Actually, everyone sells all the time.

Get the thought out of your head you are not a sales person as every man, woman and child "sells" every day.

But, I contend YOU, regardless of who YOU are, sell every day.  Maybe not for money, but yes, YOU sell EVERYDAY.

YOU attempt to convey a thought to someone else and they do to you as well with or without objections and resistance or hopefully acceptance.  Selling doesn't have to have money involved.

Parents ATTEMPT to convey ideas, thoughts and wants or "sell" to each other and also to their children to do things while children "sell" to parents and others their own wants and needs.  At work, people attempt to convey ideas, thoughts and wants to others up and down the organizational chart for various reasons.

The question becomes, who buys whose selling job?  Do parents get what they want conveyed all the time?  Do spouses get what they want or do they get rejected?  Do kids always get what they want as they want things?  Do employees accept what they are told easily or can you as an employee offer your ideas, thoughts back to those up-line to make it easier on you and increase company profits galore?  

Who gets what they want all the time without hassles?  That's selling.

Selling Is Not Mass Marketing But Target Marketing

In other words, if you communicate with any other human being, that is selling that human being to what you are communicating.  That's TARGET MARKETING.

Mass marketing is out.  Even professionally.  Those that learn how to target their message will be the winners going forward.

Wouldn't YOU want more acceptance than resistance or as that, which in sales is called "objections", to your ideas?  Learn the art of getting your ideas, suggestions, comments, thoughts and wants conveyed to others much more readily.  AND, ... be thanked profusely for them in the process.

Quickly go to this page for a simple example of everyday people selling ideas and concepts without any transfer of money - http://www.youtube.com/watch?v=cRMogDrHnMQ.  Watch this fast 9 minutes and 28 second "Attitude Makes The Difference" segment.

Yes, this following outstanding sample outline page is directed towards those that sell for a living everyday.  That is true.  But, I suggest take some of these programs.  Especially, the first month's - Month 7 - one.  You'll be real glad you did.  As I say, selling IS for everyone.

Besides, once having gone through the below mentioned program, YOU will have learned some inside techniques of those attempting to sell YOU various products and services.  YOU now can be armed with ammunition to sift through what is good, bad, or not appropriate for you and your situation.  This is important in discerning the cons vs. the legitimates in your quest of going forward living within your means in an appropriate manor.  

YOU no longer have to be manipulated by some shrewd unscrupulous "professional" to get you to part with your money when it really is not in your best interests.  This alone is worth the program and time invested in learning the material.

To Be Professional, It Is Simple.  Follow The Formula.

Anyone can be a sales person.  And a great one.  Regardless of their past or current background.  It begins with an attitude.  An attitude that yes, you can do it and learn quickly.

If you are quote unquote a professional sales person now, go to the 10 Smart Mart Diagnosis AND Profiling Questions and learn your customers as quickly as possible.  Then tailor YOUR presentation around YOUR customer.  Not the companies customer.  There WILL be a difference, even if slight. 

Then, once you know your customer, learn your product or service.

There is no Yale or Harvard or Babson College degree required.  Just learn the basics through your own Self Help University.  In other words, be self taught.  I'll supply you with the books and material to read and study.

The formula is simple and easy.

1.  Get the books or informational items, like this Academy, and devour them.  Keep them handy, and use them as guides.  Become a student of learning.

2.  Use your own insight, intuition, powers of observation and common sense.

3.  Translate what you know and keep discovering about selling and communicating in person to the task at hand.

4.  Build up huge "Swipe Files".  These are samples of sales techniques others have used that work.  Many "pros" have files galore of ads, mailings, sales letters, you name its.

5.  Practice.  Don't worry about being perfect.  Has there been anything you started off with that was perfect?  Just like walking.  You lifted your head first.  Then you lifted your arms and then yourself before you began to crawl and later, much later, you raised yourself on your knees.  Isn't that right?  When did you start to run?  Wasn't it even much later after raising yourself on two feet and falling?

Well, guess what.  You'll do the same with anything you first start to learn.  Why I say, the first thing people need to learn is that they need to learn.

So, learn and practice.  Learn and practice.  Learn and practice.  And in time, you'll be not only good, but great.

Therefore, Month 7 

Assuming you went through The Foundation for 6 months, order and go through the Tom Hopkins sales course - "How To Master The Art Of Selling Anything" during the seventh month.  http://www.tomhopkins.com/p/1032.html.  $200.  If you have opportunity to see Tommy live, go.  Postpone anything else.  Put him extremely high on your list.  It is worth it.  You will be glad you did.  How's that for an endorsement?

