super success secrets stan billue

10 SUPER SUCCESS SECRETS of the

MEGA-BUCK SALES PROS (Finally Revealed)

Stan Billue, CSP www.StanBillue.com

FOREWORD: Mega-Buck Income Sales Pros are the elite, that very special group that comprise the top 5% of all Salespeople in the World. They produce 95% of the Sales that are made and enjoy a level of income and a lifestyle that most people would love to achieve. Until now, their Super Success Secrets have never been published, especially in one simple to read and easy to implement Book. The good news is that since Selling is a learned skill, virtually anyone has the potential to become a Super Star. Common sense dictates that the quickest and easiest way to become a Mega-Buck Income producer is to simply search them out and then emulate them. Talk like they talk, perform like they perform, use the very same words and phrases they use, copy their attitude and mind set, or in other words become a chameleon. For the last 34 years I’ve had the privilege of studying these Icons of the Sales Industry. I’ve brain-picked them and yes even trained many of them. In fact, I enjoy the reputation of personally training more 6 and 7 figures a year Mega-Buck Income earners than any other Trainer. During my 3 plus decades of research I learned that these Super Stars share many certain Traits, Habits, and even Skills. The majority of them utilize most if not all of the 10 Super Success Secrets, which I’ve identified in this Book. I will also share with you that I personally used all 10 of these Secrets to double my own personal Income each year for 5 consecutive years, before I became a professional Speaker and Trainer. If we’ve already met you probably know that I love to say; “no matter where you start, the fourth and fifth year get real exciting”. As you start reading you’ll quickly discover the 10 Super Success Secrets are a combination of transferable Skills and Techniques along with the Attitude and Mind Set needed to become a Legend in your Industry. If you have at least a basic working knowledge of Sales Skills and a burning desire to become great, any one these Super Success Secrets will increase your effectiveness, your Closing ratio, and yes your Income, by 20 to 400%, within weeks and even days.

Although some of these were originally developed and perfected by the top Phone Pros in the World, please rest assured that they also work with face-to-face Selling. I urge you to start by picking just One of the Ten and then implement it as often as possible, each day for the next week. Then the following week pick out another point and concentrate on that each day along with the one(s) from the previous week(s). Within 10 weeks, you’ll be at or near the top of the Mountain, you’ll be setting Sales Records, you’ll be the envy of your Peers, plus you’ll need a Brinks Truck to back up to the door each Pay Day. I encourage you to pay particular attention to the Bonus Chapter I’ve included called “Bumping for Big Bucks”. If you’re selling an Investment where your Prospect can start with a variable amount of money, you will increase your Order size and your commissions, by 20 to 50% OVERNIGHT by adding this Technique to your arsenal.

This material is the exclusive property of Stan Billue, CSP and may not be duplicated in any manner.

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“If you’ll work at Selling for the next 5 years like most people WON’T, you’ll be able to live your Life like most people CAN’T.”

CHAPTERS: [1] ENTHUSIASM [2] DEVELOP YOUR POTENTIAL [3] BECOME A PERFORMER [4] BE JEALOUS OF TIME [5] SET GOALS AND HAVE A PURPOSE [6] HAVE FUN [7] DEVELOP A POSITIVE EXPECTANT ATTITUDE [8] MAKE YOUR CUSTOMER A STAR [9] DEVELOP A MARKETING NICHE [10] THE BEST PROSPECTS IN THE WORLD BONUS CHAPTER: Bumping for Big Bucks


