The Complex Sale Today
By: Brian Tracy

The Sale is More Complex Today
The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again.

Everything Has Changed
Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple decision makers in an organization, each of whom can influence the purchase. Much of the sale takes place when we are not present. Sometimes we never even meet the final decision maker who signs the check. And it is not unusual for a sale to be derailed at the last minute by something completely unexpected.

The Competition is Fierce
If that weren’t enough, there is more competition than ever before and it is more determined and resolute than it has ever been in the past. Not only must we compete on the basis of price, quality, services, capabilities, financing and warranties with many other vendors of our product or service, but we must also compete with every other vendor of every other product or service who is striving to get the same customer dollar that we are after. Our competitors are extremely determined, driven the same as we are by tight markets and careful customers. They are committed to starting earlier, working harder, and staying up later thinking of ways to take our customers away from us.

Customers Are Overwhelmed
Our prospective customers are beset on all sides by every conceivable sales offering. Because they are drowning in details, options and choices, they are in no hurry to make up their minds. With markets changing and contracting, the amount of discretionary funds they have available has shrunken and they are more careful today than they have ever had to be in the past.

The Key to Profitability
The purpose of a business is to create and keep a customer. If a business does this in sufficient quantity and with proper cost controls, it will make a profit. The profit is the result of creating and keeping customers efficiently.

Create and Keep Customers
As the president of your own professional sales corporation, your job is to create and keep customers as well. And just as a company must continually restructure and redesign its product and service offerings to satisfy the changing tastes of a demanding and competitive customer marketplace, you as a salesperson must constantly upgrade the quality and sophistication of your sales procedures and approaches if you are going to create customers in sufficient quantity.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, be prepared to make multiple calls on a customer to close a large or complex sale. Plan your sales work systematically so you always have a new reason for calling back.

Second, think continually about how you have to change and improve your selling and your offering if you want to succeed in a tough market. Work on yourself every day and never stop getting better.

‘The Secret to Web Site Success!’ - “Web Sites That Sell!”

Before I reveal it, a few observations.

Like anything else in life, web site success demands strong goal orientation. Common sense right, but how often do we see web sites that scream, ‘We know you’re expecting a web site, so here it is, do what you want with it’?

You should already know that there are only two main goals for a web site, and they are making sales, and generating leads.

But how do you leverage the inherent qualities of the Net to reach those goals? If you’re looking for a detailed, step-by-step manual, I recommend this

http://www.onlineofflineinformationmarketing.com

The net is cheap, relative to other forms of media, so it’s a great place to fail. You read that right. It’s a great place to fail. And what’s more, it’s the perfect place to fail fast.

Allow me to explain.

Automation drives costs out of messaging, but even more importantly,

it dramatically shortens the feedback loop. For example, picture yourself advertising in a magazine. What if you misread the market, and your advertisements don’t get enough responses? If it’s a monthly publication, it will take at least two months for you to find out that it was a flop , and another month to do something about it.
And it’s also going to cost you an arm and a leg to rewrite and republish the advertisement.

On the net, and with the right tools, you could know whether or not your advertisement was getting any responses within hours, and make any changes, literally on the fly. So you have every incentive to experiment. And the more you experiment, the more successful you’ll become. So fail fast, and fail often.

The secret to online success lies in the study of direct response marketing, also known as scientific advertising.

The same principles apply.

Take mail order for example. In the early days of mail order, marketers who took a scientific approach to response discovered that tiny changes in the wording of advertisements often created sizable differences in response, particularly in the head line text.

At the turn of the century, there was a big demand for music lessons, as people where beginning to have more time for leisure, and in those days if you wanted music, someone had to play it.

One successful ad of the period, featured the headline, ‘Put Music in Your Life’. Well one day the printers made an error in preparing the publication, and instead printed, ‘Puts Music in Your Life’, and to the advertisers dismay, sales increased dramatically.

The addition of that little ’s’ created an appeal to the reader’s natural human inclination toward laziness. And it drew more people into the body of the ad, resulting in more sales. Isn’t it amazing how the subconscious mind will respond to something so subtle?

The moral of the story is this. The web is the holy grail of direct response marketing, because of the sheer speed of turnaround. Your ability to gauge a response, and alter your approach is unparalleled. You can Gain all that knowledge, plus tools to turn You into a CopyWriting Wizard!

He who tests everything, and adjusts for maximum response wins!

But few web site publishers track response.

Here’s the tool that I use to track response on my web sites, email follow ups, and online publicity, with great success!

Check it out —>
http://www.onlineofflineinformationmarketing.com

Until next time, Good Selling!

P.S. Have you ever wondered what having an ace copywriter and marketing strategist by your side could do for your business?

