Create Success Newsletter!
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Create Success Newsletter
Volume 4, Issue 2 - January 2007
Powerful Tips to Grow Your Business and Your Life
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In this issue ---
We now have subscribers to this newsletter in 58
countries.
Algeria - Argentina - Austria - Australia - Bahamas -
Barbados - Belgium - Botswana - British Virgin Islands -
Bulgaria - Canada - Columbia - Denmark - Finland -
France - Germany - Ghana - Greece - Hong Kong -
Hungary - India - Indonesia - Ireland - Israel - Italy -
Jamaica - Korea - Kenya - Malaysia - Mexico -
Micronesia - Morocco - Netherlands - New Zealand -
Nigeria - Norway - Panama - Poland - Romania -
Russia - Serbia & Montenegro - Singapore - Slovenia -
South Africa - Spain - Swaziland - Sweden - Tanzania -
Thailand - Trinidad & Tobago - Turkey -
United Arab Emirates - United Kingdom - United States -
Uzbekistan - Venezuela - Zambia - Zimbabwe
Please - look at that list of countries above! If your country
is not listed, drop me a note using the
Contact form
so I can add your country to the list.
In this issue ---
1. Lead Article "Do Your Homework"
2. Recommended Resources
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Make 2007 Your Best Year Yet!
What is your purpose in life? Does every week just
mean waiting until Friday? Do you have a clear vision
for how you are achieving your purpose? If you have
written goals ( and the odds are you don't) do you
know how to take effective action on them? By now
you should know that just being busy is not the
same as "effective action."
To get to effective action, you have to start with
purpose and vision, then written goals. Most
people just start with action and then wonder why
they're stuck in a rut. If you want to get to effective
action, which Dr Robert Anthony has called "doing
without doing" then you need all the steps, in order.
The 2007 edition of "The 21st Century Science of Getting
Rich" starts Jan 9th and we will cover this whole
sequence of purpose, vision, goals and action in depth.
It will feed your inner soul, and change your life!
We don't get to "effective action" until week 13 of this
16 week program because because you have to build
the foundation first. If you're tired of just being busy
and not getting where you want, register here:
thecertainwaytosuccess.com
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Lead Article
"Do Your Homework"
"A salesperson should never have to make a cold call.
Ever. There is no reason you can't become an instant
expert about a prospect company in advance."
- - Harvey Mackay
Every one of us is in sales, whether we know it or not.
Sales is the process of getting our needs met by
helping other people get what they want. Or at least
it should be. Little children know this, they're master
persuaders. By the time we're adults, we forget.
If your have ever had to listen to a telemarketer's
pitch, you know how annoying it is to listen to
someone who doesn't care about what you want at
all. That's because most telemarketers are trained by
the old school of sales, called "dialing for dollars."
They're taught that if you make enough calls, someone
will buy, no matter how insulting the pitch is.
My bad example of the day for this is the Discover card
people. My wife and I had a Discover card for a while
but we cancelled it after 6 months of being barraged
with clueless sales calls. Actually, we cancelled it
after my wife said, "If I get one more of those calls
I'm gonna......." Well, I won't tell you what she said she'd
do, but in most states she'd get 25 years to life for it.
This is my wife, the minister!
Now its bad enough when companies do this to consumers,
but it is really inexcusable when it's done in a business to
business setting. And Discover is still clueless. I take
credit cards on my web site and I have a Discover merchant
account. So the Discover telemarketer calls me to sell
some kind of web services but he hasn't done any homework.
One of his stupid questions is "have you gotten around to
having a web site yet?"
It's clear he knows nothing about my company or my
business. It's clear that whatever he's selling is not
designed to solve a problem I have, because he has
no idea what that might be. I'm just the next name on the
list.
If you do any kind of B-to-B sales, it's simple with the
Internet to do some homework. You can study the
company, the industry, the people, the market. You
can craft an approach that shows your've done your
homework. That alone will set you apart.
This same approach works when you're trying to persuade
anyone about anything. Ask questions. Find out what
they want. Don't pitch your idea in the dark. Find a way
to solve a problem, relieve a pain, create a meaningful
benefit. Learn to listen first.
If you're in professional sales and your company requires
you to make these stupid calls, quit! You're too good for
that. Find a company that pays for results, not one that
counts your calls. Do your homework and make some
real money! Oh, and you'll find that you serve your
customers much better and make a few friends in the
process. Imagine going home at the end of the day and
feeling good about being in sales!
By the way, we talk about sales in the Science of Getting
Rich program in the context of serving people by meeting
their physical, emotional and spiritual needs. We show you
how to know if you should refuse a sale, and why. One lady
unstuck her business and sold $2.3 million in real estate in
one week when she applied this principle. It's very
powerful!
If you want to know more about homework in sales, I love
the newsletters of Art Sobczak and Jeffrey Gitomer. You'll
find them at these two sites:
BusinessByPhone.com and
Gitomer.com
Let's stamp out "dialing for dollars" and find ways to serve
our customers better.Go back and read that Harvey
Mackay quote at the start of the article. Print it out and
paste it over your phone. Show it to your boss.
Go and have your best month ever!
To your success,
Wes
Comments or questions? Drop me a line using the
Contact form
on my web site.
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Recommended Resources
Read the great stories from participants in the Science
of Getting Rich program
thecertainwaytosuccess.com/
Get The Secret here
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**Disclaimer - Results not typical.
Your results are the product of your own efforts and
we do not promise any particular outcome for you if
you follow our advice or take one of our seminars.
I hope you already knew this.
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© 2006 Wes Hopper. All rights reserved.
Feel free to pass the above in its entirety to
anyone you wish.
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