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[1] ENTHUSIASM Selling in its most simple form is nothing more than a transfer of feelings. The single most important Skill in Communicating, Negotiating, and Selling, is to be Enthusiastic. Yes, it’s more important than Sales skills, or Listening skills, or even Product knowledge. Enthusiasm is a sign of belief that your Prospects and/or Customers can sense and feel. If you can get them as enthusiastic as you are about your Product or Service, they will want it. The more excited you are about what you’re offering, the more excited they will become. Always remember that the last 4 letters are IASM, which can stand for “I Am Sold Myself”. Have you ever been around a person who loves what they do, they are so excited and enthusiastic that you start to get excited? Of course some people don’t believe in Motivation because they say it doesn’t last. Neither does a Bath or a Shower however it’s a good idea to take one everyday. If you can’t get excited about each and every day of your Life, try missing a day sometime. Always remember that as we go through Life we have 2 distinct choices: [1] We can reach down and pull people up to our level of enthusiasm. [2] They will reach up and drag us down to their lack of enthusiasm. So how do we develop and maintain a high level of Enthusiasm from the moment we start each workday to the very end? One simple shortcut is to pick out and start using a Magic Word or Magic Phrase. You’ll have the opportunity to use it 50 to 200 times a day when people ask you; “How you doing?” or “How’s it going?” or “Wass up?” Instead of giving them a normal answer like; “Not bad for a Wednesday” or “Fine” or “OK I guess”, we can respond by using our Magic Word or Magic Phrase. Instead of whining at people, we can say; “Great” or “Super” or “Getting better by the minute” or “If I was any higher on life I could go Duck hunting with a rake”. I also urge you to put some money where your mouth is by telling everyone what your new Magic Word or Magic Phrase is, and tell them that if they ever ask you how you’re doing and you don’t respond correctly, you’ll pay them a nickel or a dime. Then, over the next few months, work your way up to a $1, and then $10, $20, and even a $100 Bill. This is called discipline and it will force you to “walk the talk”. Here are the phenomenal results you will enjoy by using a Magic Word or Magic Phrase. [1] It will give you something to live up to. If you tell 100 people a day that you’re “Great”, how could you now be negative? You’d be one of the biggest hypocrites in the Company. [2] We will start to believe it. Since the sub-conscious mind does not have the ability to doubt or reason, it believes everything we program into it. If we tell ourselves that we are “Great” 50 to 200 times a day, after just several days we actually start believing that we are great. [3] We will drive people nuts. You’ll be amazed at how many of your friends, neighbors, and relatives will start to ask you; “What are you so happy about?” or “What are they putting in your water down at work?” Many of them will actually start to become jealous or envious because “misery loves


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company”. When you start to become happy, motivated, and positive, you will quickly become a threat to them and neither one of you will be comfortable being around each other any longer. That’s actually good, because those people weren’t really the President of your Fan Club. You might know that my word is “FANTASTIC” and I’ve had a standing offer since 1977 that if you ask me how I’m doing and I don’t say “FANTASTIC”, I will pay you a real $100 bill. I’ve only been caught 6 times so your odds aren’t very good, but please keep asking me because it forces me to stay sharp. Of course I also drive people nuts with that word and they often ask; “Don’t you ever wake up Grumpy?” Heck no, I let her sleep. That brings us to the next point, which is to only associate with Winners and not the Whiners of the World. I’m sure you know the type of person I’m referring to. You hate to ask them how they are doing for fear they might actually tell you. Some people call it “Stinken Thinken”. If you have lunch with, or even take breaks with whoever is at or near the bottom of the monthly production chart, what do you hope to learn? Granted, I guess you could learn “what not to do”, however why not hang with the Top Pros? Watch them, study them, listen to them, and even brain-pick them. Always remember please don’t go for advice from someone that wants to be as miserable as you do. I’m probably different than most Speakers who believe that everyone should have a great Attitude everyday. Folks it’s OK to have a bad Attitude once in awhile because the World always needs a few people to serve as Pitiful Examples. Seriously, please don’t allow, or even encourage these people to dump their Garbage in our heads. How many times has one of them said something like; “Did you hear what happened to so and so?” If you ask to hear the details you’ve just invited them to dump garbage into your mind. If you’d like to disassociate yourself from the Whiners of the World, the next time one of them says; “Did you hear about so and so?” stop them dead in their tracks by saying; “No I didn’t but before you tell me is it something that will make us both feel better, help us have more fun, and help us make more money?” Believe me, they will take their Garbage someplace else. If you occasionally run into the person who always wants to talk about all of their trials, troubles, and tribulations, you can also stop them from dumping by saying; “I read the other day that believe it or not, 50% of the people we tell our troubles to, could care less, and the other 50% are actually happy that we’re so miserable. Now, what did you want to talk about?” This won’t make you real popular, however it will sure chase away the negative individuals in your life.


