Remember that there is a huuuuge difference between KNOWING something... and USING it.
Stupid people (more often than not college grads) know exactly what to do.
That is why 95% of all the people in this country lead mediocre lives: They are perfect proof that KNOWING is meaningless... until you are DOING. Smart people are those who simply shut up and do it.
Are you stupid, or are you smart? Then again, you don’t need to tell me with words: what you do-- good, bad, or mediocre-- speaks so loudly I can’t hear a word you’re saying....
Almost every time you’re faced with a deadline for something REALLY important, you get it done, don’t you? You’ve made the most of whatever resources you had available at the time. Obviously, those ‘limited’ resources were enough, becaus e you got that report turned in, or got the rent paid or car payment or finished that project! Since you’re fortunate enough to have so many resources at your disposal, I’m curious to know: when do YOU start striving for excellence again... as you used to? Remember your first three days on your job...??? ... how hard you worked to impress everybody with how good you’d be? What happened? When did you decide to stop proving your excellence? Our rewards are directly related to our efforts. On what day exactly will you recognize that your results cannot possibly get better... until your ‘input’ gets better? Ooops... you don’t need to tell me with words:
What you’re doing speaks so loudly you need not say a word.
Please... don’t tell me what you know...SHOW ME what you know.
Don't tell us what you can do; Show us what you can do.
I will tell you this: today’s a GREAT day for working a bit harder, a bit smarter... a bit more productively, isn’t it?
EMERSON: “It is a tragedy that here in America we waste our natural resources by using too much of them. It is of infinitely greater tragedy that we waste our human resources....by not using enough of them.
What is the single most hidden secret of superstar producers through the US?
Piece of cake answering that one:
They ask for the sale five or more times.
According to studies done by Prudential Life Insurance Co., in conjunction with Columbia University in NY, more than 50% of all sales calls end without the prospect being asked for the sale even once. 80% of all sales come AFTER the 4th or 5th objections have been resolved.
Top producers understand that if you want, you have to ask. Ask and ask and ask and ask again.
Would you prefer to take delivery during the week, or is the weekend better for you?”
Is this package best for you, or would you feel more comfortable with the starter kit?
( POWER STATEMENTS: Use them, & then CLOSE!!! Okay ?!!
( “Mr/Mrs ___, don't you owe it to yourself/your family....to take a look?
Mr/Mrs __, the whole system will be yours... to keep. You'll take a look, and then YOU decide. Okay?
' Mr/Mrs ___, is YOUR peace of mind worth a cup of coffee? 73 cents!!” That’s less than my MOTHER charges me for a cup of coffee!! Take a look and decide for yourself, okay? Great. Is Tuesday good, or is Wednesday better?
We believe we can give you the best possible deal, Mr/Mrs ___, and.all we ask is that you look & compare, Ok?” Would that be good for both of us?
Our company is firmly committed to ______________, Mr/Mrs ___, we believe you will be more than a little bit surprised. Just look, and compare... okay?
From the exterior siren & two doors being hard-wired, to the interior motion detector, & the fully wired phone jack, and the fancy keypad, it will be yours... to keep. I'll set up an app't for you on Tuesday or Wednesday; Which day is more convenient for you?"
Remember how you hustled in your first week here? Are you still a Winner? Please, don’t tell us--- Show us, whatever your position in this company.
Are you a follower, or a leader? I didn’t ask if you were my boss, or subordinate, or equal. I’m asking if you are one of the five most excellence-oriented people in this company.
If so, you don’t need to identify yourself with words, or a title. The next 100 days, the next 100 work-hours, the next 100 minutes will tell us loud and clear.
You see, what you do speaks so loudly you need not speak. Me too. What you do in the next 100 minutes will be pretty fair proof of what kind of person you truly are.
Isn’t that cool? ...we get to show our best in just a hundred minutes!!
Valued asset to this company, or just another shlumpf... the next 100 minutes will tell on you... & me.
The next 100 hrs, the next 100 days... one hundred separate opporutnities to go for the gold !!!
People of lesser demonstrated intelligence are those who know it. Smarter people demonstrate that they are smarter by acting on it. The value of talk is limited to how fully it is integrated. That's why we use words like "integrity." The more you invest in it, the more it pays off. Go ahead and promise what you can deliver, and always always always deliver at least a little bit more than you promise. It fulfills all the requirements of Lee Iacooca's magical formula, wherein the top salespeople are not those who get the sale, rather, the ones who get repeat business.
Integrated factors have high multiplication rates. That's separate from the art of success. Integration incurs, employs, and accurately channels the science of success into direct and repeat profits. Integration means a focus of energy that addresses both sides of an equation. The more you look out for your prospective customer, the more the more they look out for you as repeat customers -- and yes, in both senses of the phrase. Back to Newton's Third Law for that.
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