Never Underestimate the Value of …

Compiled by Bryan Flanagan

We asked our subscribers to complete the above statement.  Well, you responded with some great ones.  Here goes:

Stuart submitted: “Never underestimate the value of a firm handshake; a child’s laugh; the sunshine, especially in the winter; and payment by cash.”

Becky Z writes: “Never underestimate the value of a helping hand.” 

Ralph encourages us to “never underestimate the value of making one more call at the end of the day!”

Pat emailed these: “Never underestimate the value of a compliment.  My aunt used to say, ‘Find at least five people a day who you notice because of something: new hairdo, new shirt, new dress…find something.’  Genuinely compliment them.  It makes their day and yours, too.”  She adds, “Never underestimate the value of praying ‘with’ someone, not just ‘for’ someone.  The comfort and peace it gives is truly amazing.  And, never underestimate the value of a ‘hello’ and a silent prayer as you pass someone on your walks.”

Computer trainer Doug submits: “I try to simplify concepts and technology to people.  By far the most valuable tool I have is a good analogy.  A good analogy helps us relate to something we don’t know with something that is known in order to gain understanding.”

Lynne tells an ancient truth with: “Never underestimate the value of telling the truth.  Untruths always catch up with you and it is easier to remember the truth.”

Becci reminds us to “never underestimate the value of holding the door open for someone.  I never know when I will meet this person again and that courtesy is not forgotten.”

Sharon sounds like Zig Ziglar when she says, “Never underestimate the value of a good attitude!  A good attitude will take you a long way in this world.  Also, never underestimate the value of a friend.”

Nelson writes that we should never underestimate the value of unexpected customer service.  He relates the story of his father-in-law solving a problem for a shopper at Christmas.  The lady had 25 sweaters shipped to a ski lodge for her children and grandchildren.  The packages were beautifully wrapped, but no one could tell which box belonged to whom.  The store flew the wrapping manager to the lodge to re-wrap and mark the boxes prior to the rest of the family’s arrival.  That’s unexpected service.

Brian reminds us to never underestimate the value of the Ultimate Textbook On Life…the Bible.

Thanks for these great responses.  Go to the comment section to add your own opinion.

Bryan Flanagan is the Sales Ambassador.  He is dedicated to helping you succeed in the world of sales.  See him in action!

Tips on How to Write a Sales letter

By Allan Wu

Sales letters are important tools for effective Internet marketing. The purpose is to generate new leads or increase sales. The first impression for your customer is created by a sales letter. Since they are so significant, many companies hire professional writers to create them. However, if the size of your business is small or you are just starting out, you may not have the budget to pay a professional writer. In such a case, you will need to write it yourself. Here is some advice on how to create one.

 
Before starting to write, identify your target audience. Try to imagine what the needs of a typical customer belonging to this target audience group would be like. Think of what kind of problems such a customer might face and see how you can solve their problem through your products or services. This will help you write a truly persuasive sales letter.

 
Avoid using passive voice in your sales copy. Use active voice and stick to powerful verbs. You should make your writing as action-oriented as possible.  Do not be vague in your writing. Your confidence in your products and services should be reflected in your writing.

 
The best way to reach across to your customers is to write to them in a casual, friendly tone. Avoid writing formally and try to personalize your writing as far as possible. While writing, imagine that you are speaking to someone who is sitting in front of you. Through this technique you will be able to get across to thousands of customers who will feel as if you have written the sales letter just for them.
First, list the features of your products and then see how you can best transform these into benefits. Instead of just providing a list of features, try and show the customer how they can benefit by using your product. Personalize your writing by using the word “you” very often.

 
The facts stated in your sales letter should be 100% accurate. Include customer testimonials only if you have actually received them from customers.

 
The introduction to your sales letter should be powerful and compelling so that the reader is encouraged to read the rest of the copy. You could also add an important point in the P.S. line.
Do not assume that the reader knows what you want them to do. You need to tell the reader what to do next.

Your sales letter should be interesting and exciting enough to grab the reader’s attention. Uninspiring sales copy is of no use, as the reader will probably stop reading it half-way through.

Make sure your sales letter is free of spelling, grammar and punctuation errors.

 
Allan enjoys writing on a variety of subjects. Other than the above topic, he also likes to set up sites on different topics. Do check out his new site which covers useful information on cheap dumbbells and cheap weights.

Success 2.0

Free webcast!

Zig Ziglar interviewed by Chris Widener

June 29th in the afternoon

True Performance Summer Series: Faith

Register now!

Lighter Side of Selling

You see a gorgeous girl at a party.
You go up to her and say, “I am very rich. Marry me!”

That’s Direct Marketing.
You’re at a party with a bunch of friends and see a gorgeous girl.
One of your friends goes up to her, points at you and says,
“He’s very rich. Marry him.”

That’s Advertising.
You see a gorgeous girl at a party.
You go up to her and get her telephone number.
The next day you call and say, “Hi, I’m very rich. Marry me.”

That’s Telemarketing.
You’re at a party and see a gorgeous girl.
You get up and straighten your tie; you walk up to her and pour
her a drink.
You open the door for her; pick up her bag after she drops it,
offer her a ride, and then say,
“By the way, I’m very rich. Will you marry me?”

That’s Public Relations.
You’re at a party and see a gorgeous girl.
She walks up to you and says, “You are very rich.”