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[2] DEVELOP YOUR POTENTIAL It’s possible that being a Salesperson isn’t really your “calling” in life. Possibly you’re only doing this until something else becomes available. That’s fine except don’t allow that to be an excuse to be “average” or just be good enough to get by. Whatever you do in life, make the commitment to become the very best that you can become. In other words, become a Master of your Craft. I’ve met a ton of Salespeople that have been in Selling for 5 or 10 years however they don’t have 5 or 10 years experience. They only have 1 year’s experience 5 to 10 times over. Unfortunately somewhere around the end of the first year they quit growing and stopped learning and fell into a comfort zone. In fact, they’re still using the same Words and Phrases that have been around the Sales profession for so long and they’ve been so over-used and abused, that they actually turn Prospects and/or Customers off. Those of you who have either met me or know of my background realize that my Mentor shared with me that if I studied any one Subject one hour a day, 5 days a week, within 5 years I would be a World Expert in that one Subject. I picked Selling and more particularly, Communicating, Negotiating, and Selling over the Phone. Here are the shortcuts that I did during that one hour a day. [1] First, Become a CD Junkie. Start listening to every CD you can about Selling, Negotiating, Communicating, Listening, Speaking, etc. It’s been proven that we absorb up to 95% of a spoken word, which is heard 16 to 21 times. Of course if you prefer reading, please do. The key is to be willing to learn at least one new skill, technique, choice of words, or idea each and every day. [2] Second, Start brain-picking top Sales Pros. Call a different Company each day that advertises any type of Investment and ask to speak with their top Broker. Pretend that you are a Prospect and have them Qualify you, make a Presentation, and even handle your Objections. Listen and learn from their delivery, enunciation, pronunciation, pacing, skills, techniques, choice of words, attitude, etc., even if it’s what not to do. [3] Third, Record and Critique at least one Phone Call a day. This is the fastest way possible to become a Super Star in record time. Listen and identify just one thing that you could have done better and write it down on an Improvement List to keep on your Desk. On every Call, try to improve on that one item. When you listen to your next Tape, again identify just one item and add it to your List. After several days you’ll discover that you have improved dramatically in at least one of the areas so you can draw a line through that item. This becomes a never-ending List of items that you are consciously working at improving on a daily basis.


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[3] BECOME A PERFORMER Please appreciate that Prospects and Customers want to be entertained. They don’t want to be bored by someone who is only educating them. They would much rather talk with and listen to Sales Pros who are Exciting, Dynamic, and Enthusiastic, rather than boring. They want and need more than just the facts and figures in order to make a decision. Granted they need the features to back up their decision, however the decision making process is pure emotion, and not common sense, logic, or rational. A quick note of caution would be to learn how to sell with emotion without getting emotionally involved. First, work at developing your Voice. It’s a magical musical instrument that can be played in at least two octaves. There are even voice exercises that will permanently lower the tone of your voice. Learn to raise your volume to make a point or speak quietly to create a little mystery or intrigue. Most importantly, learn to listen and adapt your style of speaking to closely mirror your Prospect or Client. Be willing to be a chameleon and either slow down or speed up to match their speaking style. It’s called Pacing and it’s absolutely critical to your success. I know we wouldn’t say this, however when we refuse to Pace ourselves, we might as well be saying this to a Prospect or Client; “Before I get all cranked up, I need to tell you that I talk to everyone exactly the same way. If you feel comfortable with that, fine. If you don’t, I don’t really care.” None of us would ever dare say that however we imply that each time we refuse to listen and adapt to their style of speaking. When we mirror their speech pattern, 95% of people will have no idea that we’re doing it. All they know is that they feel extremely comfortable communicating with us. Needless to say if they speak slow and you speak fast, you’ll be a threat to them. On the other hand if they speak fast and you speak slow, you might put them to sleep. Please appreciate that these are Communication Skills that will help you become more proficient, no matter what your calling is in life. You can educate Prospects all day long and all you end up with will be a bunch of educated Prospects. Learn to put the emphasis on one or two words in each sentence that will stand out and be remembered even if the Prospect misses the rest of the words. Either raise or lower your volume on those words, or repeat them, or pause just before or just after the words. I’ll go so far as to suggest that if you can’t find one or two words in each sentence that should be emphasized, the sentence probably isn’t needed. Some people have to work on their diction, enunciation, and pronunciation, to be better understood. In fact, if you will practice slowing down to the point where you are pro-noun-cing li-ter-al-ly e-ve-ry syl-la-ble of e-ve-ry word, once you get it down that good, you can speed up to bursts of about 480 words a minute and still be completely understood because you are still pronouncing every syllable of every word. It’s interesting because the #1 fear of people is not falling off a Building, or drowning, or anything traumatic like that. The #1 fear people have is Public Speaking. I challenge you to join Toastmasters or the National Speakers Association, or at least get up in front of a few Kids and teach Sunday School. Through the years we’ve found that once you overcome that fear of Speaking in Public, you’ll never ever be intimidated by a Prospect or Customer for the rest of your life.


