a burning passion for knowledge and he soaks up all positive material like a sponge.
A pro-clo knows that the key to continuous success is continuous learning. If you stop learning you will eventually begin to decline. It’s like traveling in a hot air balloon. To ascend to greater heights you need to continuously supply fuel. If you shut off the fuel supply(stop learning) you will hang in suspension for a while, but inevitably you will begin to descend.
I wrote this book in such a way that it is easy to pick up and put down, because I know it is impossible to absorb all the lessons in one go. I implore you again to keep reading this book at regular intervals, use it as your personal sales manual, and keep learning. Don’t ever stop, don’t become content with mediocrity don’t remain stationary because if you do you will start to decline. Let me put it this way:
To discover how to be a true pro-clo
Continue to learn and continue to grow.
8. Don’t waste time
Time is the most precious thing in the world, and life is too short to waste it. A pro-clo makes full use of his time, he plans how to use it to give optimum benefit. However, things don’t always go according to plan, and when a pro-clo finds he has time on his hands, he doesn’t loaf around. Instead, he asks himself: ‘what is the most worthwhile thing I could be doing right now?’ When he comes up with the answer, he gets straight to it!
Remember to plan time for recreation and with your family and don’t get side-tracked. A pro-clo plans his time and times his plan.
9. Don’t give losers the time of day
In every sales organization there is always a group or negative salespeople that you should avoid like the plague. These losers are so easy to spot- They’re the ones that take an hour over a gallon of coffee before they start work in the morning, the ones that are forever hanging around the office or canteen and the ones that congregate in the pub after work to drown their sorrows. All these losers seem to do is complain, make up excuse, spread gossip and start rum ours.
All losers are sinking, and they are so afraid of going under that they try to pull everyone else down with them, thinking that they will find safety in numbers. When all is said and done, these birds of a feather will always flock together and there is very little you or I can do to change that. In this instance, the old saying ‘If you can’t beat them, join them’ is wrong’. A pro-clo says ‘If you can’t beat them, avoid them –but do it politely, there is no point in adding fuel to their fire.
In staying away from the losers ‘ pro-clo often alienates himself, but that doesn’t really bother him. He knows that sometimes ‘it’s tough at the top’, but it’s always tougher at the bottom.
10. Don’t ever give up
Fight the good fight, and when all else fails, when you’re in dire straits, when there is no hope whatsoever, admit defeat. There is no shame in it- but before you do, try another close.
Don’t Quit
Don’t Quit
When things go wrong as they sometimes will,
When the road you’re trudging seems all uphill,
When the funds are low and the debts are high,
And you want to smile but you have to sigh,
When care is pressing you down a bit
Rest if you must, but don’t you quit
Success is failure turned inside out
The silver tint in the clouds of doubt
And you never can tell how close you are,
It may be near when it seems afar
So stick to the fight when you’re hardest hit,
It’s when things go wrong that you mustn’t quit.
When things go wrong as they sometimes will,
When the road you’re trudging seems all uphill,
When the funds are low and the debts are high,
And you want to smile but you have to sigh,
When care is pressing you down a bit
Rest if you must, but don’t you quit
Success is failure turned inside out
The silver tint in the clouds of doubt
And you never can tell how close you are,
It may be near when it seems afar
So stick to the fight when you’re hardest hit,
It’s when things go wrong that you mustn’t quit.
Recap: Step
Recap: Step
The do’s The Don’ts
1. Leave your work at work 1. Don’t use red
2. Take regular exercise 2. Don’t wear dark sunglasses
3. Create a things to do list 3.Don’t ask certain questions
4. Do what you don’t want to do 4. Don’t knock the competition
5. Dress like a professional 5. Don’t live in the past
6. Be courteous and smile 6. Don’t fight change, welcome it
7. Accept when you’re wrong 7. Don’t stop learning
8. Motivate yourself 8. Don’t waste time
9. Set yourself goals 9. Don’t give losers the time of day
10. Give more than you need to 10. Don’t ever give up
The do’s The Don’ts
1. Leave your work at work 1. Don’t use red
2. Take regular exercise 2. Don’t wear dark sunglasses
3. Create a things to do list 3.Don’t ask certain questions
4. Do what you don’t want to do 4. Don’t knock the competition
5. Dress like a professional 5. Don’t live in the past
6. Be courteous and smile 6. Don’t fight change, welcome it
7. Accept when you’re wrong 7. Don’t stop learning
8. Motivate yourself 8. Don’t waste time
9. Set yourself goals 9. Don’t give losers the time of day
10. Give more than you need to 10. Don’t ever give up
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