There is no sales course out there as good as this one.  I've gone through many sales programs in the market place myself and none are finer than this course.  This is the rock-solid foundational course in selling with others built on this one.

He takes the willing through the five stages of selling quickly, efficiently and effectively.  Those five stages are:

1.  Unconsciously Incompetent

2.  Consciously Incompetent

3.  Consciously Competent

4.  Unconsciously Competent

5.  Champion Sales Person

Obviously, the course goes through each stage and requires the individual to practice what they have learned and as they practice they achieve the progression through the various stages with the goal of becoming a Champion.

That is my first month program after The Foundation for ANYONE ANYWHERE in the Sales And Marketing Industry.

Months beyond - Other programs and authors you can build on beginning in month 8 are from the authors Zig Ziglar, Brian Tracy, Claude C. Hopkins, Dan S. Kennedy and the entire Gorilla Marketing material.  Preferably in this order.  Depending on circumstances, I might modify the order a bit, but not much.

All other contributors in the sales education industry fall after these fundamental basics.  

There are lots of other material in the sales and marketing industry as well as various news sources to stay informed with that "Professionals" could easily read as well.

Strong caution.  DO NOT GO THROUGH Daniel S. Kennedy's or the Gorilla Marketing material UNTIL after having gone through the first 6 months The Foundation AND Tom Hopkins AND Zig Ziglar's material.

Dan Kennedy does offer some excellent material, such as "The Ultimate Sales Letter" book, but his philosophy generates qualities I do not recommend.

Other key "information marketing teachers" might also include - Claude C. Hopkins, David Ogilvy, Yanik Silver, Joe Polish, Jay Abrahams, Gary Halbert, Ted Nichols, etc.

Professional sales people have learned to be a perpetual student of learning.  They spend 4 % of their gross income on education year after year after year.  They never stop learning and raising the bar for themselves.

One Question to ask potential new sales people

One non-threatening question to ask potential new recruits is "What book have you read recently?"  A good follow up question is "Tell me about it.  What did you like or what didn't you like about it?"  The responses tell you a lot about the individual and whether you might be interested in hiring them.

Other questions that can be followed up with:  "What other books have you read in the past year or so?  Or courses that you have taken?"  "Tell me about them."  "Which book or course would you say has helped you the most in your career and why?"

First, if they don't read, they are not stimulating their brain and thinking capacity and probably closed minded.  What they read says a lot as well.  Is it sensationalism or Perry Mason who done it type mysteries or novels?  Or something that stimulates the mind for improvement, preferably self improvement?  The book in question might also tell you how far along they are in their quest for professionalism.  Or how broad they view their education.  

This does assume YOU have been a reader as well and probably have read the books they may bring up.  Or, if they are good at selling, they may incite you in YOUR next book...

5 Questions Type Interviewing

A perfect example to this line of questioning is the 5 Questions To Ask Your Daughter's Potential Boyfriend.  There are some excellent questions there as well that one could easily ask potential sales people while others might be off limits.

With all due respect, you want sales people that can think on their feet about what is important to them.  And if they have read a book, try to learn the motivation behind their reading of that book as that should be important to them.  Find out the "whys" behind things.  Extremely important.

Books and courses they have read or taken tell you whether they are potential SELF-motivators or heavy labor-intensive-needing-constant-prodding.  Their responses to simple questions tell me whether I want to work with them or not.  It saves everyone time and training money.

Remember, people love to talk about themselves and will if you give them the chance.  You want to know what motivates them.  What makes them tick.  Anyone can learn the job.  That is a given and I've proven it numerous times before.  Even a complete novice and beginner with no prior knowledge nor baggage from previous employment.

A side note again.  As a former Operations Manager, I proved just about anyone can do a job within 30 days.  Supervisors and managers take longer.  Depending on the level, it may take upwards of 6 months to a few years in large organizations.  But, the basics should be learned within a few weeks and then tweaked over the next 30 days.  Again, for most people and again, the basic how to do the job basics.

The best potential sales people that are trainable are those with some or limited amounts of selling experience.  Perhaps two or three years is best.  They are still young, teachable and moldable.  Older more seasoned sales people are usually stuck in THEIR ways with countless bad habits that are tough to break before they learn a new way.

This type interviewing also indicates how they sell and whether they can sell "things" or "concepts".  So much is there in asking questions.  Another principle is "He who asks the questions is in control."

A Side Comment

A quick digression again.  Years ago, when the President of a small service firm brought me on board as his Operations Manager, he did two things real fast.  First, he told me to take the Dale Carnegie Human Relations 12 to 14 week program.  That is the one foundational program worth more than anything else available anywhere.  

