Jason successfully hit his triple crown award this week! He can vouch for him that he was making it happen this week with activity. Great effort and you will be rewarded.
I am not sure when the triple crown trip is but Jason is going to Jaw-jah! You rock!
In other news...
This is something unique I saw for sale on ebay. It's a bag for your shoes. I am guessing this is for the golfer. Looks cool! Only $10 right now.
From the book, "How To Master the Art of Selling" by Tom Hopkins...
"Selling is the art of asking the right questions to get the minor yeses that allow you to lead your prospect to the major decision. It's a simple function, and the final sale is nothing more than the sum total of all your yeses." (p. 36.)
I have never really heard a definition of selling before. The first thing that surprised me with this definition is the word "art." That would not be the first nor second nor third word I would have used to describe selling. But it makes sense to me. An art is something that is perfected by practice and repetition. It's not something you can just pick up and master the first time you do it. The next thing that surprised me in the definition is the phrase "asking the right questions." Hopkins calls master salespeople as "champions." So champions use questioning to gain control of the conversation, identify needs, to establish points of agreement, arouse emotion, isolate objections, answer objections, determine the benefits, acknowledge facts, confirm the process of going ahead, invite ownership, rationalize their decisions, and close the purchase.
Another thing I learned tonight was a "tie-down." "A tie-down is a question at the end of a sentence that demands a yes." This tie-down is used to establish the yeses you need to lead for a sale. Examples: "Keeping the cost down is important, don't you agree?" "It's a beautiful day, isn't it?" "Your major medical insurance pays for your hospital and doctor bills, right?"
I'm learning a lot from this book.
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