Well Now You Can Cheat with Our TOOLS! www.copywritingwizards.com “These Tools are SO Good you will Be Able to Sell Sand In the Desert!”

Our you could just Hire My Web Guys and let them design you a web site that sells! Check them out at : www.web-site-wizards.com

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~~ The Outstanding Results in Marketing ~~

Leading Small Business Marketing Newsletter
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Welcome back to Outstanding Results in Marketing!

In this issue:

1. Golden Rule #5 of Successful Advertising.

3. Presentation - the fourth step in Advanced
Successful Selling.

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1. Golden Rule #5 of Successful Advertising.
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When promoting your products you must find the “Right Appeal”.
This “Right Appeal” is usually the biggest “Reason Why” your customers will buy your products. And also the benefit they will get by using it. Using the “Wrong Appeal” advertising appeal can actually reduce sales.

By Using “Split Testing” It has been Proved that a one advertisement can out-sell another by as much as 19.5 times, even though they both look the same, cost the same and sell the same product. Why is that?

The Only difference is in the “Appeal” used to sell the product in the advertisement. (Usually the major difference is contained in the headline) The best way to find the right appeal is to ask your best salespeople what Words Buyer Benefit statements they use to sell the products. Or, ask your best customers why they buy from you.

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2. Prospecting - the fourth step in Advanced Successful Selling.
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How do you Feel - When the phone rings in the middle of dinner, don’t you just hate it? The family is sitting around the dinner table, kids talking about their school or work day … and then suddenly the conversation and eating is rudely interrupted by a persistent ringing. “I’ll take it” - you say, picking up the phone.

“Is this Mr. Homeowner/client” - lovely female voice asks - “Yes”
- “You have our credit card”… “Hmm” - you think - “I always thought it was mine”

Now if you are like me (I love these inbound cold calls) and being polite I would have answered: “Yes, and…?”

“This is courtesy call” - (”Yeah right”) - “Would you like to insure your card and life?” - she said. The pleasant conversation continued and the lady on the other end of the phone explained to me how great the insurance was, how little it is going to cost me, etc.

So Then I summarised: “Basically you are selling insurance for your credit card company, essentially meaning that the outstanding balance of my card will be paid to you by the third party insurance company in the unfortunate case of my untimely death, and you are going to charge me for the privilege of protecting your financial interests *only* 74 cents per every 100 dollars outstanding?”

There was Silence and confusion on the other end… I bet nobody else had put it to her this way before!

Finally the phone came to life and she said “Well..Agh ..MM. Yes”. “Well”, I replied, “What’s in it for me?”. The Poor lady hadn’t got this part of the script written for her and our conversation ended abruptly. Happily I went back to my semi-cold dinner, annoyed and a now hungry vut my food was cold and the kids had all scatterd to their rooms to do whatever kids do.

Why didn’t the Person writing these telephone scripts “The Script writer” think about including benefits of their product and covering any objections to the sale before I had even had a chance to ask them? They had also broken the golden rule of sales broken right at and in the beginning.
Remember, never present until your prospect is fully qualified? And little extension to this rule:

Never, ever, ever, ever present while your prospect is in the middle of something, especially family dinner. Always ask “Is it ok to talk NOW!?” or “Are You free to Speak Now” etc.

Let me cut to chase: There are 3 letters to remember while presenting:

F A B

“F” stands for feature. Which by itself “features” mean nothing. The feature of a motor vehicle is colour or the fact that it is 4WD or has air con. The feature of a digital camera is that it has digital zoom and flash. As such these features are meaningless unless you know something about them. Let me try see how you respond to the following product:
Halva - the feature of this product is that it is solid, has nuts and is sweet. However unless you know what I’m talking about - you are lost and not only that you have lost the interest in what I have to say.
So what’s my Point?

Features don’t sell! So it’s a waste any of your marketing dollars on listing the the products features in your ad.

Feature: A feature is something your product or service has or does.

“A” stands for advantage. What is the advantage of having this feature? For instance an air conditioner in your car means that you can adjust the temperature the inside your car. Or in case of my Halva - means that you could have it with your tea or coffee instead of sugar.

Advantages don’t sell either.

“B” for Benefits that do sell!!! The slogan of modern marketing is What’s In It For Me - WIIFM. The only thing I’m interested in is exactly that “WIIFM”. Let’s see what 4WD means to Me The Consumer
(F) - I can drive off road (A) - I don’t need the chains when going skiing (B!). Now here is where… It is paramount to list ALL benefits of your product or service, because what sells the product or service to me doesn’t nessacarily sell it to you. And if you think that some benefit are not important - think again. As the sales person - what you think doesn’t matter - if you are bored with your product or service, it doesn’t mean that you prospect is bored too because they mauy never have heard it before and it may very well be exactly the “Buyer Benefit” they are seeking to convert them into a satisfied customer.