That’s Brand Recognition.
You see a gorgeous girl at a party.
You go up to her and say, “I’m rich. Marry me.”
She gives you a nice hard slap on your face.

That’s Customer Feedback!!!!

Ziglar Recommends

Qualities of Success

Ziglar’s Qualities of Success was created with a focus on helping your people succeed. This program is designed to help you grow personally and professionally in four critical areas: qualities, abilities, skills, and attitudes. By focusing on these core areas, you gain characteristics of success, professionalism, excellence, and perhaps the very best return of all: improved overall performance.

Buy it now!

This newsletter is published by Ziglar, Inc.  Ziglar.com

Uncategorized attitude, closing the sale, professional growth, sales, sales professional, strengthen skills, Zig Ziglar

Ache Versus Pain

By Bryan Flanagan

How much money do you make on the sales you almost close?  I mean, when you get real close?  When the prospect is about to sign the agreement, or about to say “yes.”  How much do you make when the sale is that close?

That’s right…you make the same amount of money as I do on the sales I almost close: zero, nada, zip!

So, do you ever wonder why you don’t win more of the “close ones”?  The answer may be the difference between “ache” and “pain.”  Most prospects don’t take action until they are in enough “pain” to change their current situation.  They may have some discomfort, they may have some pain.  But they are not hurting enough to discontinue using the incumbent competitor and switching to your company.  Perhaps this story will illustrate the point.

Two West Texas farmers were talking one afternoon.  The visiting rancher noticed his friend’s dog lying on the porch.  The dog was moaning.  He asked, “Why is your dog moaning?”  The answer, “Well, he’s lying on a nail.  But he’s not in enough pain to move!”
Until your prospect is in “enough pain to move” – to take action – then the prospect will not change – will not agree to buy your product or service.

Your challenge as a sales professional is to uncover the prospect’s pain.  In order to achieve this, you must assist the prospect in becoming aware of the existing needs, the existing “pain.”  This is achieved by asking appropriate questions.  Here are a few examples.
“Mr. Prospect, how satisfied are you with your current situation?  Are you dissatisfied enough to take action today?”

“Mr. Prospect, if you could change your current situation, what would be the benefit to you?”

“Mr. Prospect, if you could receive greater coverage at lower costs, how would that impact your budget?”

These questions are intended to move the prospect from being in an “ache position” to a “pain position.”  Once the prospect is in pain, your chances of winning the business are increased…
Now, go sell somebody something!

Bryan Flanagan can help you win more of the “close ones.”  His latest sales program is entitled “Bryan Flanagan on Sales and Motivation.”  Check out more from Bryan.

Sure, image takes time, but that’s my job!

By Larry Galler

 I was sitting in an audience, listening to a presentation given by a person who successfully sells his service to the highest ten percent of the consumer socio-economic world. My ears perked up when he described the time and effort he put into constantly honing and polishing every facet of his image.
 
“I wipe down my vehicle every day before leaving my garage, even if it is raining out. My customers are paying me top dollar for my work; I insure that they would never be embarrassed by my vehicle sitting in their driveway. I make sure that every aspect of my work is worth every penny. That’s my job!” (NOTE: Extra emphasis on the last three words).
 
He went on to talk about the care he takes when taking equipment into his customers’ homes, protecting furniture from damage, and wearing booties over his work boots so he doesn’t track dirt into the home. He knows that his customers are paying handsomely for these extra care touches, but more importantly he knows they are willing to pay him handsomely for these extra care touches and he ended his comments on the subject again by saying, “That’s my job!”
 
His up-market image is consistent. It shows in every branding and marketing tool he uses from the design and typeface of his logo, the quality of his newsletter, advertisements, and business card, his sparkling vehicle, even in his grooming. Every detail of his interaction with his customers is considered and that is one of the reasons why he is so successful. He knows what his customers want and what they are willing to pay for. He takes pride in his work and it shows in his image. “It’s his job!”
 
Image is just as important to those who are selling to other socio-economic groups. The critical issue is to constantly present your company, your products and services in a manner that impresses your customers and prospects plus gives them full value plus a little bit more and they will come back. As the man says… “It’s your job!”

Larry Galler works with professionals, small-business owners, contractors, and entrepreneurs to increase sales and profits through better, more creative marketing and effective administration systems.  Find out more by visiting his website LarryGaller.com.

Tom Hopkins

Live Event

Selling In Tough Times

June 15, 2010     10:00 am CDT

Register for this FREE event now!

Check this out!

Click here for a quick sales training tip.

Lighter Side of Sales

 What are the 3 most dangerous sayings in the Sales Dept.???
 
1. A rookie salesman saying “I learned this at new employee orientation”

2. A Sales Manager saying “Based on my experience”

3. A Sales VP saying “Hey, watch this”

Ziglar Recommends

 Closes, Closes, Closes
Closes, Closes, Closes features Zig as he demonstrates the numerous sales closes described in his best-selling book, Secrets of Closing the Sale. This will prove to be a valuable sales training tool as you learn the “How-To’s” of sales closing techniques.

For more information, click here. 

This newsletter is published by Ziglar, Inc.  Ziglar.com

Uncategorized attitude, closing the sale, professional growth, sales, sales professional, strengthen skills, Tom Hopkins, Zig Ziglar