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The bottom line is that we need to sound different than, more interesting than, more creative than, more exciting than, more entertaining than, the other 95% of the people trying to sell them something or at least communicate effectively with them. And by the way, if you do Business face to face, never look someone in the eyes. I know we were all taught to keep eye contact, however some people have the ability to look right through you and/or intimidate you. From now on, look directly between their eyes at the top of their nose. It will appear that you are keeping eye contact but you really aren’t. Here’s another Advanced Tip. Learn to make the word sound like the word, and here’s what I mean. Go to the Dictionary and highlight descriptive words, adverbs or adjectives, or whatever they’re called. Then practice making the sound of that word and eventually adding the facial expressions, and yes, even the body language to go with it. If you say “Exciting” make it sound “Exciting”, etc. Some pros even go to school to learn accents or dialects so they can help their Prospect or Client feel more comfortable. And by the way, the best accent is a true English accent, from Britain, Australia, or South Africa, because they are mesmerizing to listen to. The second best is a good old southern drawl, because it’s very relaxing and non-threatening. Next, work at developing your language. We are blessed with the most beautiful and descriptive language in the World, yet we butcher it something terrible. We continue to use worn out phrases like; “How are you today?” that’s been around for so many years that it actually turns people off. Why not say; “Can you hear me OK?” or “Am I pronouncing your name correctly?” We use too many words such as; “The reason I’m calling is” instead of just telling them. Why not say; “I’m calling to introduce myself and share something very important that I knew you would want to know about”. We say things like; “Let me ask you a question” instead of just asking it. We use weak, weasel, and whiney words such as; “I’d like to ask you a couple of questions if that’s all right”. Why not say; “I need to gather some brief information so I can determine how best to be of service to you, fair enough?” Instead of using a negative word like; “I’d like to take a few minutes of your time”, please appreciate that no one wants you to take anything from them. They might be willing to invest or set aside a few minutes to learn about something that could benefit them, but they don’t want you to take anything from them. Probably one of the worst words is “think”. We invariable say things like; “I think you’ll really like this” instead of “I know you’ll really like this” or “I feel confident that you’ll really like this.” The worst possible use of the word “think” unfortunately is part of most Salespeople’s Closing arsenal, and in fact it’s their favorite Close, which is “Well, what do you think.” 9 out of 10 times when you ask that dumb question you’ll get this in return; “Well, I think I want to think about it some more.” Please be willing to learn 5 or 10 Closes and at least replace the “Think About It” Close.


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If nothing else, at least use Trial Closes like; “How does this look?” or “Based on everything we’ve discussed, how does this sound?” or “Does this feel good?” By the way, Trial Closes are great because they only ask for an opinion, however if they give you a strong enough response, you’ve just made your Sale. Also avoid using Buzz Words specific to your Industry, unless the other person uses them first which is an indication they know what they mean, or unless you’re willing to stop and explain the meaning. Whenever we use a word or phrase that the other person does not immediately recognize, we loose them mentally for the next 10 to 20 seconds while they’re trying to figure out what it meant. Constantly be looking for emotional Words and Phrases to add to your repertoire. Invest some time with a Dictionary and Thesaurus and learn at least one new descriptive, emotional, or power word a day. During my 15 years as a Trainer and Speaker, I was always asked for my personal collection of power-packed and emotional words and phrases. This is the first time in history that I’ve ever released “my personal stash”. Here are some examples of Motivating Words: Absolutely Amazing Approved Attractive Authentic Bargain Beautiful Better Big Colorful Colossal Complete Confidential Crammed Delivered Direct Discount Easily Endorsed Enormous Excellent Exciting Exclusive Expert Famous Fascinating Fortune Free Full Genuine Gift Gigantic Greatest Guaranteed Helpful Highest Huge Immediately Improved Informative Instructive Interesting Largest Latest Lavishly Liberal Lifetime Limited Lowest Magic Mammoth Miracle Noted Odd Outstanding Personalized Popular Powerful Practical Professional Profitable Profusely Proven Quality Quickly Rare Reduced Refundable Remarkable Reliable Revealing Revolutionary Scarce Secrets Security Selected Sensational Simplified Sizable Special Startling Strange Strong Sturdy Successful Superior Surprise Terrific Tested Tremendous Unconditional Unique Unlimited Unparalleled Unsurpassed Unusual Useful Valuable Wealth Weird Wonderful Here are some examples of Conservative Words and Phrases: No Nonsense Precise Individualized Established Responsive Do-a-ble Straight Forward Fail-Safe Complete Pragmatic Flawless Proven Winning Down to Earth Noteworthy Definite Stable Step-by-step Shrewd Practical