What they think is the only thing that “DOES” matter, because at the end of the day, or presentation, they are the ones who going decide to buy or NOT!

And that’s what Matters to YOU the Sales Person Because it’s only Then and only then you get a Pay day! And isn’t that what being a Sales Perrson is ALL about?

In Next issue:

1. Golden Rule #6 of Successful Advertising.
2. Objection handling - the fifth step in Advanced Successful Selling.
_____________________________________________________________________
And finally two thoughts of the month:

Being “over the hill” is much better than being under it! — Unknown

A mother enters her daughter’s bedroom and sees a letter on the bed.
With the worst premonition, she reads it, with trembling hands:

It is with great regret and sorrow that I’m telling you that I eloped
with my new boyfriend.

I found real passion and he is so nice, with all his piercing and
tattoos and his big motorcycle.

But it is not only that mom, I’m pregnant and Ahmed said that
we will be very happy in his trailer in the woods.

He wants to have many more children with me and that’s
one of my dreams.

I’ve learned that marihuana doesn’t hurt anyone and
we’ll be growing it for us and his friends, who are providing
us with all the cocaine and ecstasies we may want.

In the meantime, we’ll pray for science to find the AIDS cure,
for Ahmed to get better, he deserves it.

Don’t worry Mom, I’m 15 years old now and I know how to
take care of myself. Some day I’ll visit so you will get to know
your grandchildren.

Your daughter,
Judith

PS: Mom, it’s not true. I’m at the neighbor’s house. I
just wanted to show you that there are worst things in
life than the school’s report card that’s in my desk’s
drawer…I love you!

The moral: In 150 years nobody will remember you or
your worries. Enjoy your life, have fun and be awake!
–Judith

The Frequent Flier Miles Story.

Lets assume that you are a frequent flier, the question I would like to ask is; “Would you Join the frequent flier programme?”

TO EXPLAIN

I take a flight from Houston, Texas to New York City. I pay $500 for a ticket.

You also take a flight from Houston, Texas to New York City. You also pay $500 for your ticket.

We both arrive in New York City, but because you filled out a simple one-page form to join the airline’s frequent flier program, you received some frequent flier miles and I didn’t.

We both did exactly the same thing, you got rewarded, I didn’t. You got frequent flier miles, they added up and eventually you got a free trip to Hawaii.

And what if the airline told you that if you told your friends to join their frequent flier program, they would give you some extra frequent flier miles every time your friend earns some frequent flier miles?

Wow. You would tell everyone you knew.

And get this, what if you got frequent flier miles every time you flew . . . and you got frequent flier miles every time your friends flew . . . and if your friends recommended the frequent flier program to their friends and you got frequent flier miles every time their friends flew . . . and so on, wow!

This would be the frequent flier program on steroids!!!

IMAGINE THAT THIS PROGRAMME ALSO WORKED FOR:

Groceries
Cars
Hotel Accommodation
Restaurants
Supplements
Vitamins
Clothes
Toys
In fact almost any and every product that is made today!!

Well, network marketing works the same way, except we don’t give you frequent flier miles, we give you cash! Now That’s What I call Really COOL!!!

* * *

I love this story because it helps your prospect believe that he does network marketing already! And if your prospect believes that, the rest of the presentation is easy.

Thought you would enjoy this story. And if you would like to learn more stories like this, and how these special stories work inside your prospects’ minds, just go to:

http://www.fortunenow.com/storycd/index.htm

Have a great weekend!

Is Kiwisaver right for you (and what’s the best way of structuring it in your business)?

01 August 2007. Michael Smyth
If you are still struggling to come to terms with what Kiwisaver means for you, as a home business owner, Michael Smyth has some answers

If you were walking along the High Street and saw a $10 note on the pavement, would you pause to pick it up? Most would say yes. If you are not one of those, what if it were a $50 note? Or a banker’s draft for $1,000?

If you are like most people, you will probably take a quick look around to see if you are on a hidden camera show, wonder why no-one else had seen it, then have the bank note in your pocket before the next person could say “Kiwisaver”.

Kiwisaver is not a hidden camera show
Believe it or not, most self employed business owners are walking around and not seeing the money on the pavement. That’s because they haven’t yet registered for Kiwisaver. That’s right, Kiwisaver is not just for employees: self employed business owners can also now benefit without making themselves employees of their own businesses. Let me explain how it works.

Kiwisaver for the self employed
If you are an employee and are contributing to Kiwisaver, the rules say that you must put in 4 percent of your salary. Self employed people don’t have a salary (as such) and often their income will vary from year to year. That creates an obvious difficulty with the amount of contributions to be made into a Kiwisaver scheme, so to make things easy the Government has said that self employed people can choose how much they want to contribute. That’s the first plus point: you don’t have to put in more than you can afford.

