Welcome to Jim Rohn's Weekly E-zine
Issue 406 - August 20, 2007
Jim Rohn International - Home of http://www.jimrohn.com - The Official Site of World Renowned Business Philosopher Jim Rohn
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"Asking is the beginning of receiving. Make sure you don't go to the ocean with a teaspoon. At least take a bucket so the kids won't laugh at you." Jim Rohn
Today's issue includes:
1. Mr. Shoaff's Simple Strategies for Success by Jim Rohn
2. Vitamins for the Mind - Neglect by Jim Rohn
3. How to be the Top Sales Person for the Next Twenty Years by Ron White
4. A Winning Combo
5. Jim Rohn Testimonials - August 13 - 20, 2007
6. More Information
1. Mr. Shoaff's Simple Strategies to Success by Jim Rohn
My first mentor, Mr. Shoaff, over a five-year period of time when I was 25 to age 31, taught me some extraordinarily simple things, before his untimely passing at age 49. He only went through the 9th grade in school. He never finished high school, never went to college, never went to a university. So he put his experiences and ideas in very simple language, which, I think for me - kid from the farms of Idaho - was so important. When I would say, "This is all the company pays." Mr. Shoaff would say, "No, that is all they pay You." I thought, "That is a new way to look at it." I told him things cost too much. But he said, "No, you can't afford them." Well, that was a new concept for me. He promised that if I would improve, then I would qualify for more money. So I learned that we don't have to work on the company, we have to work on ourselves. Now if it had been technical, I would have missed it. If it had been mystic, I would have backed away. But it was just basic, blunt "a-b-c" stuff that I hadn't thought of before. For me it was the beginning of what he called "personal development".
Mr. Shoaff also taught me that life puts some of the more valuable things on the high shelf so that you can't get to them until you qualify. If you want the things on the high shelf, you must stand on the books you read. With every book you read, you get to stand a little higher. And the "biggie" that forever had an impact on me, "Success is something you attract by the person you become." That phrase changed my life. Success is not to be pursued, but to be attracted by the person you become. Put your energy into becoming a better you, the best you. Learn the skills. Practice the skills. Attract the success.
Those few simple strategies and ideas helped change my life, forever, for the better. Thank you, once again, Mr. Shoaff.
To Your Success,
Jim Rohn
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2. Vitamins for the Mind by Jim Rohn
NEGLECT
We've all heard the expression, "An apple a day keeps the doctor away." Well, I've got a good question for you: What if it's true? Wouldn't that be easy to do - to eat an apple a day? Here's the problem: It's also easy not to do.
Neglect starts out as an infection then becomes a disease.
Cardiovascular problems alone in America create over a thousand funerals a day... and 90% of the problem is neglect.
One of the reasons many people don't have what they want is neglect.
Vitamins for the Mind is a weekly sampling of original quotes, on a specific topic, taken from The Treasury of Quotes by Jim Rohn (TTOQ). TTOQ, a beautiful, burgundy hardbound book with gold foil lettering, is a collection of over 365 quotes on 60 topics gathered from Jim's personal journals, seminars and books spanning over 39 years. To order the TTOQ by Jim Rohn or Excerpts from TTOQ by Jim Rohn or Brian Tracy, please go to Jim Rohn's Online Catalog
3. How To Be The Top Sales Person For Twenty Years by Ron White
It all started when I was 14 years old, my sales career that is. I took a job as a newspaper delivery boy. It was an exciting for a 14 year old to have money in his pocket and understand the value of a dollar. I was no longer reliant on my parents when I wanted to go to a movie or purchase a Slurpee, and I took every advantage of my new freedom and cash flow.
Being a paperboy not only required that I deliver a daily newspaper it also introduced me to door-to-door selling. On Saturdays the paper route manager would load her van up with 10 teenage boys who delivered papers and we would drive to a new neighborhood and do what we called 'crew working'. This simply meant door-to-door sales. I wasn't an instant success, however, very quickly I did develop a sales presentation, and as a result that first year I sold more newspaper subscriptions than anyone in the history of the newspaper, and I was 14 YEARS OLD! I sold nearly 96 subscriptions that year and the average was 25.
In my time with the newspaper I was the number one salesman the entire time. Since then I have had other sales jobs and every time I have always been the number one salesperson. To this day, almost twenty years after my paperboy experience I make it a goal to outsell those in my circle. I don't do it to prove I am better. I do it as an internal competition for myself and as a motivator to keep me from getting stagnate.
So how do you maintain a level of number one sales person for a period of twenty years at every sales organization that you go to? There are a lot of factors. However, two of the most important are:
1. NEVER wing it!
2. Understand that buying is an emotional decision
First of all, the sales person who does not know EXACTLY what he is going to say, exactly what questions he is going to ask and exactly how long his presentation will be, is setting himself up for failure. I can't believe my ears whenever I hear speakers say, "I was preparing what I was going to talk about right before I spoke." or "I didn't know what I was going to talk about until I got here." When they say that there is almost arrogance in their voice that says, "You know I am so good and so knowledgeable that I can just decide what I want to talk about at the last minute and wing it." The sales professional with this attitude is no professional. He is more impressed with his ability and knowledge than the size of his commission checks. On the other hand, the top sales professional is concerned with how much product he moves.
