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Ron Karcz

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Everybody Wants To Go To Heaven (but nobody wants to die!) Chapt. 4 & 5
By Ron Karcz
Wednesday, May 21, 2008

Rated "G" by the Author.

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Some years ago I was a sales trainer. I wrote this book as a small 'pocket primer' to train new people coming into the automobile sales field.

Chapter 4

 

PREPARATION

 

 

Whatever we do in this lifetime, you’d better be well prepared to accomplish what you want.  Preparation is just another word for practice.

Practice, practice, practice, practice!  Benjamin Franklin stated it best, Do the things you fear and dislike the most until you become proficient at them.”

Whenever we do anything new, fear sets in.  There is an irony in fear.  It can inspire greatness or destroy it.  In most cases, fear prevents us from doing great things in our lives.  Fear of the unknown is probably one of the most destructive forces known to man, and most of us accept it. 

Have you ever heard someone say, “I can’t do that!”  What they’re really saying is, “I won’t do that!” Can’t, means, won’t.

Before they even start they’ve placed self-limitations on their abilities.  They’re not willing to put the time and effort into becoming what they want because of fear of the unknown.  They’re caught up in little bits of security, not necessarily happy, but not willing to do what is necessary to become better.  Argue for your limitations and you’ll own them forever!

Over the years I’ve noticed most people are ready for anything and prepared for absolutely nothing!  People who don’t prepare themselves properly for the task at hand make mistakes.  Businesses fail because they don’t prepare, or train if you will, their people properly and worse yet, they keep these poorly trained people in positions of responsibility.  Know your product and know your competitor’s product.  Knowing the competitor makes it very easy to overcome objections.

You must prepare yourself, mentally, physically, spiritually and professionally.  You’ve got to clean up your act!  You’re going to have to look, feel, project and act towards the public that, you are a professional.  You’ll have to learn to instill confidence and gain trust, almost instantly and it’s true , you never get a second shot at a first impression!

Here’s another little bit of ‘dying’ on your way to ‘heaven’.  If your employer doesn’t offer you training and won’t invest in it, it’s up to you to do it!  Very few employers realize well-trained, happy employees are going to stay around to produce more business and greater profits.  So, your preparation process may greatly depend on how motivated you are!

*    *    *

A number of years ago I adopted theory I picked up from then head coach, Chuck Knox of the Seattle Seahawks.  It’s great!  It’s called the Six P Theory... 

Proper Preparation Prevents Piss Poor Performance!

Remember it.  If you’re not prepared, you’re not ready!

Is dying getting any easier or are you ready to bail out?  I guess your starting to see that getting to ‘heaven’ isn’t for cowards.

 

 

 

 

Chapter 5

 

PRIDE

 

Pride can be dangerous.  Like fear, it can be a constructive or destructive power.  It all depends on how you choose to use it.  I’m going to discuss the constructive power of pride and the use of it in our daily professional lives.

I find most businesses are like entering The Temple of Gloom!  People with somber expressions, no happy greeting, no feeling of excitement, gossiping with one another, and making me feel like I’m an imposition on their time for being there.  Believe me, as a customer, I can feel that.  And, so do your customers.  Don’t take for granted or kid yourself about how you project yourself.  Customers pick up very quickly on general attitudes of employees in businesses they walk into.  It gets down to that first impression thing again.  You either make it or you lose it forever.

Your place of employment has to mean something to you.  You have to be able to project a genuine sense of pride in where you work, whom you work for and whom you work with.  You have to be able to take that pride outside the workplace and into your private life so that friends and family can see it, feel it, and hear it.  If you don’t, how in the hell do you expect anyone else to?  How do you expect to instill any confidence or credibility to what you do?

The same holds true to the product you represent.  It has to mean something to you.  You must have pride in what you sell and it has to show.  You have to instantly generate excitement and enthusiasm or you’ll lose the person you’re talking to.

We’ve all experienced the salesperson trying to sell us something that isn’t excited, enthused, or proud of what they’re selling and who they represent.  It’s not fun and we usually walk away or look for an excuse to walk away.

Remember…customers feel the pride you have in yourself, where you work, and what you sell.  Make pride a large part of your personality at home and at work.  Even when you don’t feel like it, put on your ‘old instamatic grin’ and come to work to do the best you can every day.  Go for it!  Believe me…you’re going to be better for it in the long haul.  And do you know what else?

Dying is going to get a lot easier on your way to heaven!

 

 

       Web Site: Everybody Wants To Go To Heaven (but nobody wants to die!) Chapt. 4 & 5

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