Week 31.pdf

WEEK THIRTY-ONE

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

hope you've had a successful week and you're ready for this week's edition.

This week we begin Pillar Eight - Selling and Negotiation Skills. Jim and Chris will be

sharing many great insights on this topic, and I know that you will definitely benefit from

them.

One of the most important things we can do to ensure success in sales is to have an air of

expectancy. Even if we've just had 20 "no's" in a row, we must expect and believe for a

positive outcome, and we can do that if we visualize ourselves receiving the "yes".

But before we even take the first step toward making a sales call or asking for a raise etc.,

we must prepare ourselves mentally. It has been said that thorough preparation eliminates

stress and while that is true, we must not merely go through the motions of preparing our

material and presentation without first preparing mentally. That is the most important part

of preparation. What are we saying to ourselves before we make the phone call or ask the

question? We must tell ourselves, "My prospect is looking for what I have; my prospect

has a problem that I can solve; I will get the appointment and my calendar will be full by

the end of the week." As we continue to do this all the way through our presentation/sales

process, we can more easily visualize receiving the sale, which in turn will allow our

belief level to increase. (Brian Tracy makes some excellent points on CD Two about self-

talk.) When our prospect sees our belief and passion for what we are doing or selling, that

will raise their level of belief too and increase their enthusiasm toward our product.

Let's move forward with belief and positive expectancy this week/month!

To your future success!

Kyle

“Approach each customer with the idea of helping him or her solve a problem or achieve a

goal, not of selling a product or service.”

-– Brian Tracy

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SELLING AND NEGOTIATION SKILLS

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

Skills, Part One – Attitudes of Successful Salespeople

Hi, Jim Rohn here. Hello, Jim Rohn here. Sales… some refer to it as one of the oldest

professions and rightly so. Whether your chosen profession is in sales or not, selling

skills come into play throughout our daily lives. In fact, so much so that we often forget

that the selling and negotiation process is constantly being used. Because we all have

daily opportunities to apply these skills, it is important that we understand the different

dynamics that affect the selling process. For example, what attitude is going to help you

experience success in your selling/negotiating process, what is the best way to prospect,

how do you build relationships that lead to sales and finally, what is the best method for

getting referrals and negotiating throughout the selling process? This month, under the

topic of Selling, we will cover the following topics:

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, though some 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 cover all of this in this week’s edition.

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

sales from this perspective in order to be successful. We will look at how to get in front

of a large number of people so we can close a higher percentage of sales calls. We also

show you the importance of “Knowing Your Stuff” - what you need to know about you,

your prospect and your product. Then, we will look briefly at the importance of

understanding how to sell to different personality types. All of this will be in next week’s

edition.

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

We will touch on listening skills and making the sale. Here we will also take a look at the

all-important issue of relationships. Relationships in selling, as in life, are 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 we will also discuss how

to reposition yourself from being known as a salesperson to becoming seen as an

educator and a consultant who helps people make the best buying decisions. We will look

at this in two weeks.

4. Getting referrals/Negotiation skills. In week four 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 -- all of this in three weeks.

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In spite of all that you may hear, selling is a noble profession. It gets a bad rap, I know.

People see you coming and think to themselves, “I wonder what he’s selling?” And it

isn’t generally a good anticipation. But think about it, selling is an everyday occurrence.

We all do it! Don’t think that young child isn’t selling you when she asks to spend the

night at her friend’s house or go to a birthday party. Isn’t that teenage boy selling himself

to the young woman he wants to take to the prom? Of course! Isn’t a college student

selling when trying to upgrade his final score on his term paper? And aren't we all selling

when we try to get a raise from our boss? You bet we are. Doesn’t a husband have to sell

his wife sometimes when he wants to get that new boat? You bet. Selling happens all of

the time. We all do it. Even those people who “don’t like selling” are salespeople

themselves. They just don’t know it or they have put the concept of selling into a box

where it doesn’t belong.