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Dependable Trust Worthy Timely Nuts and Bolts Tested Simple but Effective Real-Life Elegant Clear Cut Personal Comprehensive Preeminent Enhance Safe Significant Savvy Self-Evident Measurable Hands-On Now for some of the better Aggressive Words and Phrases: Dramatic Hard-Hitting State of the Art Profitable Blink of an Eye Extraordinary Inevitable Formidable Innovative Unprecedented Sweeping New Critical Winning Competitive Energizing Hard Headed Jam Packed Improve Exclusive Valuable Heavy Duty Ultimate Penetrating Indisputable Bona Fide Stunning Eye-catching Definite Tremendous Provocative Original Immediate Gratification Satisfaction Sensational Latest Monumental Trail-Blazing Instant Automatic High Tech Imperative Tough Fresh Exhilarating Full Complete Expanded Thought Provoking One and Only Strategic Unforgettable Special Unbelievable Disguised Perfect Crucial Critical And last but not least, ALWAYS STAND UP WHEN MAKING A PRESENTATION.


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[4] BE JEALOUS OF TIME First and above all else, Mega-Buck Sales Pros are extremely jealous of their time. When they work, they concentrate at working and when they play, they concentrate on playing, and they rarely mix the two. Please appreciate that we are all blessed with 1,440 minutes each day in our Time Bank and it’s up to each of us to invest our time wisely or waste it foolishly. I will challenge you to start identifying the “Time Wasters” in your life on a daily basis. Of course a big one is that studies show that the average person watches about 2 and a half hours a day of the Boob Tube. Granted there should be time in our life for entertainment and relaxation, however maybe we should be a little more selective on what we’re watching. Will the TV program make us feel good, will we learn something, does it have a subject that we can have a family discussion about later, or is it negative trash that serves absolutely no positive or constructive purpose? Why not set a Goal to cut your TV time in half and find some new ways to spend quality time with your significant other and/or family, or do some volunteer work, or invest that newfound time in learning and growing. I encourage you to have a sign in your work area that says; “Is this making or costing me money?” The next time you’re on a personal call, or kibitzing with someone in the Office, simply look at your sign and remind yourself why you are there. Also, keep track of dials, contacts, mail outs or appointments, callbacks, results, etc. Determine your numbers and percentages and then improve slightly each week. Here’s a neat way to end up with at least 5 extra weeks per year. It’s been proven that the average person wastes at least 6 minutes an hour. That might be starting to work a little late, leaving a little early, taking too many long breaks, personal phone calls, shooting the breeze with fellow employees, day dreaming, etc. I personally believe 6 minutes an hour is a gross understatement, however let’s agree that it’s accurate. If we work an 8 hour day, that’s 48 minutes. A 40-hour week adds up to 240 minutes, which is 4 hours. Assuming we work 50 weeks a year (2 weeks off for vacation), that adds up to 200 hours, which equals 5 complete 40 hour Work Weeks. Amazing but true. If you want an extra 5 weeks of production per year, simply identify at least 6 minutes an hour that you presently waste, and put them to good use. Here is an awesome Technique that will save you tons of time by being able to reach twice as many people in half the time. Never, ever, stay On Hold for more than 20 seconds. Immediately hit Redial and when the Operator answers again you say; “I was holding for (name) and got disconnected.” Notice that I didn’t say how I got disconnected, only that I had. Many times she will now apologize and try to connect your Call next. In addition, when they tell you that your party is on the Phone and ask you if you want to Hold, always ask; “Will they know I’m On Hold?” A high percentage of the time they will now say something like; “Well no”. Then why in the World would you want to stay On Hold? Another great Technique is Paging. If the Secretary says; “I’m sorry I don’t see him in his Office”, please listen closely because she didn’t say he was out of the Building or out of the Country. You simply say;


