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You have not picked your field. Don’t you see the world is open to you? In fact, the world is waiting for you!”|You have not picked your field. Don’t you see the world is open to you? In fact, the world is waiting for you!”
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I left the office very depressed and dejected.|I left the office very depressed and dejected.
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That night I had an appointment about thirty miles away and I wanted to keep it, because all our appointments were made one week in advance.|That night I had an appointment about thirty miles away and I wanted to keep it, because all our appointments were made one week in advance.
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It was around six-thirty in the evening, and while I was driving I was feeling very low and depressed.|It was around six-thirty in the evening, and while I was driving I was feeling very low and depressed.
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I knew that I had no job the next day.|I knew that I had no job the next day.
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In my bout of depression, involuntarily, I just started crying.|In my bout of depression, involuntarily, I just started crying.
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I had a family to support, and didn’t know how to earn a living.|I had a family to support, and didn’t know how to earn a living.
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I had a little daughter and I didn’t know how to put bread on the table for the family.|I had a little daughter and I didn’t know how to put bread on the table for the family.
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I reached my appointment, got myself composed, went up and started selling.|I reached my appointment, got myself composed, went up and started selling.
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I started my presentation.|I started my presentation.
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By the time the man looked at his watch it was eleven-thirty at night and I had still not made a sale.|By the time the man looked at his watch it was eleven-thirty at night and I had still not made a sale.
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No wonder life insurance agents are called pests. The client said to me, “Do you realize what time it is?’|No wonder life insurance agents are called pests. The client said to me, “Do you realize what time it is?’
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I got the message that this was his polite way of saying ‘get out’.|I got the message that this was his polite way of saying ‘get out’.
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I said, ‘I am sure you do, Sir’. This was another polite way of saying get out now.|I said, ‘I am sure you do, Sir’. This was another polite way of saying get out now.
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But somehow I was not moving that night. I don’t know what got into this person’s mind.|But somehow I was not moving that night. I don’t know what got into this person’s mind.
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He said ‘Tell me, what will it cost me to get rid of you right now.’|He said ‘Tell me, what will it cost me to get rid of you right now.’
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I thought he was asking me the rate. I opened the book, flipped through the pages, calculated to his age, looked at the factor, multiplied with the amount of insurance and I said,|I thought he was asking me the rate. I opened the book, flipped through the pages, calculated to his age, looked at the factor, multiplied w...
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‘Sir, that will be twenty seven point fifty eight dollars|‘Sir, that will be twenty seven point fifty eight dollars
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(to the best of my recollection). He said, ‘Is that all? Why didn’t you tell me that when you walked in?’|(to the best of my recollection). He said, ‘Is that all? Why didn’t you tell me that when you walked in?’
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He wrote me a cheque and said,|He wrote me a cheque and said,
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Take this and go.|Take this and go.
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That was one of my first sales! I came home at midnight and the next morning I went to my manager and said, ‘Joe, I have an application today.|That was one of my first sales! I came home at midnight and the next morning I went to my manager and said, ‘Joe, I have an application today.
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It is a small one but it is a bound one.|It is a small one but it is a bound one.
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(a bound one is one with a cheque, because an application without a cheque is also without a commitment!).|(a bound one is one with a cheque, because an application without a cheque is also without a commitment!).
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Joe, will you let me stay? Could you withdraw the papers to fire me, because if you fire me, I don’t know where to go!|Joe, will you let me stay? Could you withdraw the papers to fire me, because if you fire me, I don’t know where to go!
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The only thing I know is to go back to washing cars and I don’t want to do it anymore.|The only thing I know is to go back to washing cars and I don’t want to do it anymore.
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I make a commitment to you that I will not let you down.|I make a commitment to you that I will not let you down.
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Please withdraw the papers.|Please withdraw the papers.
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He looked at me and said, ‘Shiv, this is not your small one. This is your big one,|He looked at me and said, ‘Shiv, this is not your small one. This is your big one,
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and I will only let you stay here if you make a commitment, not to me but, to yourself and your family.|and I will only let you stay here if you make a commitment, not to me but, to yourself and your family.
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I will withdraw the papers.|I will withdraw the papers.
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That day, I made a commitment to myself and that was a major turning point in my life. He withdrew the papers and let me stay.|That day, I made a commitment to myself and that was a major turning point in my life. He withdrew the papers and let me stay.