The second thing he told me was extremely valuable in a totally different way.  He said, "You may decide whether to hire someone within two or three minutes based on their application or how they look or handle themselves in those first two or three minutes.  But, keep them talking for over an hour as people cannot lie for longer than an hour.  They will always trip themselves up."

Today, one may have to interview a lot more potential candidates to find the ones that are honest and have a certain amount of integrity, but do so.  Your company and your own reputation is on the line and don't you want it associated with honesty and integrity?  I built my former practice partly on that principle.

Did it work for us?  With minimum wage individuals, we doubled the size of the company, not once, but twice in two years.  This principle works every time.

Competition

Establish SELF competition where the individuals compete with and against themselves.  This is the best form of competition so the great individuals are not pitted against the run-of-the-mill-yet-could-be-outstanding-with-a-little-care-and-proding.  Then, hopefully, more prizes will be given away as the whole sales team results will justify it.  Each will improve their own ratios.  Their own sales.  Their own results.  And then the total sales will skyrocket accordingly.  

This self competition does take extra effort but is well worth it from almost every angle one wants to consider.

In other words, look at and consider the big picture, but worry about the details.  Remember, each should be thought of as a star in and by themselves.  If not, why were they hired in the first place?

I am a bottom liner.  But, I also believe treat others as I would like to be treated and I know I am slow to start, but as I go, I pick up momentum and will surpass many of the greats ... long term.  Not like a jack rabbit who is fast off the starting line and peters out coasting down the stretch thinking how great he/she is.  Quite frankly, I am not interested in that type of sales person or for that matter any employee like that.

These principles you are learning here at AGS Life Academy are why two financial services firms sought me out to create a new division for them offering me 6 and 7 figures when they heard I was retired.  You can read about it here, yet always remember hold on to YOUR values.  AND, raise them in the process.

Bluntly

If you prefer just to be an "Order Taker" type sales person just doing your job, get out of the selling industry.  You lower the standards of professionals.  You are bluntly lazy and pull down all other sales people.  Sorry for the bluntness, but lazy people don't want to become a professional.  They are comfortable where they are in their ignorance.  They turn me off.  Simply because I know better.

This is the same in any profession and not only sales.  Think of yourself and your profession, whatever it is, as providing a service.  Do it with all your might and more than what is expected.  Build a reputation of quality, integrity, honesty AND service in the details.  It will always pay you untold dividends you can't put a dollar figure on.

Did you know with just a little education like what you are finding here on this AGS Life Academy website, you could easily double your income within 6 months?  Just by taking the foundation and Tom Hopkins $200 program above and then continuing to read other authors as listed above.

Professionals remain humble, teachable little children in attitude not taking things for granted.  They WORK at being the best THEY can be.  Not someone else, but themselves.  It is all in the attitude.  And that attitude comes out in their sales.  People gravitate to high quality enthusiastic sales people who believe what they are doing from the heart is the best thing they possibly could be doing.  

Professionals are self-educated and constant students not only of their profession and their industry, but also of other industries as well.  They are balanced individuals and it shows when talking to people, whether prospects, clients, or even non-clients and non-prospects.

Referrals come to them as if they were a magnate and the referral was iron, unsolicitedly.  The statistics go up and true selling becomes easier the more one becomes a professional and higher up the ladder towards becoming a Champion.

Remember, quality is much easier to sell than always apologizing for mediocrity.

If your company does not offer high quality products and / or services and won't change or upgrade them, then leave that company and go elsewhere where quality is well recognized.  Your reputation cannot afford being lowered to mediocrity.  Mediocrity is another word for just being an "Order Taker" lazy sales person.

As Tommy says within 15 minutes, I can tell whether you are a professional or loser "Order Taker" or not even in sales, professionally speaking.  And, ... to take it a step further, we can tell if you have reached the level of Champion - the best of the best.

Understand that opportunities really are everywhere.  Whether remaining in the sales and marketing industry or perhaps in other fields such as management or consulting activities or even business.  But, please always remember be true to YOUR values.

Again, sorry for the bluntness, but I think very highly of the sales industry.  It probably is one of the finest industries in existence.  Actually, everyone is in this industry, whether they realize it or not.

But, unfortunately, not all quote unquote professional sales people should be called sales people!  Never mind "professional"!

Return to the basics once a year

Professionals return to the basics once a year constantly improving themselves.  They never take things for granted.  They WORK at that.

They go back to their original goals and objectives refining them, tweaking them and always upgrading them.  Once a year.  They take the same courses over again the first part of the year.  Amazingly, they find the second and third and subsequent times they review something, they get more out of the program or course then they did the first time.

Repetition is good.  Actually, very positive.  It cements in the basics.  The foundation before everything else is placed on it rock-solidly.

