Fwd: Ziglar Sales & Motivation Newsletter



---------- Forwarded message ----------
From: Zig Ziglar <editor@ziglar.com>
Date: 28/05/2009 17:39
Subject: Ziglar Sales & Motivation Newsletter
To: "Paulo Silva (OV)" <ordem.v@gmail.com>

Print Version                                                                                 May 28, 2009 Edition 10

 
 

Selling Deep                        By Bryan Flanagan

Earlier this year, one of my clients conducted a customer satisfaction survey.  The number one response was, "I want a knowledgeable salesperson helping me."  I asked my client how she was interpreting that response.  She said that she thought it meant that more training was needed in the area of product knowledge.
 
I suggested that she study the surveys a bit more.  The reason for this suggestion is that most salespeople can learn product knowledge on their own by studying and/or using the products. They can read a user's manual.  They can observe other salespeople selling the product or service. In other words, salespeople can learn product knowledge by themselves. 
 
Most salespeople don't need more product knowledge. 
 
What most salespeople need is more knowledge about the prospect and his or her needs, issues, and challenges.  If the salesperson took the time to uncover the true concerns of the prospect, he or she would know what features of the product to demonstrate.  He or she could then communicate the value, advantages, and benefits that would most serve the prospect's needs and solve his or her problems. 
 
Salespeople who live off the "low hanging fruit" never seem to develop the skills necessary to uncover the true concerns of the prospect.  These individuals aren't skilled in identifying the specific needs of the prospect.  These types of sales individuals just take the easy sales (hence, the low hanging fruit) and move on to the next tree.  You can make a sale that way but you can't build a profession that way.  You must learn to probe for needs so that you can truly serve your prospects.  You must learn to climb the tree so that you can satisfy more of the prospect's needs.  Once you have acquired those skills, you can better sell more of your products and services to meet more of the prospect's needs. 
 
This is referred to as "cross-selling" and/or "up-selling." It is also referred to as "selling deep."  That is, selling deeply into the prospect's true needs and wants.  Yes, you have to meet their recognized needs, but you should also attempt to determine the deeper needs that the prospect may have.  Oftentimes, the prospect has a need but has not yet realized it is a true need.
 

What is your Headline?

By Susan Enns
 
When people read the newspaper, it is very rare they read every line of every article. There are just too many articles and too little time! In reality, people only have enough time to scan the paper, reading only the articles where the headline has caught their interest.

Similarly, it is rare for prospects to meet with every sales representative who calls. There are just far too many sales representatives and too little time! In reality, prospects will only invest their valuable time to meet those sales representatives whose headline of their prospecting approach has caught their interest.

When a prospect tells you, "I am not interested," what they really are telling you is that you were not interesting enough! Simply put, your headline must answer the question "What's in it for me?" If you only state what product or service you sell, you will not answer this question. However, if you also say why your product should be purchased or the benefits of it, you will.

For example, "My name is Sam Sales Rep, and I sell advertising for the Daily Press," is not a headline that would generate much interest. In fact, you lost this opportunity by the time you said, "I sell..."! A better headline that generates interest would be, "My name is Sam Sales Rep with the Daily Press. We have been able to help many businesses like yours acquire new customers and increase sales through the effective use of print advertising." What business owner is not interested in finding new customers and increasing sales? Now you have my attention!

Businesses exist to make a profit. Once they make a profit, they want to make more. The only way to do that is to either increase revenues or decrease expenses. Any headline that references this is sure to answer the question "What's in it for me?" and will generate interest.
 


The Lighter Side of Selling
At the pearly gates, the questions can be all too obvious. Three friends arrive at the Pearly Gates and St. Peter asks, "When you are in your coffin and your friends and family are in mourning, what would you like to hear them say?"

The Human Resource Director says, "I'd like to hear them say that I was a great advocate for the people I worked with."

The Sales Manager says, "I'd like to hear that I was a great leader and cared for my team."

