STUDY RIGHT

There is one straight road to success in selling. It's paved with knowledge. Competency never lacks opportunity."  

STUDY RIGHT

We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to think right, work right, sell right, study right, and live right.

Here are ten strategies for forming the habit of studying right.

.  Be a student of selling. In a world of change, you are never completely educated. You must keep educating yourself to cope with change. The more you learn about your job, the less fear there is. Fear is born out of ignorance.

.  Prepare well. Spectacular performances are always preceded by spectacular preparation. Cultivate the will to prepare.

.  Develop a mentor. Self-talk shapes your selling life. Take charge of your thoughts. Monitor what you are telling yourself about your situation and about your potential in selling.

.  Watch your self-talk. Learn as much as possible about your prospects -- their reputations and capacities, who they are buying from now and what they are receiving for their dollars. Decide to be a shrewd observer.

.  Stay brilliant on the basics. Rely on these fundamentals: Build credibility, be well mannered, simplify your recommendations, speak prospect's language, speak as one having authority, sell at your buyer's pace, avoid exaggeration and dogmatic statements, use repetition, make it the prospect's idea, summarize strategically, and close with confidence.

.  Achieve competency levels. Become known for what you know. This is the high payoff. Now, your reputation precedes you.

.  Write effectively. Simplicity is the formula for successful communication.

.  Develop the slight edge. This principle has to do with what a slight improvement in one skill can do to your performance over a period of time.

.  Out-distance competition. To out-distance your competition you must learn more and better ways to out-serve them. You then become your own best recommendation.

.   Build your Research and Development Department. Develop a library of sales support material to stay current on your products and keep you sharp on new selling techniques. Subscribe to sales publications, and utilize the resources available on the Internet.

"GO ALL OUT - NO IN BETWEEN IN 2013!"

Good luck and good selling,

Jack and Garry Kinder