After the basics, they continue at least one hour a day first thing every day with even more studying.  Additional books, additional seminars, additional conventions.  But, selective books, seminars and conventions.  From professionals only and preferably Champions.  Not wanta-be sales people who think they are pros just wanting to be a speaker.  There is a difference.  Unfortunately, today, this is true even more so.  And why true professionals and true Champions like Tom Hopkins, Zig Ziglar shine through the masses.

Professionals constantly improve their knowledge re-investing 4 % of their income back into their mind.   Businesses should also re-invest 4 % of their income back into their company's employees' minds.  

Professionals that are serious about their profession, whatever it is, study one hour a day to implement that 4 % re-investment in themselves.  They read, go to seminars, conventions, etc. always trying to do better than THEIR yesterday.  They compete against themselves.  Do YOU do that?  Compete against YOURSELF?  That's what a professional does.

What level are YOU?

Sell baby, sell.  Raise your standards and become a professional.  As Judge Ziglar (Zig's brother and Judge was his first name, not a title) had a tape series entitled "Timid sales people have skinny kids".  Those tapes were in the days when people knew how to eat properly without soft drinks and sugar galore or fast food to bloat them up like a balloon.  How are YOUR kids?  Skinny?  Regular?  Overweight or fat?  Sell, baby, sell.  

Do that selling honestly and in an above board, what's right and good for the prospect at a reasonable investment for them manner.  Never compromise.  Ever.

Champions refuse salaries wanting all commissions as they know they are paid in direct proportion to the amount of help they help their clients.  Are you on commissions, partly commission - partly salary or all salary?  Sell, baby, sell, but do so professionally.

By The Way

By the way, one of the best preparation training jobs one could ask for of any profession is being a waiter or waitress in a restaurant.  Outstanding training in ways one cannot imagine.  Especially in a fine first class restaurant.  Family oriented or business class or above is alright as well.  Stay away from fast food establishments as your attitude will gravitate to the environment around you.  Raise your standards.  

Learn to give more than you receive and you'll never have to look for your next meal.  Word of mouth will quickly find you.  Here's an example of "serving" you may want to consider.  In just 8 days, 700 or so people saw the example and it made quite the impression.

Newspaper delivery people also make some of the best self-starters and entrepreneurs.  They usually can be worked with easier and better than some of those who have only been in the sales industry.

Actually, these two points I used to ask a lot when I interviewed people were combined in one question:  "Were you ever a waiter or waitress or newspaper delivery person and if so, tell me about it.  How long, the good and bad aspects, what did you learn about that experience, etc."

Setting Appointments & Lowering The No-Show Rate While Increasing The Referrals

Almost every sales person sets appointments to sell their prospect their companies products or services.  My specialties have been in-home selling and in-office or seminar selling.

Would you like to decrease your "no-show" rate?  I was trained get on the phone and off the phone as fast as possible and set the appointment before they come out of their ether and cancel the appointment.  3 minutes is all it should take.  That is the way I was trained by several major corporations.

I went against the grain and my results spoke for themselves.  

First, I kept the prospect on the phone longer qualifying them as Tom Hopkins trains a true "professional" on their way to becoming a Champion.  Depending on the product or service, this could take 10 to 20 minutes asking for permission to continue.  If you have something of merit, they will always say please continue.

I found a secret word to use to increase the seriousness in their attitude in wanting to see me.  That word is real simple.  It is "serious".  I found by using that word at least 3 times when asking for the appointment and a few other techniques, I rarely had a no-show.  And, I rarely if ever called to confirm the appointment before showing up at their door ... on time.

For example, "Mr. or Mrs. Prospect, I know you are serious about your whatever, and because you are serious, let's seriously look at our calendars and see when we can seriously set some time aside to address your serious issue to your advantage, shall we?"  Now, obviously, here I'm going overboard to demonstrate how you can duplicate my success rate in lowering the no-show rate by building their commitment level in their mind.

Then, I'd say something to the effect that "I will not be calling to confirm this knowing the seriousness of the situation.  I will be there.  If for some reason this doesn't work for you, please call me at least 3 hours before or preferably the day before so we can re-schedule our time together.  I own 3 cell phones and they are in my filing cabinet as I find I don't need them.  When I set an appointment, my clients expect me and won't be able to reach me the day of the appointment as I will be on the road."

"Now, what is a good cross street close to your home so I can find your house easily?  I don't use a GPS either as I have found them not to be totally accurate and I don't want to rely on questionable means on this important issue of yours.  I use the more reliable old-fashioned maps.  So, what is a good cross street close to your home?"