The saleslady says, "I'd like to hear them say, 'Look! She's moving!!!'"
 
Learning Events
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Procura-se "Amante"

... e que relação terá isto com vender?... Leiam e comentem... Um abraçoPaulo Silva de Pombal

Por: Dr. Jorge Bucay
Muitas pessoas têm um(a) uma amante, e outras gostariam de ter um(a). Há também as que não têm, e as que tinham e perderam. Geralmente são estas últimas que vêem ao meu consultório para me contar que estão tristes ou que apresentam sintomas típicos de insónia, apatia, pessimismo, crises de choro, ou as mais diversas dores.
Elas contam-me que as suas vidas correm de forma monótona e sem perspectivas, que  trabalham apenas para sobreviver e que não sabem como ocupar o tempo livre. Enfim, são várias as maneiras que elas encontram para dizer que estão simplesmente a perder a esperança. Antes de me contarem tudo isto, já tinham estado noutros consultórios, onde receberam as condolências de um diagnóstico firme: "Depressão"... além da inevitável receita do anti-depressivo do momento. Assim, depois de as ouvir atentamente, eu digo-lhes que elas não precisam de nenhum anti-depressivo. Digo-lhes que o que elas precisam é de um Amante!

É impressionante ver a expressão dos olhos delas ao receberem o meu conselho. Há as que pensam: "Como é possível que um profissional se atreva a sugerir uma coisa destas?!".

Há também as que, chocadas e escandalizadas, despedem-se e não voltam nunca mais. Às que decidem ficar e não fogem horrorizadas, eu explico-lhes o seguinte: Amante é "aquilo que nos apaixona". É o que toma conta do nosso pensamento antes de adormecermos, e é também aquilo que, às vezes, nos impede de dormir. O nosso Amante é o que nos mantém distraídos em relação ao que acontece à nossa volta. É o que nos mostra o sentido e a motivação da vida.  
Às vezes encontramos o nosso amante no nosso parceiro, outras vezes, em alguém que não é nosso parceiro, mas que nos desperta as maiores paixões e sensações incríveis. Também podemos encontrá-lo na pesquisa científica ou na literatura, na música, na política, no desporto, no trabalho, na necessidade de nos transcendermos espiritualmente, numa boa refeição, no estudo, ou no prazer obsessivo do nosso passatempo preferido...
Enfim, Amante é "alguém" ou "algo" que nos faz "namorar" a vida e nos afasta do triste destino de "ir vivendo". E o que é "ir vivendo"?

"Ir vivendo" é ter medo de viver. É vigiar a forma como os outros vivem, é o deixarmo-nos dominar pela pressão, andar por consultórios médicos, tomar remédios multicoloridos, afastarmo-nos do que é gratificante, observar decepcionados cada ruga nova que o espelho nos mostra, é aborrecermo-nos com o calor ou com o frio, com a humidade, com o sol ou com a chuva. "Ir vivendo" é adiar a possibilidade de viver o hoje, fingindo contentarmo-nos com a incerta e frágil ilusão de que talvez possamos realizar algo amanhã. Por favor, não se contentem com "ir vivendo". Procurem um amante, sejam também um amante e um protagonista da vossa vida...
Acreditem que o trágico não é morrer, porque afinal a morte tem boa memória e nunca se esqueceu de ninguém. O trágico é desistir de viver, por isso, e sem mais delongas, procurem um amante.


A psicologia, após estudar muito sobre o tema, descobriu algo transcendental:
"Para se estar satisfeito, activo, e sentirem-se jovens e felizes, é preciso namorar a vida".

