When researching successful people to write Think and Grow Rich, Napolian Hill discovered that they all practiced what he labeled R2A2. Whenever ANYTHING comes up on their life’s screen, they see it as a “lesson”, and they RECOGNIZE the principle within it, RELATE that principle back to their own life or business, then ASSIMILATE what they just learned, and finally APPLY it.
Recognize
Relate
Assimilate
Apply
When you practice R2A2 you learn and grow all day every day as a result of the things you encounter.
There are lessons EVERYWHERE for ANYONE and EVERYONE. You just need to think positively as you encounter the “Stuff of Life”.

“All speaking is public speaking whether it’s to one person or a thousand.”
-Roger Love

This quote reminds me that I am not placing enough effort towards selling copies of Public Speaking Made Easy. Pam Chambers sells them by the case loads. I should be doing the same. This is a great book and is written for EVERYONE. If you do not have your copy yet, you can order it in the “Books” section of this site.

Carsten Pedersen runs a $300,000,000 a-year, international company. He told me about something he has been doing as a result of a meeting he had with me in Miami a year ago. He said that he has been handing out copies of Retail Selling Made Easy to hie employees for a couple of years now, and when asking people if they read it, he always got a “Yes” reply.
Following our Miami meeting on “Real Managing” he made a change. Now, before handing out the book he opens it to a random page about 1/2 way through the book, and writes on one of the pages, “As soon as you read this, come see me and pick up $50.” It’s been shocking to him that he hasn’t paid out the $50 even once, although they have all told him that they read the book.
I asked him if he shows the note to them later, and he said, “No, I keep hoping that someday they will come across it.” I suggested that he start putting a “deadline date” on his note so that he could then call their attention to it at a later date, and hopefully impart the intended lesson. He liked that idea a lot. He said, “The more lessons we learn today, the fewer mistakes we make in the future”, and that “it is our responsibility as managers to impart as many lessons as we possibly can.”

The five minutes before you are supposed to be somewhere can be stressful or calm, and you get to decide which it will be.

Needless stress is unhealthy, yet too many people experience it by simply arriving someplace at the last minute or even worse, late.

Arriving at the last minute can leave you breathless, perspiring and stressed, with no time to mentally prepare.

When you arrive late your reputation is tarnished, and depending upon the situation, lost business as well.

When you arrive just five minutes early, those five minutes can be spent relaxing and preparing for what you are about to do.

I have this little “trick” I play on myself. I keep my watch five minutes fast. Although I have done this for many years, and I know well that it is fast, it still works. When I do arrive at the last minute (by my watch), I go, “Whew” and relax.

Try It! Life is too short to be stressed, and even shorter if you are.

And you think you have a tough job!
When I looked up from my computer and saw this, I thought, “Wow, what an easy job I have.”

Establishing Communication

In Retail Selling Made Easy I suggest to greet the customer quickly and then to ask, “Is this your first time in the store?” I have since added a question in front of that one that people love. Ask, “Do you live in the area?” This immediately infers that people living in your area shop in your store, thus the trust sale starts right away.

Whenever I enter a store I pay close attention to the all important words used by the salesperson to “get started”. Too many times those words go nowhere. A few that I hear, and don’t recommend are:

“Are you finding everything okay?”
“May I help you?”
“Is there something in particular that you are looking for?
“Let me know if you have any questions.”
“Feel free to look around.”

Keeping It Positive:

“No problem” is a double negative. Say, “My pleasure” or “You’re welcome” instead.
“I can’t do that”, or “We don’t carry those” or “I don’t know” are all “no - no’s”.
Instead say, “What I can do is…” or, “What we do have is…” or, “I’ll find out”.

Using The Telephone:

I hope that your store has a “live” person answering the telephone, but if not be sure that the message does not put the customer into “electronic prison” asking him or her to jump through hoops to get a question answered or to reach someone. Automated answering systems are rapidly finding thier way to the top of many people’s top 10 irritation lists.
Never answer with, “Hold on please.” If at some point you need to put a customer on hold, ask for permission to do so, and say how long it will be.

Little things can make a BIG difference when selling.

Ron kept sitting in this chair at the Honolulu Design Center saying, “I love this chair”. Today the INspiration delivery team brought it to Uraku Tower where Ron will now be sitting in it at home.

Mahalo Peter!

“You never get a second chance to make a first impression”

I have heard that quote attributed to so many people that I dare not say who first said it. I don’t think it needs a famous name to add credence to it. Everyone knows that it is true, but not everyone keeps it in mind at all times.

Work to be sure that the first impression you make is the one you want it to be. As unfair as it sounds, people will form an opinion about you within seconds after meeting you. All at once (or so it seems) they look you up and down, noticing your dress, jewelry, grooming, body language and facial expressions. This is one reason that clothing boutiques, jewelry stores and salons do so much business.

There is no profession where a solid first impression is more important than in sales. People will forgive the sloppy appearance of a new doctor faster than they will an unknown salesperson. The doctor’s credentials are framed on the wall, yours are not.

First impressions in the world of selling can be a two edged sword. When selling you must not only think about the first impression that you are making, but also be sure that your first impression of the customer does NOT influence your behavior. Most people have seen the movie Pretty Woman, and recall the mistake made by the salesperson in that posh Beverly Hills boutique.
One of my favorite quotes was made by Julia herself; she said, “Even I don’t wake up looking like Julia Roberts.” Chances are that you don’t either.
Put your best foot forward, a sincere smile on your face, and expect more success.

“If you have a question about sales, selling or customer service, post it here as a comment.”

Most people would like to live a longer, healthier life, but too many times the motivation to do something about it comes too late.

Please post any good ideas or references you have on this subject.