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Success Tips Newsletter

  Eric

Quote of the week 

I took action on some of Eric’s advice and as a direct result have booked more in one area of business in the first two months of 2008 than I did in all of 2007. I didn’t realize how simple and powerful his insights were until I took action; despite a looming recession, I am going to have my best year ever in 2008. Thank you!

Eric M. Broadbent

Farmers Insurance Agent, St. Johns Arizona

 

Thanks for the kind words, Eric. - E. Albertson

 

March 5, 2008 

 

In this issue: Sally's last two tricks

by Eric Albertson

Word count:  459

Time to read: 2 minutes or less

Last week, Sally left us wondering

 What were the last two tricks that gave her peace of mind and a quick four years to retirement?

To refresh your memory, her first two tricks were

Sally knew her future hinged on getting a laser focus on her goals and developing a killer elevator speech. Those were her first two tricks. (As you know, a great elevator speech is designed to get this response: “Tell me more.”)

What’s a girl to do when the world says, “Tell me more”? 

Sally always did two things (her last two tricks)

1. She had a set of questions at the tip of her tongue that made people think, and that allowed her to close about 20 percent of her deals right then and there. Great questions separate the amateurs from the professionals in every business.

2. She had a marketing process that answered the eight key questions all buyers always have in the back of their minds. (None of her competition ever got around to answering them.)
Sally really never did much selling beyond her elevator speech
She had a great elevator speech, and it always seemed to elicit: “Tell me more.”

Sally rarely ever told them more… until later

When they said, “Tell me more,” Sally started asking questions. Some bought quickly, while 80 percent did not. Because of the questions, when Sally started sending them more information, they read what Sally sent.

Sally never did work hard, just really, really smart

She let the power of the drip do the hard work for her:

TOMA

(Copyright 2006 APGI: www.albertsonperformancegroup.com)

Sally, I’m ready to buy. Can we talk?

Every few days somebody was putting their hands up saying, “Sally, I’m ready to buy.” They had been reading the information Sally was sending in the mail, email, by fax and on the occasional teleseminar.

What the drip meant

Sally’s target market knew that Sally knew them, their problems and the outcomes they wanted. Sally had asked the right questions and had dripped back the right information. Sales were a breeze.

Sally used to work like a rented mule

At one point, all Sally said in her sales talks was “me,” “me,” and  “I” this and “I” that, and “Do-Do-Do.” Sally finally realized that nobody cared. The only things that mattered to her prospects were the pain they felt and the outcomes they wanted. They were all tuned into radio station WIIFM (“What’s in it For Me”?).

Sally’s turnaround and increase in wealth took only 150 days

Here is Sally’s timeline:

  1. 30 days working on her goals
  2. 30 days working on her elevator speech
  3. 30 days working on her questions
  4. 60 days building her marketing kit

It took Sally 5 months of relatively focused effort

In those five months, Sally got herself set up to make more money than she had made in the past 20 years. What are you going to be doing with your next 5 months? Really. Do you have a plan?

Just pass part of the audit

You saw the audit in a previous issue of this newsletter. Sally didn’t do it all. She just did the four things, above. Sally lived the 80/20 rule and has a very nice retirement because of it. More on the 80/20 rule in real life next week.

To your success,

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The next fast track course starts on April 9th at 1:00 P.M. Classes run for 90 minutes, and the course is for people who sell professional services. People such as consultants, financial planners, researchers, attorneys, CPAs and any type of advisor.

I will be sharing my tricks of the trade for enhancing margins while delivering greater value with less effort. As a no-cost bonus to all class participants, I will also be delivering a copy of each of my fourteen books.

Another thing: We won’t bill your credit card for the course until 45 days after it starts on April 9th. That way, you can make sure that this program is really right for you.

To get the 45-day delayed payment option and all 14 bonus books, you must register by March 21st at 5 P.M. No exceptions.

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Remember, you also get:

  • Our usual “no hesitation” refund policy.
  • Eight weekly calls with other professionals like you, who are committed to making more, while working less.
  • Dozens of book recommendations that Eric has selected out of the hundreds of books he has read.
  • Hundreds of tested and proven tips, tricks and techniques that will help you make more money in your professional service business.
  • A private web page with:
    1. Recordings of each class, so missing a class or two is no big deal.
    2. Your course workbook.
    3. The course PowerPoint slides, in PDF format.
    4. Examples from your class and previous classes that you can immediately put to work in your business to generate more revenue.
    5. Your copy of Eric’s new elevator speech book.
    6. An audio of Eric’s new elevator speech book.
    7. Other, as yet unannounced, bonuses.

 

Eric’s ability to distill critical information from complex sales concepts makes this book a must read. His ability to simplify the same makes it a quick read as well. If you are in sales or marketing, buy & read this book right now! 

- Bill Herr, sales manager
www.unica.com

[To instantly get your $49 elevator speech book] 

About Succeeding In Business

Succeeding In Business helps organization leaders and people who depend on commissions make more money while working less.

The principals at Succeeding In Business have generated billions of dollars of commissionable revenue, and we practice what we preach, every day. In many ways, reading this newsletter is simply getting a glimpse of our world as we help you and our clients succeed in business by making more, while working less. Succeeding in Business is about making money, having a life, and paying it forward.

 

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Eric Albertson
SucceedingInBusiness.com
250 SW Birdshill Road
Portland, OR 97219
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Email: eric@succeedinginbusiness.com

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