Once the appointment has been set, then I say, "Now, do you have your monthly calendar there handy?  Mark me on ___________ date _____ day of week _________ time of day AM or PM.  And my name is spelled G-A-R-Y.  And my company is _____________ and the topic we'll address is __________.  You're already in my schedule for that time and I will see you then.  Any questions or other information you think I should prepare before we meet?"

An extra 5 to 7 minutes on the phone makes all the difference.  It is also more personable.  Something lacking in sales today.

My attitude is I don't set appointments for the sake of setting appointments.  I set appointments to serve the people the best way possible to their advantage.  I'm not out there playing games nor wasting my or anyone else's time.  I have too much to do and they ought to be glad they have a bit of my time.  I don't flaunt that attitude.  That is just the way it is.  And I have fun.  And the prospect has fun as well.

One other comment I would make depending on what I hear over the phone.  Now, we'll see each other at ___________ time AM or PM.  It may take anywhere from a few minutes to who knows how long depending on what we find when we are together.  Sometimes, I've been in homes for 10 to 20 minutes or just long enough for a cup of coffee or tea and other times, I've been in homes 3 and 4 hours when the chemistry is there and we get into it seriously.  Therefore, please keep the backside of the appointment open or let's reschedule it right now, shall we?"

3 Important And Critical Questions To Ask

3 important and critical questions to ask at some point in the conversation are with the all-important lead-in:

"Where most of my new business has become referrals and most of those UN...solicited referrals, I have learned that I can help most people someway,  Whether a complete overhaul or just a tweaking and upgrading a bit.  Therefore, the answer to 3 simple questions are important and will determine the length of time of that initial interview appointment.  OK?  So, we'll be looking for the answers to these 3 questions...

"1.  How can I help YOU?

"2.  Would YOU like my help?

"and 3.  Can we work together and have some fun in the process?  I find it frustrating to know I can help most people, whether in a complete overhaul or just a tweaking to produce dramatic results, they want my help, but the chemistry is not there to work together and have some fun, so I will do what I can to assist those few people in finding a more appropriate adviser for them.  Does this make sense?  

"Therefore, we are then on the same side of the table, so to speak and not controversial combatants against each other.  I am not there to sell you on why you should hire me and you are not trying to sell me on why I should take you on as a client.  And there is no charge for this initial exploratory interview get-together.  By the way, all information you share with me is totally confidential.  Is that fair?  Great.  I'll see you _______ date, _______day of week, ________ time AM or PM at ________ address.  By."  And then hang up.

Take charge and reduce your no-shows.  Set the stage for what you are going to do.  Serve them as they need to be served while letting them know you expect referrals and especially the unsolicited type.  Be a professional on YOUR way to becoming a Champion.  

I've rarely had no-shows and usually, they called me all apologetically worrying they will no longer be able to get with me to solve their problems.  Especially, if they are a referral themself.

I allow only one no-show before the second no-show sending them to someone else.  And, I let them know that I am a profession and we both know that they would not keep their professional doctor or attorney or other professional waiting or be a no-show with them.  And they won't do it with me either.

And, I do that immediately with the next phone call.  

Now, my attitude is near to they have to sell me on why I should continue considering the answers to those 3 questions.  Sorry, I am too busy serving others that SERIOUSLY (that word again) want to be served at this time.  I don't need any one potential client.  They need me.

Now, I also realize there are legitimate reasons for no-shows from time to time, and will take that into consideration.  But, they are rare.

Double Your Income In 6 Months

There are other simple techniques to double almost any sales person's income within 6 months, ... UNLESS ... they don't want to.  This assumes you are on commissions.  A professional will want to be on commissions or at least part commissions.  Commissions separates, as the saying goes, the professionals from the order takers and where the money is.  6 months of the foundation and then some other techniques you can easily incorporated into your selling at the same 6 months time.

One More Concept To Success

In Claude C. Hopkins outstanding book "My Life In Advertising", he states "Argue anything for your own advantage, and people will resist to the limit.  But seem unselfishly to consider your customers' desires, and they will naturally flock to you."

Hence, one more reason to go through AGS Life Academy and the foundation program.  It simply teaches how to do just that and a whole lot more.  

Learn the secrets to offer advantages to patronage your product, services or company without boasting or saying look at me and how great I am.  And ... then, watch your sales double within 6 months.

Write me should you have any questions about your Sales & Marketing issues or would like some suggestions ... or ... if you would just like to chat ... or, ... defend your "order taker" status...  

Or consider my other services ...  

Maybe even a consultant type temporary position to get YOUR business out of the doldrums... or ... perhaps, hiring and/or retraining of your sales force.

In other words, how may I help YOU even more?