Wednesday, October 31, 2007

Masters of Sales... masters of wisdom

by Dale Shumaker

Masters of Sales, complied by bestselling authors Ivan R. Misner and Don Morgan, includes the great names of sales master teachers today. Its claim is "secrets from top sale professionals that will transform you into a World Class salesperson."

The art of selling is undergoing a major shift. The world-wide 100 contributors to Masters of Sales say they see this shift. The book shares what they see, and what you must master.

Master the Sales Attitude
The art of monumental sales
--believe in your passion and also your abilities.
--Identify the type of customer you need to besuccessful.
--Regularly exercise your network of contacts; encourage word-of-mouth referrals.
--Create winnable business dealings for all parties.
--Cherish your customers.
--Avoid flippant sales cliches.
--Be grateful and give back.
--Take time to enjoy your business, your craft the people in your life and life itself.
(Ron and Joanne Stark)

Master selling goals, life goals
Set and achieve sales goals
--your annual income
--put them in writing
--your annual sales goal
--daily sales goals
--set clear activity goals
--control your sales life
--tap your subconscious by constantly rewriting the goals again, again, again.
(Brian Tracy)

Million dollar sales goals... help enough people
Goal 1: Invest in yourself
Goal 2. Discipline your approach
Goal 3. Build a social capital network
Goal 4. Communicate proactively
Goal 5. Help people
(Ed Crane)

Master Getting Clients
A constant connection model: relationships, find common denominators, go deeper, go slower, cross sell, quality more than quantity, referrals vs cold calls, patience, long-term, build clients, choose best events, work smart to build business.
(Stephanie O'Hara and Tom Gosche)

Master speaking to be heard and hear to know how to speak.
"Be skillful in hearing what isn't being said."
(Peter Drucker)
Earn the right to be heard... Active listening is like a bank account.
(Stuart Mithcell)
Ask the "right" questions that uncover needs.
(Darrel Ross)
Be a resource partner in the buying process.

Master Relating to your Corporate Clients.
Create mutual rapport with mutual understanding and appreciation for the other person's point of view.

They must like you, believe your expertise, trust you.

Master gleaning the Buyer's Perspective
Read his signals, crack the code. Adapt quickly, be real.
Value timing, know the best right time.
(Buckley, Lyons, Misner)

Master the Sales System
Systems can be social systems, computer-technology systems ,interaction systems. Unfortunately systems for sales are not widely taught anywhere. Why do most businesses fail in the first three years... lack of selling and selling skills.

Tips on how to get a good start.
1. Commit to the notion you can be an excellent sales person.
2. Visually define the sales person consistent with your personality.
3. Study everything you can get your hands (eyes, ears) on.
4. Create lists of sales goals over 2 years.
5. Confront anything that may hold you back.
6, Be honest with yourself.
7. Commit to master the sales process.
8. Go back to Tip 1.
(Geof Scanlon)

The Sandler system--set up front contracts for each meeting on what should be accomplished and agreed on by both parties. Product presentation procedure (prepare well)Facts + Benefits + Urgency + Feedback = sold
(Tom Hopkins)

Sell by helping people buy.
EBay, virtual customers, and the Internet enlarge today's sales system.

Master Handling Objections
Examine Resistance
Learn to live with resistance.
--expect it
--don't take it personally
--imply commitment
--avoid defensiveness
--use it to get stronger
--acknowledge and probe
Use "Oh?" as a question to get the prospect to share more.

Master Relationship Selling
Shy people can sell too. Don't take relationships for granted. Constantly nurture them.

Master Closing the Customer
Build to a "WOW". Social capital correlates with selling. Use please and thank you.

Chris Attwood talks about selling the Dell way. Core lessons include persistence pays, connect with clients critical issues, attraction is more powerful than selling, leverage your opportunities, long-term relationships provide bigger paydays.
has many great leaders of personal growth.

Sales success is more of effort put out than the greatness of the product. It's creating relationships of great value and mastering fundamentals. Referral marketing and network selling superimpose the traditional sales paradigm. It's a partnership between buyers and sellers. Technology enhances the whole process. Selling is no longer a 4-letter word but building a fulfilling interactive community among all facets of interaction... starting with those who create the products all the way through to the end-users of the product.

We are progressing as a society into an age of wisdom.
A popular saying is knowledge is power. What lies ahead is wisdom is power. To sell, persuade or influence we need to use wisdom, in our timing, in what we say, when we say it, and how we go about saying it. This requires wisdom.

R. A.Torrey said the The Word of God has the Power to bestow wisdom. "Your words give light and understanding for the simple." (Psalm 119:130)
"The man who studies the Bible will possess more real wisdom than the man who reads every book and neglects his Bible." People who have greatly affected the major course of world events, in a positive way, have been students of the Bible. The man of God is made complete through the study of the Bible.
(How to Obtain Fullness of Power, R. A. Torrey)

When Jesus was growing up Luke noted that he had wisdom beyond his years. He spent much time of his developing years with the Scribes discussing the Scriptures. He went frequently to the synagogue to participate in the reading of the Scriptures and interact with the leaders of the day.