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“I understand, please page him and I’ll hold”. If that’s too strong, you can always ask a question instead, such as; “I understand, is there any way you could Page him for me?” If you call for someone and you get connected to their Voice Mail, immediately hit “O” and most of the time you’ll get an Operator. At that point you say; “Hi, I was trying to reach Mr. Big live and in person and all I got was his Voice mail. Would you Page him for me?” If they really aren’t available, always find the best possible time to try and call back by using a Technique called Layering, which is asking a Question over and over until she gets it right. Examples would be: “When would be the best time for me to try later today?” “If you could guess, what time?” “Who do we need to check with to find out?” “Does he have any regularly scheduled Meetings I should avoid?” Another variation is ask to be transferred to someone else in the Prospect’s Department. The Operator may actually be on a different Floor and has no idea where your Party is. However someone who works right next to them might know. Here are some great ideas on becoming more organized. Realize that Organization is a learned skill. Let’s start with your Office or Work Area and break it down into 3 basic Steps. [1] Analyze your current situation by asking yourself: What’s working? This is important because you don’t want to change things that are successful. Then ask what’s not working? Determine everything that takes extra time, money, and/or effort to accomplish. [2] Strategize what is essential for your Office and is it the most efficient. Should your phone have a headset or better headset? Should you update your Fax machine or Printer or possible get a model that does both? Should you update or improve your Computer and install better Software? Look at your Files and piles of stuff that should be filed. Look at your storage area and how it could be improved. Budget what you can afford to do in steps that will help you improve your effectiveness in the quickest amount of time. [3] Finally you Attack. However before you do decide the benefits of getting more Organized. I realize this may sound insignificant, however we all need to know the rewards and benefits before it will ever cause us to take action.


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[5] SET GOALS AND HAVE A PURPOSE Unfortunately, less than 3% of the World’s population can show you at least one well defined, written down Goal. Granted, they may have some floating around in their Head, however until you put it in writing, it’s only a Dream or a Wish. Goals give us a direction and they allow us to live our Lives by design instead of by default. Always remember that if We Fail to Plan, we are Planning on Failing. Have you received a delivery this month from J.C. Penney? Probably not if you didn’t order anything from J.C. Penney. It works the same in Life. We have to Order something before we can expect to receive it. Of course, many people don’t set Goals because of the Fear of Failure. My gosh what if you don’t achieve a Goal? Does that mean you are a failure? Absolutely not, in fact just the opposite is true. Let’s analyze that for a few minutes. Let’s say that you’re fairly content with your life and lifestyle and you do try to accomplish just a little bit more and fail. What’s the worst that has just happened? You still end up where you were, which was back with your fairly content life and lifestyle. Here’s how to set and achieve Goals. First make a Want List of all of the areas in your Life that you want to improve in or things that you want to accomplish. This could include your Health, Wealth, Spirituality, Relationships, and even your Attitude. Next, put them into the proven 4 Step Formula. [1] Aim. (Be specific in writing your description of your Goal or end result). [2] Claim. (Put it into the “now” by using the words “I am” instead of “I’m going to” or “I will”). [3] Proclaim. (Read them out loud at least twice a day). [4] Obtain. (Aim, Claim, Proclaim, and you will Obtain them). You should set some long term Goals that are 1 to 10 years out, some mid term Goals which are 1 to 12 months, and some short term Goals which are a few things that are most important to you in the near term or during the next few weeks. For Short Term Goals: Let’s say you want to develop better eating habits, your Goal might be: “I am becoming healthier by eating nutritional foods and avoiding junk food.” If you want to become a better listener, your Goal might read: “I am listening more intently and showing a sincere interest in people.” Again, these are a form of a Positive Affirmation, which in turn is a form of Goal setting. For Mid Term Goals: (1 to 12 months out) If you want a new Car within 6 months, you would write down: “I am owning a (be specific as to the year, model, color, and options, etc) on or before February 10, 200_.” Let’s say you want a new Wardrobe before the Holidays, you would write down: “I am setting aside $1,000 for a shopping spree for myself on or before December 10th.” For Long Term Goals: (1 to 10 years out) Let’s say you want a larger Home within 3 years, you would write: “I am building (or owning) a beautiful new home (be specific as to the details) on or before August 10, 200_.”