Self employed people will also get the same benefits such as mortgage diversion and the $1,000 Government kick-start. So, by putting in as little as $10 you get $1,000 back from the Government. Hey, we’re in profit already, but it doesn’t stop there.

You also get a Government contribution
If you are employing people who opt into Kiwisaver, you get a tax credit of up to $1,040 each year for each employee who opts in (the idea being to make the compulsory employer contribution more palatable). When it comes to self employed people, instead of getting a tax credit, the Government will match your contribution into the scheme up to the sum of $1,040.

So, how much should you contribute?
Since the Government will only match your contributions, it’s pretty easy to work out that the best amount to contribute yourself is also $1,040. That way you get the maximum contribution from the Government with the minimum contribution from you. So in theory, at the end of Year 1 your fund would be sitting at $3,080, of which you have only put in $1,040. Cool eh?
But there is a small catch: you will only get the full $1,040 Government contribution if you registered on 1 July 2007 - after that it is an ever-decreasing amount. The moral: you can’t sit around for too long. But before you go rushing off to enrol as a self employed person, don’t discount the employee option.

Why the employee option may work better for you
The alternative to registering as a self employed person is to make yourself an employee of your own company and then opt in to Kiwisaver. The drawback of this is that to opt in you must commit yourself to contribute 4 percent of your salary. However, since you are the boss of your business, you set the salary. This means you can manipulate your salary to suit your contributions. In this regard, the magic number is $26,000 per annum, since this gives you a contribution of $1,040: the maximum tax credit the Government will pay your company for having a “KiwiSaver employee”(i.e the Government will match your contribution up to $1040).

Using $26,000 p.a. as your salary, this means in Year 1 you contribute $1,040 and the Government puts in its kick-start. Your fund sits at $2,040. However, you also get a tax credit of $1,040, which in effect cancels out your contribution (subject to what I say below).

In Year 2, you contribute $1,040 and your company contributes $520 (1 percent). However your company also gets a tax credit of $1,040, thereby cancelling out its contribution and halving yours. Therefore in Years 1 & 2, you end up in “profit”. In Year 3, you are neutral, and only in Years 4 and 5, when the compulsory employer contribution is 3 percent and 4 percent respectively, do you end up contributing more than you get back from the Government. Sound too good to be true?

There is a catch
When looked at in isolation, this seems a good deal and it may work out very well for you. However, there is a big drawback to this method of doing Kiwisaver which I haven’t yet mentioned: PAYE.

As soon as you employ yourself you will end up with a PAYE liability which you didn’t have before. Depending on your profit levels, this may not be a problem, but for many businesses it may be. It may also create issues with cashflow due to the regular timing of PAYE payments plus other possible tax implications.

So the “employee method” of getting the benefits of Kiwisaver will work for some business owners, but not all. The answer is to sit down with your accountant and let them go through the figures (and if your accountant doesn’t know what you are talking about, I can recommend one).

Have you seen the money yet?
So, don’t be one of those people who simply walks past the money on the pavement. Also, don’t be one of those people who eyes up the money for too long, only to find that someone else picks it up before you - with Kiwisaver that someone else may be a change in Government. Whilst Kiwisaver is probably here to stay, that’s not to say the financial benefits will be too!

About the Author:
Michael Smyth is the owner of www.approachablelawyer.com and is a practising barrister specialising in employment and business law. If you want to stumble across a library of valuable information about running your business head down to www.approachablelawyer.com and read more of his articles.

The saying is MYOB {Mind Your Own Business} but First You Must BYOB {Build Your Own Business}
By: Axel Henriksen

The high road to becoming a self-made millionaire in America and most other countries in the world is starting and building your own business. But this is not as easy as it sounds. Most businesses started FAIL, and they fail because the originators lack business knowledge or experience. Probably the main reason why people don’t start businesses is because they’re afraid that they’re going to lose their money and for good reason. 99 percent of businesses started by people lacking business experience fail within the first two or three years. So if you want to become a Millionaire you Must learn How to Overcome your FEARS by…..

Why Businesses Fail
And why is that? It’s because they don’t know how. They haven’t the slightest idea how to make a business successful. They may have an idea for a product or service, but they don’t know all the things that they need to know to run a successful business. The sad part is that they start with great enthusiasm and zero knowledge and then wonder WHY they went Bust!

Why Businesses Succeed
However, surprisingly enough, 80 percent of businesses started by experienced businesspeople succeed. Now why should this be so? The reason is because experienced businesspeople know what to do. They know how to purchase their products and their services. They know how to negotiate with their suppliers. They know how to raise money when it is needed. They know how to negotiate leases. They know how to sell and to market. They know how to manage their finances. In other words, experience is the key. In order to start your own business and succeed, you have to learn how. Smart business people know enough to know that if they don’t know they better learn quickly or find out how to make up for that shortfall in knowledge or skill.

