Week 33.pdf

WEEK THIRTY-THREE

Hello and welcome to Week Thirty-Three of The Jim Rohn One-Year Success Plan. We

hope you're having a great week and are ready for this week's journey.

We're focusing on the relationship aspect of selling this week. When we are attempting to

generate increase in our business or profession, our mindset is usually one of performing

actions that can accumulate sales leads and/or prospects, and therefore many times our

results reflect only that--names on a list. Try adjusting that mindset to this: instead of just

finding sales leads, let's go out and look to create new relationships/friends. Make it fun

and enjoy the process. Look for and focus on the things you like about someone, and

overlook the negative. Because let's face it, isn’t this what we want other people to do for

us? And even if we meet someone we don't end up doing business with, we have a new

friend and have added another source to our personal network.

By shifting our paradigm and working to create new relationships, it also becomes easier

to position ourselves as an educator/consultant (Jim and Chris cover this more in depth

below). Then as an educator or consultant, you focus on listening to others' needs, which

in turn helps you maintain a larger perspective of looking out for the interests of that

person and not just the dollar value they may represent to you or your organization. In

addition, this can also put us in a future position to help or support people through a crisis

or struggle in their life. What a great feeling to help someone because we also care about

them and want to see them overcome, instead of only making a sale. If we do this, rest

assured, the rewards will come.

That's all for now--go make a friend this week!

Kyle

“Here's the rock, paper, scissors game of selling:

Relationship is more powerful than price.

Relationship is more powerful than delivery.

Relationship is more powerful than quality.

Relationship is more powerful than service.”

-- Jeffrey Gitomer

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SELLING AND NEGOTIATION SKILLS

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

Skills, Part Three - Building Relationships

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

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

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

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

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

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

will make or break a salesperson. We covered this two weeks ago.

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

sales from this perspective last week. We looked at how to get in front of a large number

of people to close a higher percentage of sales calls. We also showed you the importance

of "Knowing Your Stuff" - what you need to know about you, your prospect and your

product. Then, we looked briefly at the importance of understanding how to sell to

different personality types.

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

In this week's edition, we will touch on listening skills and making the sale. We will also

take a look at the all-important issue of relationships. Relationships are in selling, as in

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

always make the decisions. We will take a look at how to be a great listener and also

discuss how to reposition yourself from being known as a salesperson to becoming seen

as an educator and consultant who helps people make the best buying decisions.

4. Getting referrals/Negotiation skills. Next week, we will take a look at how to get

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

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

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

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

win-win negotiations.

This week we are covering a few basics on positioning ourselves as an

educator/consultant in the sales process, as well as developing our listening skills.

Over the years, the sales profession has gotten a bad reputation, particularly in certain

industries. And some of it is deserved because of unethical behavior. That being said,

many people today want to stay away from "salespeople." They don't want to be "sold."

But that doesn't mean they don't want to buy. They want to buy and need to buy. But they

expect - and deserve - a different kind of relationship. And when we enter into those

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kinds of relationships with people, we will be much more effective at moving our

products and services as well as building our sales careers.

There are two basic positioning tactics to take. One is to consider and bill yourself as an

educator. The other is to consider and bill yourself as a consultant. You see, a sales

person is seen by many as one who wants to take another person's money. Educators and

consultants are viewed differently. Let's take a look at each and the benefits that come

from positioning yourself in these ways.

The Educator: What does an educator do? He or she teaches others. They are perceived

as helping others learn so they can make their own decisions. Rather than saying, "I sell

widgets to people," when describing your work, say, "I educate people on the widget

industry and the choices they can make to improve their lives or business." There is a big

difference. Who wants to get sold? No one. Who wants to learn? Everyone! Position

yourself as an educator. Tell people you are in the education business.

The Consultant: What does a consultant do? He or she consults. The perception of a

consultant is that they are a third party. The idea here is to position yourself as one who

consults with people who would like to know and be educated about their options. You

work on behalf of the customer. That is key. You work for the customer as a consultant.

You help them see all of their options so they can make an informed decision. Who wants

to be sold? No one. Who wants to see all of their options? Everyone! Position yourself as

a consultant. Tell people you are in the consulting business.

Now let's take a look at listening skills. It is a firm fact that if you will listen, and ask

good questions, the customer will tell you what they want. And once they tell you what

they want, you can sell them. Imagine that you

sell cars and someone comes on the lot and

says, "I am looking for a blue, two seat

convertible, under $30,000." Would you take

them to see the large four door luxury sedans

that cost $60,000? Of course not, and yet many

salespeople focus on what they want the

customer to buy rather than servicing the

customer in what the customer wants to buy -

and getting the commission as well as the long-

term relationship. Yes, your job as a salesperson

is to first and foremost listen.

Here are 14 tips for becoming a better listener. These tips will serve you well in sales -

and in life:

1. Keep eye contact with the person speaking. Don't look around.

2. Focus on what they are saying. Allow your brain to process it, so you understand.

3. Avoid emotional responses. Don't get mad or sad at what they say.

4. Don't get distracted. Don't let your mind wander or give your attention elsewhere in

the room.

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5. Ask mental questions. Be thinking and interacting with the information you are

hearing.

6. Use your body language to show you are listening. Don't slump. Sit straight - just like

your mother taught you!

7. Nod your head to show that you understand them.

8. Keep your body open - don't fold your arms. That signals that you are closed off to

what they are saying.

9. Lean toward the speaker. This shows engagement.

10. Ask questions to clarify. You want to make sure that what you are hearing is what

they are intending to communicate.

11. Don't make assumptions. Hear what they say and take it at face value.

12. Paraphrase what you hear them saying. Say it back to them.

13. Restate the key points or issues. This will make sure you are on the same page.

14. Listen without interrupting. Let them finish. Interrupting says, "What I have to say is

more important than what you have to say."

Next, Chris is going to talk to you about the importance of relationships and how to

develop and maintain better relationships with your clients and customers - or anyone for

that matter!

Until next week, let's do something remarkable!

Jim Rohn

“The only pressure that you use in a professional selling presentation is the presence

of the silence after the closing question.”

-– Brian Tracy

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