Yes, when you sell you have entered into an arena that consists of the best… and the

worst. There is a reason that “sales” has a bad reputation. There have been countless men

and women through the years who have earned their reputation as snake-oil salesmen.

They represent the worst, and unfortunately have put you and I in a bad light.

But there is hope! We can show people what a truly great salesperson is all about. We can

help change the opinions of people about what it means to be in sales. We can help shift

people’s paradigm so they see that salespeople are really there to help them according to

their needs, not the salesperson’s needs.

We can help people understand that not everyone is out to get them. We can raise the

humanity of it all and show that some people are out to help, not out to get you. Yes,

sales is a profession you and I should be proud of. We should be able to look at ourselves

and those around us who are “in sales” and think respectfully of each other. If we do it

well, and show others how to do it well too, we can begin a fundamental shift in people’s

minds as it relates to selling and salespeople. And that’s a good thing.

Here are some thoughts for you to consider as we begin this month focusing on sales:

1. Setting your goals. A few brief words on goal-setting since it is at the core of a

successful sales career. Do you want to be successful? I imagine that you do. Then it is

imperative that you learn to set goals. As we covered goal-setting in great depth during

month two, here is a short refresher course:

A. Know what you want. Do you really know what you want? It is one thing to say, “I

want to be rich.” It is another altogether to say, “I want to have one million dollars in the

bank.” It is best to be specific--that is a goal. If you aren’t specific, it is a wish. If you

want to be successful in sales, you need to have, as well as define, a clear idea of what

that means to you.

B. Write it down. Once you know what you want, write your goals down. Be specific. Put

them on cards and keep them in front of you. Put them in your journal. Put them on your

mirror. Put them in your car. Write your goals down and read them constantly throughout

the day. Writing your goals down facilitates reading them and reading them will

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condition your mind for success. If you want to be successful in sales, write your goals

down and review them every day.

C. Regularly evaluate. You need to establish some regular interval at which you sit

down, look at your goals and evaluate them. Have you hit them? Are they too big or too

small? Do you need some changes? When you look at them, make these decisions and

then act. If you want to be successful in sales, you need to not only set goals but evaluate

your execution of them.

D. Celebrate. What good is achieving a goal if you can’t celebrate it? All of the great

goal-setters I have met and know are people who celebrate or build in a reward for hitting

their goals. This is one more incentive that will encourage you in your pursuit of the goal

– knowing you will get the reward for it! If you want to be successful in sales, you will

want to reward yourself when you reach your goals!

E. Stretch again. No getting lazy here. Have your celebration, but then stretch yourself

again. No time to sit around, you know. Instead, take a look and see where you want to

go from here. You have the whole world before you. You have proven to yourself that

you can set and achieve goals so why not do it again, only setting your sights higher than

before? If you want to be successful in sales you will always be looking for the next goal

to set and achieve, stretching yourself to go further than before.

2. Attitudes of successful salespeople. Your attitude in life and in sales determines to a

great degree where you will end up. If you think that life is a drag and nice guys finish

last, then your attitude will keep you at the bottom rung. But if your attitude is great and

you believe in what you are doing, your attitude will take you to the top of the ladder.

Here are the three most important attitudes I believe that

salespeople should have to make them successful.

1. My product or service is good for people. You have to

believe this. If you don’t then you may never be successful.

Make sure your attitude is one that says you are proud of

what you are selling. If you are proud of it, then that will

shine through to your customers. They will sense that you

believe in it, which will bring them closer to buying.

2. I can be successful. This may seem basic, but it is at the root of all success. Do you

believe that you can not only do well but be wildly successful in sales? If you are going

to the top, you will need to train your attitude to know that it is only a matter of time

before you get that “Salesperson of the Year” award.

3. The road is steep but the reward is great. Tell yourself, "No matter how tough it

gets, no matter how many obstacles I face, the reward I am aiming for is worth the effort.

I choose the goals, I choose the rewards, and I choose to persevere until I get them all!

Roadblocks won’t stop me, and I’ll do whatever it takes to achieve my reward!"

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