Imagine What it will be Like, Assume that you could become a millionaire today!
Would Your life would be easier and more fun? Would You could be taking more vacations, and spending the kind of time with your family that you really want or would you be doing something else?

If you’re like me you want financial success, then you will want to know the secrets of how all these millionaires made their money….

You Need to “Control Your Costs”
The second reason that businesses fail, 46 percent, is because of poor cost control. They may be selling enough on the front end, but they’re losing so much on the back end that they go broke anyway. Sales and marketing, financing and cost control, both require experience. And if you’re serious about becoming financially independent, you have to learn how to do both of these.

You Need to “Put Luck On Your Side”
You must learn the skills you need to be successful. Business success is not a matter of luck in the normal sense of the word “Luck” but instead if you look at “LUCK” as standing for: Location, Understanding,Connections, Knowledge. In the Old School-Business success is a matter of application. It’s a matter of ability. It’s a matter of experience and skill and intelligence, and wonderfully enough, you can learn what you need to know to be successful. Now isn’t that just like being LUCKY? So when you are considering a business make sure you remember to be LUCKY!

And you can start by learning through on-the-job training, which is called {OJT}. Most successful businesspeople become successful because they get all their training by working for someone else. Just imagine how much time you can save by learning The success Secrets From The Best Person..a Successful one of course! Work for free if you have to because the education will be worth far more that the few dollars you don’t get paid!

Action Exercises
Here are two things you can do immediately to make sure that your business succeeds greatly:

First, take the time to get the knowledge and experience you need in business by working for someone else where you can learn a lot in a short period of time. Go to work in an area in which you are interested and learn everything you possibly can. ‘Yes You Must Become the Apprentice Millionaire-Imagine that!”

Second, read and study in business, especially entrepreneurial business, all the time. Read one or two business books per week and read every business magazine that is published on your subject. Never stop learning and growing. Take as many course online or offline as you can to improve your knowledge and skills. Luckily you can exchange a little amount of money for some one else life time of learning the requires skills, now isn’t that amazing.

Daniel Levis here, from ‘Selling to Human Nature’.

Been meaning to ask you…

‘Is Your Business Making This Marketing Communications Mistake?’

It’s true, we were all taught in school to express ourselves differently on paper, than the way we speak. To follow rules of grammar, and inject an artificial air of formality.

Forgetting about this training is the best thing you can possibly do. Unless you’re selling to the academic community.
And forgetting it, may not be as easy as you think.

Are you communicating with your customers in PLAIN TALK.

Do you write like you’re speaking to a friend across the table?

Maybe even use a little slang, now and then?

Or do you worry about your high school English teacher committing suicide, if she ever stumbled across your stuff?

If so, do yourself a favor. Get over it.

Marketing Communications should never be about trying to impress. Prospects should never have to think about what you’re trying to say.

So keep your sentences short.

Don’t use big words.

Keep plenty of free space around your copy, so it looks easy.

The mind can only really think of one thing at a time. If you want your prospect to concentrate on something, make sure your points don’t require more than a split second to understand.

Look at the below example, taken from an ad for a special day care course for kids. It’s put on by a government agency that promotes apple agriculture in their region.

The point of the text is this. ‘Pay us money to look after your kids because we’ll teach them something, instead of just baby-sitting them’.

Read the example, and then the revision in plain talk.

EXAMPLE

This program encourages students to conduct simple investigations of apples. Students experiment, observe, and keep records as they become ‘immersed’ in a multi-sensory study of apples. Students will make notes in learning logs as they investigate and discuss the activities. In the learning logs the students simply record what happened during the activities and their reactions to what happened.

Students may later use their notes as the basis for language arts activities, such as writing poems. Writing first serves as a tool for learning and later becomes one of the possible end-products of the lessons.

PLAIN TALK REVISION

Hey Mom, kids love to learn about apples. They’re naturally curious, and learn best by tasting, smelling, squeezing, rolling and tossing.

It’s so much fun.

They love sharing the experience with their classmates, and can’t wait to write home about what happened. And let me tell you, the feelings they express in the special diaries we give them are priceless.

You’ll be giving your kids a head start at putting their thoughts down on paper. One of life’s most important skills.

And what better way to get them out of your hair for a while?

Can you dig the difference?

I do a lot of work in the computer networking field, and often need to read product specs and documentation. And it drives me nuts!

Why is this stuff so full of techno babble, hyperbole, and long-winded bafflegab? Is all of the rocket science talk supposed to impress me into wanting to do something with their gadgetry?