If your goal is to be a top producer, then understand that you must be prepared. Decide what questions are thought provoking questions, memorize those questions and ask them to your prospect. When they are engaged and thinking then you win. When you are winging and just spouting information, the odds of them being engaged decreases significantly.
Next, understand that buying is an emotional decision. Brian Tracy tells the story of a couple who are looking to buy a home. As the couple walks up to the home the woman exclaims, 'Wow! There is a cherry tree in the back! I have always wanted a cherry tree!' The salesman makes a note of this and walks them into the home. The husband says, "The kitchen is too small" and the salesman replies, "Yes, but look through the window and you have a perfect view of the cherry tree." The husband walks into the backyard and says, "We don't want to have to take care of a swimming pool." The salesman says, "Yes, but you can put a chair right here and sit under the cherry tree anytime you like." The husband was using logic and the salesman emotion. The couple bought the house because of that.
One tragic mistake many salespeople make when selling is that they talk constantly about themselves and how the product has helped them. While this is good to a limited extent, notice the difference between:
"I took this seminar on memory training 15 years ago. I tell you what; I use this all the time. I used it to give my speeches without notes, memorize people's names and much more. I have appeared on television and radio because of this training. It has made me a low end celebrity!'
Or
'I want you to imagine this. You go to this seminar and when you leave your children are able to memorize their school work in minutes. I know their smart and so do you. They are taught what to learn…and not how to learn. Let's teach them together how to learn and watch their confidence and self-esteem shoot through the roof! Next, how many times have you been at a baseball game and you see someone that you have sold a home to and you can't remember their name? You are embarrassed, and they don't feel special. Now, flip that around you sell a home and 6 months later recall their name. You have made them feel important, significant and special. At this point, you earn their referral business and are well on your way to earning a fortune!'
Notice the difference between the two statements. The first statement is a salesperson stating what this seminar has done for them! The next statement is the same information worded another way. In the second statement, you are getting the prospect to visualize themselves and their family experiencing the value of the product. When you do this you have their emotions. When you talk about yourself you do not have their emotions. Yes, you may be your favorite subject; however, you are not your prospect's favorite subject, and the earlier you begin talking in terms of them the earlier you will get their emotions.
So in review: prepare and get their emotions and you will be the top sales person in your organization for the next twenty years!!
Ron White
Throughout history there have always been winning combinations -- a pair that just can't be beat and makes perfect sense! We've put together a winning combination and we think you'll be pleased! To learn more, visit
http://winningcombo.jimrohn.com
"Resolve says, 'I will.' The man says, 'I
will climb this mountain. They told me it is too high, too far, too steep, too
rocky and too difficult. But it's my mountain. I will climb it. You will soon
see me waving from the top or dead on the side from trying.'" Jim Rohn
4. A Winning Combo!
Batman and Robin
peanut butter and jelly
Fred Astaire and Ginger Rogers
mac-n-cheese
Roy Rogers and Dale Evans...
Throughout history there have always been winning combinations -- a pair that just can't be beat and makes perfect sense!
Well, we've put together a winning combination and we think you'll be pleased!
To learn more, visit
http://winningcombo.jimrohn.com
"I used to say, 'I sure hope things will
change.' Then I learned that the only way things are going to change for me is
when I change." Jim Rohn
5. Customer Testimonials - August 13 - 20, 2007
Here are some of the dozens of testimonials and comments we received over the past week from E-zine subscribers. To read more recent testimonials and the
hundreds we have received from readers over the years, please go to Customer Testimonials
I am reading Jim Rohn's book, The 5 Major Pieces of the Life Puzzle, and loving it. Now if I can only practice what he preaches! It mentioned about signing up for the free weekly e-zine? I would love you to add me to your list. This will help me stay on track, and I am committed to staying on track for a more fulfilling and substantial life of service!
-- Sandy S.
Mr. Rohn, I am one of your protégées, one you have never met, Adebola Oni from Nigeria. You will never understand when I tell you have touched my life in no small way. I remember the first time I read one of your articles, The Ant Philosophy, in a local magazine. That article caused me a sleepless night and it changed my life for good. I got hooked to your materials afterwards and they have helped turned my life around. Your wisdom is unparalleled anywhere and I am always proud to recommend your work to anybody over here. Six years after Mr. Rohn, my life has experienced a quantum leap. The same magazine I read your articles from years ago, I became a business partner of the Publisher. I now motivate a lot of people to take charge of their lives and I am an author now. Sharing the same wisdom I have learned, chiefly from you. I am sure God has used you hugely in my life and only Him can reward you.
-- Adebola Oni
Many thanks for specially sending the week 37th edition immediately. Really appreciate the way you honor your word and your stand for being accountable.
-- Rajesh, India.
I ordered and received Mr. Jim Rohn's book: "Leading an inspired Life". I would like to offer my gratitude for your great and fast service. I would like to thank you also for your inspirational generosity, in fact I received the 5 free gifts. I will enjoy them all, being inspired by the wisdom they offer and hope to become a better person.
-- Domenico Tardo
Thank you E-zine readers, for the sincere and kind words of encouragement and appreciation you sent us this week! -- JRI
"Disgust and resolve are two of the great emotions that lead to change." Jim Rohn
6. More Information
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"There is no better opportunity to receive
more than to be thankful for what you already have. Thanksgiving opens the
windows of opportunity for ideas to flow your way." Jim Rohn
Make it a Great Week!
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