Texto: Dr. Jorge Bucay
Livro: "Hay que buscarse un Amante"

30 sitios para ter inspiração



zen habits

30 Incredible Places to Turn When You Need Inspiration

Posted: 27 Apr 2009 05:35 PM PDT

"Your time is limited, so don't waste it living someone else's life. Don't be trapped by dogma - which is living with the results of other people's thinking. Don't let the noise of other's opinions drown out your own inner voice. And most important, have the courage to follow your heart and intuition. They somehow already know what you truly want to become. Everything else is secondary." - Steve Jobs

Post written by Leo Babauta. Follow me on Twitter.

Have you ever just run out of inspiration and didn't know where to turn?

Of course you have — we all have. I face this situation at least once a week.

And while I've written about some of my favorite sources of inspiration before, I decided to turn to all of you for ideas. I asked the question on Twitter: Where do you turn to when you need inspiration?

The responses were overwhelming. I couldn't reprint all of them, but I picked a handful of my favorites (I liked many more than the ones below).

Here they are — 30 great sources of inspiration, thanks to my friends on Twitter:

  1. Be open at all times - the best inspiration finds you. (@ecyaj)
  2. The Bible. (@yclept_john, @flaimster, @sdatexas, @PreacherNorm, @kylemaxwell)
  3. Blogs like Zen Habits, Think Simple Now, Dumb Little Man. (@GentleLiving, @Imokon, and others)
  4. Poetry. (@Eusebius)
  5. When overwhelmed with thinking, I just need to clear everything out and focus. (@Imokon)
  6. Inner film. I close my eyes and start a movie projector in my head, and wait for the projected film to start. It always works. (@montjo)
  7. Pull out an Ansel Adams or Walker Evans book. Instant inspiration! (@OoffAhh)
  8. Music (@larudden, @Nexxion, and others) From @DannyLamas: "Music, always. Whether it's motivational or creative inspiration." From @ndsizemore: "Quick inspiration, for me, often comes from my music collection."
  9. Large doses of silence. (@schizoidnix) Also, from @laughsoutloud: "I take the time to get quiet. Then it all flows." And from @SpiritChaser126: "I quiet my mind and The Universe usually starts to show me exactly what I need to see throughout the day."
  10. I look within. (@ksweeney253)
  11. The ocean. (@Xyc0)
  12. Nature. (@cafegurl) From @Maggie2Day: "For true inspiration I turn to nature … always straightens me out if I am opened to go straight." From @africankelli: "Sunrise hikes, in particular."
  13. For inspiration I go outside for a walk. (@hiwendee) From @ninabarnard: "I go outside and walk, breathe deep, notice all colors, sounds, smells and think of what I'm grateful for."
  14. Thumb through magazines at bookstore. (@hiwendee)
  15. Mountains. Any mountains. (@silverbenz)
  16. A shower. (@juanmab)
  17. Look at the sky and think big! (@crackpat)
  18. Call a friend to brainstorm. (@marriedwluggage)
  19. Books: library, store, my bookshelf. Grab a latte and cruise Barnes & Noble. (@sarahgbennett)
  20. The present. Enjoying the now. (@shaunl17)
  21. When I read something on the web that inspires me (usually from blogs), I save in delicious. I go there when I need inspiration. (@noodlesome)
  22. Jack Canfield's The Success Principles. (@Fred0828)
  23. My friends and family! (@goopster24)
  24. One-minute stillness meditation by Stacy Mayo. (@annijm)
  25. This will sound new-agey, but I like to sit there and let the lack of inspiration be until it dissolves. (@acordaamor)
  26. Steve Jobs' Stanford speech. (@ctolsen)
  27. I run, alone. (@jsaldiva)
  28. I find people who do things that seem impossible and try to figure out how they did them. Their quotes are backed by their story. (@saxmanmike)
  29. TED.com inspirational talks. (@rbadr)
  30. And (cue drumroll) … a cool new Zen Habits poster! (From the gorgeous Goddess Leonie, who has promised to bake me cupcakes. Yumm.)

And now, from the rest of you: where do you turn when you need inspiration?

If you liked this article, please share it on del.icio.us, StumbleUpon or Digg. I'd appreciate it. :)

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