Almost every product or service imaginable has a technical side, and you can never over educate. But it shouldn’t feel like school.

Maybe you think you’re selling a commodity, and there’s not much to the customer’s decision, but price. Think again.

One of the greatest skills you can acquire is to be able to boil the froth off complex concepts, so that they become easy to understand.

Customers crave facts, and proof, in order to feel comfortable with their decisions, once you’ve stirred up their emotional desire.

Being able to inject them painlessly closes the deal!

Here’s a superb roadmap for doing just that.

Have You Got a Game Plan?

Stacy B. submitted this question July 30, 2007 - 8:29:05 PM

I seem to be getting off to a slow start. I call leads as I should but haven’t had anyone sign up yet. I juggle work and a family and only have part time right now for my business. I need a game plan on how to better manage my schedule and make calls without taking too much time away from my family. It seems there isn’t enough time in my day. I feel that I’m not doing enough for my business. I want to feel a sense of accomplishment without feeling too overwhelmed. What do you suggest?

Thank you for your question Stacy. I understand it well.

I’m going to answer it by first giving you an extra way to view your business; next I’ll give you a game plan and will conclude with how to fit it all in your day.

Probably before you joined your M.L.M business your day was already “full.” Then you added building a business into that already full schedule. So of course you will feel EVEN more busy and unorganized. The first thing to understand is this is normal to feel this scattered feeling.

An odd thing that I’ve experienced is that I normally will - eventually - raise my productivity level to meet my obligations - no matter what. The reason I emphasize eventually is because in the beginning there is a lot of activity that isn’t focused - therefore there are a lot of unnecessary actions that are wasted. And perhaps there are necessary actions that could become more focused.

A new person has to learn what actions are the most important actions to accomplish before they can ever become efficient. So hopefully the game plan I will give you below will help you see which actions are most important.

Game Plan

1. Goal

The worst confusion and wasted actions come from not being fully decisive about what you want to accomplish and why you want it. Make sure you’ve written it out exactly. Picture a water facet that is dripping - very indecisive. It’s not really on and not really off. It’s trying to do both. You can’t be all on until you’ve made that decision.

2. Self Training

No one comes into this industry fully knowing how to do each part of it. There are things they must learn. So spend some time daily learning the right way to build your business. You need to train yourself on company, products/services, M.L.M industry and how to communicate effectively with people.

3. Promotion

No one knows about your business until you tell them. You must promote and make it known. How? Well, any way that communication can be delivered! Newspaper ads, purchased leads, calling people you know, etc.

4. Dial the phone
5. Connect with a prospect
6. Set an appointment
7. Do a presentation
8. Get a customer
9. Get a distributor
10. Train a distributor

What do you train a distributor to do? Start at #1.

These are the necessary actions for you to do and to learn to do very well. Anything not on the above list is probably not going to do anything to grow your business, therefore would be wasted action.

If I were to isolate out the MOST important actions I would pick

1) Learn to invite your prospect very well. You will waste enormous time and expense until you do.

2) Dial the phone - 30 times a day (if you’re part time).

By listening to the live calls I did in Professional Inviter they will help you “hear” how the call is supposed to go. But hearing me do it is very different than hearing yourself do it! So spend a week or less listening to the CD’s and then you start dialing the phone and talking with prospects. After a week of dialing, go back and listen to Professional Inviter again and you’ll hear things you didn’t hear the first time. Keep doing those two things until you are CERTAIN in your ability to talk to prospects. By then, you’ll be training your new distributors - and that’s what network marketing is all about.

This entire game plan is laid out in a daily to-do list called Pocket Tracker.

Take a piece of paper and write the hours that you are awake in a column down the left side of the page. It would look something like this:

7:00am
8:00am
9:00am
Etc.

Once completed, go back and create a daily “routine.”

07:00am - rise, exercise
08:00am - breakfast, get kids ready for school
09:00am - leave for work, listen to training tapes
12:00pm - make 5-10 prospecting calls
—
4pm: - Greet kids home, discuss their day
5pm: - make 5-10 prospecting calls
6pm: - dinner
7pm: - 5-10 prospecting calls
8pm: - help kids with homework and getting to bed
9pm: - do training calls with my business partners
10pm - bed

Kids work great on a routine… if you keep your commitment with them. If you say, “I’ll be in to help you with your homework at 8,” be there at 8.

Now, make sure you schedule in weekend activities with the family (going to beach, camping, board games, etc.). This way you don’t get the feeling that you’re never spending quality time with your family. It’s also why your family will let you work the business during the week.

Keep in the forefront of your mind that you’re investing your time so that you can have a lifetime of income.