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That year, I went ahead and sold close to one million dollars worth of life insurance.|That year, I went ahead and sold close to one million dollars worth of life insurance.
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The next year, I sold close to three million dollars (including term insurance).|The next year, I sold close to three million dollars (including term insurance).
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The same year, I came to know from my manager that I had missed achieving the MDRT.|The same year, I came to know from my manager that I had missed achieving the MDRT.
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qualifying for the select Million Dollar Round Table status.|qualifying for the select Million Dollar Round Table status.
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The year after, I sold enough to qualify for and achieve the MDRT status.|The year after, I sold enough to qualify for and achieve the MDRT status.
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After I moved to the US, I got into three businesses,|After I moved to the US, I got into three businesses,
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and bought out a pension and contract administration franchise around early eighties.|and bought out a pension and contract administration franchise around early eighties.
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My wife and I started an office in New Jersey with no clients and finally sold our practice in the mid-nineties with close to four hundred clients.|My wife and I started an office in New Jersey with no clients and finally sold our practice in the mid-nineties with close to four hundred clients.
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WHY DO I SHARE MY LIFE STORY WITH YOU? One,|WHY DO I SHARE MY LIFE STORY WITH YOU? One,
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The major reason - when my manager said, ‘You shut up and listen to me!’, he got my attention.|The major reason - when my manager said, ‘You shut up and listen to me!’, he got my attention.
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That was the time I learnt a very important lesson.|That was the time I learnt a very important lesson.
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Sometimes in life you have got to be unkind to be kind.|Sometimes in life you have got to be unkind to be kind.
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Leadership is not a popularity contest. He spoke to me as a parent and as a teacher.|Leadership is not a popularity contest. He spoke to me as a parent and as a teacher.
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Nothing changed outside, but something changed inside me and gave me a new direction in life.|Nothing changed outside, but something changed inside me and gave me a new direction in life.
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Many times in life, aren’t we our own biggest problem?|Many times in life, aren’t we our own biggest problem?
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That's the time I learnt that selling is more a matter of will than skill and we need both.|That's the time I learnt that selling is more a matter of will than skill and we need both.
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Between will and skill, will is more important than skill.|Between will and skill, will is more important than skill.
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Skill can be learnt, but when you are down and hurt, that’s the time when your sheer will is going to pull you up one more time,|Skill can be learnt, but when you are down and hurt, that’s the time when your sheer will is going to pull you up one more time,
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to get up and make one more call,|to get up and make one more call,
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and that is the winning edge.|and that is the winning edge.
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Even though it has become a cliche, it still makes great sense. The difference between the ordinary and extraordinary is only the ‘extra’.|Even though it has become a cliche, it still makes great sense. The difference between the ordinary and extraordinary is only the ‘extra’.
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AN ELITE SALES PROFESSIONAL IS LIKE A RACE HORSE WITH THE WINNER’S EDGE AND THE ATHLETE WHO WINS BY A FRACTION OF A SECOND, BUT IS REWARDED TEN TIMES MORE.|AN ELITE SALES PROFESSIONAL IS LIKE A RACE HORSE WITH THE WINNER’S EDGE AND THE ATHLETE WHO WINS BY A FRACTION OF A SECOND, BUT IS REWARDED TEN TIMES MORE.
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The winning horse that comes first, wins three to one, five to one or ten to one, depending on the odds.|The winning horse that comes first, wins three to one, five to one or ten to one, depending on the odds.
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The question is whether the horse that wins ten to one is ten times faster than the one behind him?|The question is whether the horse that wins ten to one is ten times faster than the one behind him?
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The answer is no. The winning horse may only be faster by the nose,|The answer is no. The winning horse may only be faster by the nose,
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but the rewards are ten times bigger.|but the rewards are ten times bigger.
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Is it fair? Who cares? What difference does it make? Those are the rules of the game.|Is it fair? Who cares? What difference does it make? Those are the rules of the game.
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Whatever happens at the horse races is exactly true in our human life too.|Whatever happens at the horse races is exactly true in our human life too.
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The question is - do we have to be ten times smarter than our competition?|The question is - do we have to be ten times smarter than our competition?
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The answer, is No! All we need is the nose.|The answer, is No! All we need is the nose.
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and the rewards are ten times bigger in real life too.|and the rewards are ten times bigger in real life too.
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The difference between winning and losing, many times, is very little.|The difference between winning and losing, many times, is very little.