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Besides reading your Goals out loud at least twice a day, you should also put up pictures or posters of the Car you want to own, or the Trip you want to take, or the Home you want to live in, which helps with visualization. Remember that our Subconscious mind does not have the ability to reason or doubt and believes everything we program into it. It’s also interesting to realize that the most important part of Goal setting is not hitting or achieving each and every Goal, on or before the Due Date. The real value in Goal setting is the person we become in reaching out for a bigger piece of the pie or more abundance in life. If you have a significant other, please include some Goals for him or her so that you can depend on them for support instead of criticism. And finally, in case you occasionally miss a Goal, don’t allow it to destroy your life. It’s simply called Target Error, which was caused by either some circumstances beyond your control, or possibly you were a little over zealous when you originally set the Goal. In addition, there is an enormous power associated with having a Purpose. Why are you here? Why were you put on this great Earth? In other words, what is your Purpose in Life? When I first heard about having a Purpose, I probably had the same reaction that 99 out of 100 people have, which was “huh”? First, realize and appreciate that you were put here for a Purpose and not just to survive. We’ve all been given some great talents and unfortunately the great majority of people go to their grave without ever developing that talent or worst yet, even discovering what it was. Everyone is good at something (and could be great at it) and it’s critical that we all take the time necessary to determine what we could excel at. It might be Writing, Painting, Gardening, Decorating, maybe we’re great with Animals, maybe we have a knack for solving Problems, maybe we have a Photographic memory, maybe we have the ability to Teach, etc. Once you discover your natural talent that was given to you, realize that you can turn it into something of incredible value by investing some time everyday to get even better at whatever it is. Then set yourself a 5 to 10 year Goal to make as much money as you can in Sales so you can pursue your true Love or Purpose in Life. This in turn will give you the drive and motivation to do the very best you can, every hour of every day. In other words, allow this great Sales profession to be a means to the end. I’ve always considered myself very fortunate because I came up with a purpose in July of 1977 that has served me well all of these years, which is: “To become the best I can become and help other people get more out of their lives.”


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[6] HAVE FUN This is one of my favorite subjects because for my first 34 years, I didn’t have much Fun. Oh sure, sometimes something around me would happen that would be Fun that I could watch or even participate in, but I didn’t have Fun everyday, until I learned it was up to me to work at it and create Fun everyday. Now I work at having Fun everyday of my Life. A great idea is to make a List of things that you enjoy doing and then do them more often. Remember the neatest weekend you ever had and then duplicate it or better yet, top it. Always have a Mirror on your Desk or at least a 3 x 5 Card that says “Smile” and work at projecting that Smile over the phone or whenever anyone comes around your work area. You might even keep a picture of something or someone on your Desk that makes you smile every time you look at it. This could be a picture of your significant other, your Kids, Grand Kids, or a beautiful Sunset or Sunrise from a trip or vacation. Speaking of Sunrise and Sunsets, please start to experience them. Most days our Creator paints a magnificent masterpiece twice a day in the sky and it’s amazing how few people ever take a few minutes out of their hectic day to appreciate that beauty. A great idea to have more Fun while you’re on the Phone is to have a Stuffed Animal on your Desk. That way when you’re on the Phone with someone, you can talk to them and your Stuffed Animal at the same time. You can reach over and Stroke it if you want to, if you get a little irritated you can Whack it upside the head, and if you get real mad, you can Drop Kick it across the room. The key is that you’ll be taking out your frustration on the little Stuffed Animal instead of letting it build up inside. When I do Consulting work with major Corporations they always want to talk about raising Productivity and lowering Overhead and I blow their mind by teaching them to include another Subject in their meetings, which is “What are we doing this week to have more Fun?” Invariably with improved morale they end up accomplishing all of their other Goals so much easier. When I’m asked what makes a great Salesperson, I teach Managers and Recruiters to look for people with the 3 “W’s”, which are Weird, Warped, and Wacko. Believe me the more Weird, Warped, and Wacko you are, the more success you will achieve in Sales. A few years back we did a survey of Customers and asked them if they would rather do Business with someone who was all facts and figures or someone who was Fun to work with. The overwhelming majority said they would rather do Business with someone who was smiling, who enjoyed themselves, and who had Fun at their Job. Another Word for a Fun loving person could very well be Personality. Work at smiling, work at laughing, and work at enjoying what you do, until it starts to come naturally. It’s a great example of “Fake it until you Make it.” Start to do something crazy or off the wall everyday. An Example might be the next time you go through a Toll Booth pay your Toll plus the Toll for the Car behind you. When the attendant tells that person that you paid their Toll, they’ll spend miles chasing you trying to figure out if they know you. A great way to stay pumped all day, particularly if you are faced with a ton of rejection, is to yell the word “YES” after every negative phone call. It’s a way of reminding yourself that you have one less sick and demented person to talk to before you get to the next Buyer. I’m even going to have Fun at my own Funeral. That’s right. My Will states that I will have a Closed Casket Funeral because I want my Creditors to walk by and wonder if I’m even in there.