I hope this helps you Stacy,

Tim Sales

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~~ The Outstanding Results in Marketing ~~

Leading Small Business Marketing Newsletter

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Welcome back to Outstanding Results in Marketing!

In this issue:

1. The greatest secret of why so many businesses are not
successful - revealed.
2. Golden Rule #4 of Successful Advertising.
3. Qualification - the third step in Advanced Successful Selling.

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1. The Greatest Secrets of Why so many
Businesses Fail - Revealed.
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Well… it’s not really such a great secret, as it is very well documented, so Why is it then that so many business’s still Fail?

Well here’s what I have learnt in 45yrs of starting and running many varied business’s, In my opinion, in the order to do well in business you will need to posses or access these four key skill sets:

1. Financial knowledge - so that you are in control of you business’s Life blood - cashflow. A VERY Important thing to remember is that cashflow alone and by that I mean having a huge turnover and a very small if at all any gross profit margin without any net profit won’t make your business successful.
In fact you can be the most successful business by Volume sales but because you tend give discounts, you in fact discount yourself to financial starvation and even bankruptcy because your business fails..
I’ve been working with a client who had absolutely no clue as to what their cash or debt balance of their account is and even worse no idea of their turnover this or previous months.
Do you think this business is going to make profit?

2. Operational knowledge - so that you know how your business works and makes money day in and day out, every single aspect of it. You would need to know how to solve problems; operate the supporting computer systems; deliver your product or services; control the stock; recruit, supervise, train and motivate your staff; purchase products and /or services; make tactical decisions; … the list goes on and on.

3. Marketing knowledge - this one is critical and will make or break your business. Have you heard about or perhaps you even know bad, mediocre, in fact even poor quality products that have excellent marketing systems that ensured the sale of those products, turning billions of dollars in revenue worldwide? Let me give you a hint … a fast food giant…

Marketing skills - You will need to include competitor evaluation; building in, a strong and safe for you guarantees; lifecycle of your product or service; its position in the market; promotions and advertising; marketing strategy. The list goes on and on.

4. Sales skills - This is the CORE activity of Every business.
No matter how good all the rest of your systems are - if you don’t sell there will be no profit, no cashflow, no financial knowledge required (apart form the knowledge - how to liquidate), nothing else is needed because there will be no business.

A Long time ago I learned [The Most EXPENSIVE way possible-trial and Error] that it is humanly impossible to possess all above skills and that; “Leverage is the answer!”

You might be saying “Why Haven’t I heard this one before?” …

OPM - “Other Peoples Money” and

OPT - “Other Peoples Time”, etc” -

You might be thinking “That sounds Complicated, Time consuming and Frankly I can’t be bothered, because I have other things to do with my life”. ..Now I am here to Tell you that would be a MISTAKE! or ….. Well you maybe right, however allow me to share with you a SUCCESS formula that works. Before we go there let me tell you something that you perhaps already know - “Good things take time”, there’s no “Get Rich Quick” in the life. It takes time, persistence and hard work to see good results in your business. “Don’t Believe The get Rich Quick-it Will Cost You Too Much!”

You will need concentrate single mindedly on the project that will create and allow you to see the most visible increase in your profits in the shortest period of the time - the results of this project are guaranteed and if you allow me I can show you how to do it - would that be of interest to you?

In fact this is the key to winning this game - a short project (baby step) that will see your profit increase by 10-30% every single month. Impossible! Well Just Visit: http://www.onlineofflineinformationmarketing.com

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2. Golden Rule #4 of Successful Advertising.
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If you need to get new customers, by far the best (and cheapest) way is to offer a free sample of your product or service. What I am saying is, take the money you would have spent on fancy
advertising and give it to your best prospective customers (the players) in the form of a sample or trial of your product or service. (Warning: Aim your free sampling only at the players - (see rule #3) You can easily test this rule if you monitor the results from your different marketing strategies.
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“On the ladder of customer service importance, ‘customer satisfaction’ is the lowest rung. ‘Customer Loyalty’ is the top rung.” Jeffrey Gitomer
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2. Qualification - the third step in Advanced Successful Selling.
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Assume, You had approached the prospect and s/he is happy to meet/ visit your office/ store. How many times have you heard sales people trying to sell you the ’stuff’? What is your *standard* reaction - No thank you!

Why this approach isn’t successful? Because the golden rule of sales was broken. And the rule is: never ‘Present’ until you ‘Qualify’ your prospect.

You see, nobody likes to be sold, but everyone likes to buy. Have you heard saying - “S/he can sell fridges to Eskimos”? In my mind this is not only unethical but also dumb. Because what goes around comes around. It’s much easier to find that Eskimos need heaters and sell it to them.