In His encounters He answered everyone with wisdom. He had in depth insight to all the things happening around him. "But when the Pharisees saw this, they asked his disciples," Why does your teacher eat with such scum? When Jesus heard this, he said, "Healthy people don't need a doctor—sick people do." Then he added, "Now go and learn the meaning of this Scripture: 'I want you to show mercy, not offer sacrifices.' For I have come to call not those who think they are righteous, but those who know they are sinners."
(Matthew 9:11-15, NLT)

Jesus showed wisdom again by using other people's own words and philosophies to rebuttal them. "Once again the people picked up stones to kill him. Jesus said, "At my Father's direction I have done many good works. For which one are you going to stone me?" They replied, "We're stoning you not for any good work, but for blasphemy! You, a mere man, claim to be God." Jesus replied, "It is written in your own Scriptures that God said to certain leaders of the people, 'I say, you are gods! And you know that the Scriptures cannot be altered. So if those people who received God's message were called 'gods,' why do you call it blasphemy when I say, 'I am the Son of God'? After all, the Father set me apart and sent me into the world. Don't believe me unless I carry out my Father's work. But if I do his work, believe in the evidence of the miraculous works I have done, even if you don't believe me. Then you will know and understand that the Father is in me, and I am in the Father."
(John 10:34-38, NLT)

Jesus was wise in how he handled disagreements with Him or attempts to entrap Him. He would take their own words and turn it back to them.

"But wisdom is shown to be right by its results."
(Matthew 11:19, NLT)

Mercy gets greater results. Practice being merciful.... that's wisdom. He said that wisdom is proven by the kind of results it gives. Mercy gets greater results than force, combatant communications, long debates and arguments to prove a point.

Wisdom when doing its work affects the well being of all involved and deals with those trying to be indiscreetly clever exposing it for what it is.

Where did Jesus get His wisdom?
"for I will give you the right words and such wisdom that none of your opponents will be able to reply or refute you!"
(Luke 21:15, NLT)
He answered this by promising He would send wisdom to you through His Spirit.

It came in the power of the Holy Spirit that fell on their lives. When we seek the power of the Spirit and receive and hear His Word that speaks to our hearts we hear His wisdom... the Power of His Spirit will fall on our lives.

It takes time to reflect in Him, staying still before Him and asking Him for answers. Ask and you will receive and in faith, and believing He will... He will...!!!

It's about staying in close mental contact to the Scriptures on a regular basis, the basis of wisdom, and waiting for Him, His Spirit to give the answer. And when you get it, act in faith on what you got in Spirit.

Wisdom comes from above and He nourishes all who live by it, seek it and follow it. It is stepping back from the voice in your head, whether intellectual or emotions at first, and then taking time to quietly listen for His voice, the better voice that will come into your mind.

A wise person told me when you feel emotion, don't respond then. Sleep on it and reflect on it the next morning, then consider the best way to respond or make a decision.

When the young minds of ideas unite with the seasoned of those with wisdom great power is released. Today we enter the age of youth and wisdom joining forces to do great things. The youth have the vigor and strength to carry out the combined wisdom of the more seasoned.

Knowledge plus wisdom is power.
Knowledge of God's voice and His insights creates wisdom
which creates a force that moves the insurmountable.

Monday, October 29, 2007

The Spirit Savvy Business is about

Creating Business Processes and Systems that are powered by Spirit...
Integrating Spiritual forces that change the normal to exceptional.

The Spirit Savvy Business will build lives of greater value.
It will move your business from being a great performer
to constantly create Super-Natural results.

It's not an out-there thing.
It's within you.
The Spirit Savvy Business takes the most current business principles
that are working in today's business world,
and slides beside them foundational Spiritual principles...

Biz principles with a Spiritual Spin.

The goal is to inform, inspire, equip you with Spiritual Power,
to build Spiritual excellence with business excellence.

What does the Spirit Savvy Biz do?
We share great ideas from current great business books, magazines, blogs.
We search and find relevant business/Spiritual principles for you.
We read, research and share some of their best ideas
in a summarized, straight-to-the-point form.

We all are busy.
We want the facts, insights as fast as possible.
The Spirit Savvy Business gets to the heart-of-the-matter quickly.
It shows you ways to use Spiritual Principles within solid-business principles.
You get tried-and-proven business ideas in a nutshell,
wrapped in Spiritual Truth.

For personalized, customized business applications,
Contact: Dale Shumaker,
4121 S. Fremont, Ste. 120, #139

Springfield, MO 65804

Spirit Savvy Business Development Services provided:

Business book summaries with Inspired Spiritual applications.
1. The Spirit Savvy Biz Power System, The Advanced Entrepreneur series, The Small Business Builders System.
The New Breed Entrepreneur feature is a year program of best biz information and how to build a strong Spiritual foundation in your life... learn the power of prayer, Scripture understanding, Spiritual purpose and mission, Spiritual gifts, power of unity in Spirit, mission fulfillment.
Numerous special packages available from over 150 selections from two years of book summaries.

Executive Resource of Business trends...summary service
2. Personal in-house summaries and biz info briefings from current best-selling biz books to you, your group, at your place.

Business Development ... the ultimate mission
3. Spirit Savvy Business training and development service.
Personal, customized week by week biz principles assisting you in integrating the best biz principles with Spiritual power in your business. For those who see their business as God's Tool for building the Kingdom of God in the Marketplace.

For your Best in His Kingdom,
Dale Shumaker