Welcome to this issue of e*Vision!
Volume III - Issue 2003-03-25
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The e*Vision ezine is specifically focused on the online
marketing of information products. We hope you find the
information presented in The e*Vision ezine valuable,
and that it helps bring you online success.
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*+* Read Past Issues at ==> http://ustoday.net/evision/
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>>>>>>>> Featured Article <<<<<<<<
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The Six 'Terrible
Lies' About Selling! - By Len Foley
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Terrible Lie #1: You need to sell more to make more money.
Fact: You need to sell less to make more money.
I have a motto: In order to sell more, you must first
learn to sell less, a whole lot less. Sound crazy?
I have a friend who just moved from selling photocopier
machines to selling Mercedes-Benzes in the most prestigious
dealership in New England. His secret? While selling
photocopiers, he did the exact opposite of what everyone
else in his company as doing: he focused less on "selling"
and more on why his customers wanted to buy.
In fact, he stopped selling altogether and made his
mission to discover precisely how he could solve more
problems for his customers than anyone else in his company.
He not only solved more problems, he made more money, and
opened up more opportunities than any other "copier
salesman" in his industry.
Terrible Lie #2: Most salespeople are "full of themselves"
Fact: The world's best salespeople are full of other people.
In my seminars, I play a little game with the audience.
I say: "It's the last week of the month and you haven't made
half your quota. Your boss in on your case, and you may lose
your job if you don't make three sales in the next two hours.
"Okay? So it's 9:30 in the morning and you NEED to make a
sale, you pick up the phone to make your first call...
"And here's my question: What in the world is going through
your head as you dial the telephone?"
The typical responses from the audience: "I wonder if
I'll make this sale... I hope she says yes... This call
better not turn out like the rest... etc."
And to these responses I ask: "And as long as you're thinking
about yourself, how interested will you be in finding out how
you can help your prospect?"
The typical answer: "Not too interested at all!"
"And if you're not interested in your prospect," I add.
"Why in the world would your prospect ever become interested
in YOU?
Terrible Lie #3: Selling is one of the worst paid professions
on the planet.
Fact: Selling is the highest paid profession on the planet.
After spending thousands of hours studying some of the richest
salespeople alive (people like Steve Jobs, Larry Ellison, and
Mary Kay Ash), I came upon two very surprising realizations:
1. The world's greatest salespeople never "appear" to be
selling anything at all (in fact, you'll never catch a
great salesperson making any irritating sales pitches or
initiating a single close).
2. And despite the fact the world's greatest salespeople
don't "appear" to be selling anything, they still manage to
outsell every one of their competitors!
Note: most people don't think of successful business
executives and celebrities as salespeople; in fact, when
most of us think of a typical salesperson we think of a
"pushy" used car salesman or an annoying insurance rep.
But these so-called "salespeople" aren't really salespeople
at all, they're professional peddlers (cashiers in fancy
suits). Which leads us to Terrible Lie #4:
Terrible Lie #4: Great salespeople use slimy tactics.
Fact: The world's best salespeople hardly use any tactics
at all.
Selling (in the traditional definition of the word) is a
crude, simple-minded pursuit, it's using deceptive gestures,
words, and emotional appeals that persuade and manipulate
our prospects into doing something he may (or may not) want
to do.
Now, do you really think Steve Jobs became one of the
most beloved CEO's in the world using ridiculous, simple-
minded sales tactics?
Or what about Mary Kay Ash? Could you imagine her using
"Leading Questions" or a "Porcupine Close" on national TV?
Of course not! The world's greatest salespeople wouldn't
be caught dead using any kind of crude, slimy selling
techniques... They interact with thousands (and even millions)
of people each year; they make the most money... attract the
most opportunities... and effortlessly rise to the top of
every profession...
Terrible Lie #6: Great salespeople have the gift of gab.
Fact: The world's best salespeople have the gift of listening.
Professional salespeople also enjoy listening to their
prospects (they're not simply waiting for their turn to speak);
they never look for what their prospects can do for THEM; but
are intensely interested in what they can do for their prospects!
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If you're curious about a few more "terrible lies" taught
in many sales programs, check out my free article: "The Top
Five (Most Idiotic) Sales Techniques" for more information:
http://21stcenturysalestraining.com/idiotictechniques2.htm
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>>>>>>>> Master Resell Rights Alert!!! <<<<<<<<
*** Turn Your Autoresponder Into A Cash Cow ***
==> http://ustoday.net/cash/
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>>> eBook of the Week <<<
Making Money With Affiliate Programs - By
David McKenzie
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What would you do if you could finally start making money
online *tomorrow*? If you've been struggling to get started
making money on the internet, I've found the answer for you.
You don't need a product of your own. You don't need previous
experience in marketing. And you'll have to invest nearly
nothing to get started! (And it is *definitely* not any
sort of "get rich quick" scheme.) Sound interesting?
Click the link below to find out more details about what
I discovered...
==>
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The e*Vision eZine is published by Tom Hua
Copyright (c) 2003, all rights reserved.
No portion of this publication may be reproduced
or transmitted without the express written consent
of the publisher or contributing editors and or writers.
DISCLAIMER: We disclaim any liability for the use of
Any contributed information contained herein.
I hope you've enjoyed this issue of the e*Vision ezine.
Please let me know if you have any questions, suggestions
or requests.
All the Best, until next time!
Tom Hua - Editor & Publisher
eVision@UStoday.net