The third step of successful sales is Qualification and here what you need to look for while qualifying - I use this as my quick reference guide - just think “MAIN” which stands for;

(M) - MONEY. Obviously if your prospect has no funds to buy your product/ service, it would be waste of time to present it to them, wouldn’t it?

But wait don’t “disqualify” your prospect just yet. Remember this lead cost you money - advertising money that is. It might have cost you $10 or $100 to get them to come into the office/store/calling you. Find out all four “MAIN” before departing/rejecting this prospect. Surely, you’d like to know how to qualify for money in YOUR sales process - keep reading…

(A) - AUTHORITY. Would you agree, that if your prospect can’t make the decision, you would be wasting your and their time presenting? Oh, horrors! We are living in such a politically correct and reserved society - how could we possible ask if the person can make the decision? You can and you MUST!

(I) - IMMEDIACY. would knowledge of when your prospect will need your product/service help you to make your presentation successful? You bet it will. The point to remember here is that Qualification not only helps you to decide whether or not to present but also how to present. The presentation and qualification will be quite different for A, B and C types of clients, don’t you think?

(N) - NEED. Finally we have arrived to the most important letter of the four. If you are coming from ethical sales - NEED is the most important for you as a sales person (and I hope that by now you’ve got use to and made a your peace with the idea that you are in fact a sales person).
There’s no point to try to sell something your prospect doesn’t need. You can, however “Pressure sell to Some People”, in which case I certainly would ask you these two questions:

1. How long do you think you are going to be in business in this case?
2. What are you chances to end up on “Fair Go”? From 1(low)-10(high) Let me suggest 9-10.

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“It is not your customer’s job to remember you, it is your obligation and responsibility to make sure they don’t have the chance to forget you.” Patricia Fripp
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“The top salespeople get emotionally involved with the people they serve. Don’t build a wall between you and them.” Tom Hopkins
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In Next issue:

1. Golden Rule #5 of Successful Advertising.
2. Presenting - the fourth step in Advanced Successful Selling.

Yours for sales and profit,
_____________________________________________________________________
And finally two thoughts of the month:

“The difficulties and struggles of today are but the
price we must pay for the accomplishments and victories
of tomorrow.” — William J.H. Boetcker

“Life is too short to spend your precious time trying to
convince a person who wants to live in gloom and doom
otherwise. Give that person your best shot, but
don’t hang around long enough for his or her bad
attitude to pull you down. Instead, surround yourself
with optimistic people.” — Zig Ziglar

XL LIFE MEMBER WEEKLY UPDATE
==============================

Dear Axel Life Member,

A note from Roger Hamilton :

I hope you have had a wonderful July. After a whirlwind launch of France, Canada, Mexico, and HUB in LA, with Mark Victor Hansen & Michael Beckwith, I have spent the last five days in Los Cabos, Mexico with the Transformational Leadership Council. This group was set up by Jack Canfield and includes all the speakers from the Secret, along with many of the founders of the personal development movement in the US. It’s an invitation-only group with about 60 people on board, and its intent is to lead the global transformation happening around the world.

After a wonderful few days connecting with everyone, I had a chance to do a 40 minute presentation on XL, World Wide Wealth and Wealth Dynamics. I finished with the four minute XL video and I got I think one of the longest standing ovations I’ve experienced. There were many tears and hugs from people I have known of but never met before TLC. For many in the room, they have been searching for a workable model to make global transformation a reality and I think many of them saw it for the first time in what we are doing. As a result of what happened, they cleared another hour for me the following morning, which was Sunday, the final day. From what I said there, they then reorganized the rest of the day and I ended up on stage facilitating a discussion for everyone on the future strategy of TLC and global transformational leadership for the rest of the day. I left with offers from everything from connections with the best literary agents and event organizers (Learning Annex, etc) in the US, to opportunities to bring the very best of these leaders out to Asia, and I left as a member of TLC.

What I got from the experience is that we are on a track with XL that is being recognized wherever we go as the best track to take (especially with others who have worked on finding solutions for many years now). The reach we have achieved and model we have created in this short space of time is already seen as a phenomenal achievement with a clear path to global transformation ahead of us. The more people we meet in this field the more this is affirmed. So I am writing with even greater enthusiasm and optimism for the future than ever (and that’s saying something!).

This week we have close to 70 of our Life Members meeting in UK for the XL Europe Leadership Day, when we will be setting a schedule for the launch of XL throughout Europe. On the weekend I am speaking at Akasha. The following weekend we begin the EBS Masters Program and I will be in Asia for the following two months, with WDW’s in Singapore, Malaysia and Indonesia, and then EBS. So before I’m back in Asia I just want to express my gratitude to all of you for your continued efforts towards World Wide Wealth.

Thank you. Your work is being appreciated and recognized by accomplished leaders around this side of the World in ways it’s impossible to fully express.

Roger

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