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At the Olympics, the gold-medal winner beats those behind him by probably a fraction of a second.|At the Olympics, the gold-medal winner beats those behind him by probably a fraction of a second.
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Michael Phelps created a world record by winning eight gold medals at the two thousand eight Olympics in Beijing, China.|Michael Phelps created a world record by winning eight gold medals at the two thousand eight Olympics in Beijing, China.
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He won the one hundred-meter butterfly race.|He won the one hundred-meter butterfly race.
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by one, one hundreth of a second.|by one, one hundreth of a second.
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Chapter two,|Chapter two,
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Who is Not Selling?|Who is Not Selling?
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AREN'T THEY ALL SELLING?|AREN'T THEY ALL SELLING?
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A candidate at a job interview. The candidate is selling his candidature and the interviewer is selling his company.|A candidate at a job interview. The candidate is selling his candidature and the interviewer is selling his company.
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A boy and girl proposing to get married.|A boy and girl proposing to get married.
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A politician making speeches to get votes. A lawyer arguing his client’s case in court.|A politician making speeches to get votes. A lawyer arguing his client’s case in court.
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AREN’T WE ALL SELLING? Our selling ability determines the success or failure of any transaction.|AREN’T WE ALL SELLING? Our selling ability determines the success or failure of any transaction.
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At seminars I ask my audience, ‘How many people are in direct selling?’ Very few hands go up.|At seminars I ask my audience, ‘How many people are in direct selling?’ Very few hands go up.
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When I ask those who have not raised their hands what profession they are in, the usual responses are:|When I ask those who have not raised their hands what profession they are in, the usual responses are:
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‘I am a doctor/computer engineer/an accountant,’ etc.|‘I am a doctor/computer engineer/an accountant,’ etc.
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I then share with them the definition of a salesperson as given by Robert Stevenson.|I then share with them the definition of a salesperson as given by Robert Stevenson.
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He said, ‘Anyone who sells a product, service or an idea is a salesperson.’|He said, ‘Anyone who sells a product, service or an idea is a salesperson.’
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Based on this definition, WHO IS NOT SELLING?|Based on this definition, WHO IS NOT SELLING?
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A mother sells her ideas to a child, doesn’t she? The basis is emotional not monetary.|A mother sells her ideas to a child, doesn’t she? The basis is emotional not monetary.
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We are always selling either for or against ourselves.|We are always selling either for or against ourselves.
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The way we talk, walk, dress, and meet and greet others|The way we talk, walk, dress, and meet and greet others
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says something about us.|says something about us.
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Our overall personality either leaves a favorable or unfavorable impression on others.|Our overall personality either leaves a favorable or unfavorable impression on others.
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Everyone in every company is constantly selling either for or against the company.|Everyone in every company is constantly selling either for or against the company.
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For example, the way the telephone operator answers the phone, her or his tone either says - ‘I am glad you called’|For example, the way the telephone operator answers the phone, her or his tone either says - ‘I am glad you called’
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or ‘you are bothering me.’|or ‘you are bothering me.’
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SELLING IS A WIN-WIN OR LOSE-LOSE GAME|SELLING IS A WIN-WIN OR LOSE-LOSE GAME
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When a sale is complete and we have sold a solution to someone, it means we have helped the buyer get rid of some problem.|When a sale is complete and we have sold a solution to someone, it means we have helped the buyer get rid of some problem.
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When a seller sells the solution,|When a seller sells the solution,
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it is called win-win, because both parties end up gaining.|it is called win-win, because both parties end up gaining.
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Imagine if your solution could be of benefit to someone and you don’t provide that benefit for an investment,|Imagine if your solution could be of benefit to someone and you don’t provide that benefit for an investment,
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in that case, both parties are losing. This is called lose-lose.|in that case, both parties are losing. This is called lose-lose.
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The seller has lost his time forever and the potential source of revenue,|The seller has lost his time forever and the potential source of revenue,
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and the buyer has been deprived of a solution.|and the buyer has been deprived of a solution.
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By completing the transaction, both parties gain. The buyer by purchasing the solution and the seller by getting paid for serving the buyer.|By completing the transaction, both parties gain. The buyer by purchasing the solution and the seller by getting paid for serving the buyer.
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This is win-win.|This is win-win.
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MARKETING STRATEGIZES SOURCES OF REVENUE, BUT ONLY SALES GET REVENUES|MARKETING STRATEGIZES SOURCES OF REVENUE, BUT ONLY SALES GET REVENUES
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