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[7] DEVELOP A POSITIVE EXPECTANT ATTITUDE There’s an old saying; “Those who fear the worst are seldom disappointed.” How true that is. Unfortunately the average person actually uses up to 5 Negative Affirmations every waking hour, to program themselves for failure each day. If you pay close attention, you might start noticing yourself saying things like; "This is so hard" or "I can't do this" or "I never have enough time to get stuff done" or "I can't ever remember names" or "I'm such a klutz" or "I always catch a Cold this time of year" or "With my luck I'll probably mess this up." Since the Sub-conscious mind does not have the ability to doubt or reason, it totally believes whatever we program into it. If you look outside tomorrow morning and it's overcast and you say; "What a crummy day", the subconscious doesn't know you're only referring to the weather. All it heard was the programming of the day, that's it's going to be crummy. From now on every time you hear yourself using a Negative Affirmation, I urge you to stop, even if it's in mid-sentence. Then, work at replacing them with Positive Affirmations. The quickest and easiest way to develop a Positive Expectant Attitude is to read these Positive Affirmations out loud at least twice a day. I guarantee that within a week you’ll find that you have a dramatically new and improved Attitude about your Life. I'M SO STRONG THAT NOTHING CAN DISTURB MY PEACE OF MIND. I'M TALKING HEALTH, HAPPINESS, AND PROSPERITY TO EVERY PERSON I MEET. I'M MAKING ALL MY FRIENDS FEEL THAT THERE IS SOMETHING IN THEM. I'M LOOKING AT THE SUNNY SIDE OF EVERYTHING and MAKING MY OPTIMISM COME TRUE. I'M THINKING ONLY OF THE BEST, WORKING ONLY FOR THE BEST, AND EXPECTING ONLY THE BEST. I'M JUST AS ENTHUSIASTIC ABOUT THE SUCCESS OF OTHERS, AS I AM ABOUT MY OWN. I'M FORGETTING THE MISTAKES OF THE PAST AND PRESSING ON TO THE GREATER ACHIEVEMENTS OF THE FUTURE. I'M WEARING A CHEERFUL COUNTENANCE AT ALL TIMES AND GIVING EVERY LIVING CREATURE I MEET A SMILE. I'M GIVING SO MUCH TIME TO THE IMPROVEMENT OF MYSELF THAT I HAVE NO TIME TO CRITICIZE OTHERS. I'M TOO LARGE FOR WORRY, TOO NOBLE FOR ANGER, TOO STRONG FOR FEAR, AND TOO HAPPY TO PERMIT THE PRESENCE OF TROUBLE. Next, you can learn how to eliminate Worry, because it causes Stress. Sit down and make a “Worry List”. That’s right, I want you to write down everything you worry about, including Bills, Relationships, even any personal or professional Situations. The first thing you’ll notice is that sometimes these things don’t look quite as serious when you see them in writing. The second thing that just happened is that you’ve flushed out these Negative Thoughts and cleared your Mind. Now it can start to come up with some creative solutions to your Challenges.


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If you study this List carefully, you’ll soon discover that 40% will probably never occur, 30% has already taken place, and another 20% is going to happen and there probably isn’t a darn thing you can do about it. If you do the math that only leaves 10% that you need to worry about in the future. Consequently, you should now set aside a certain time each day when you’re going to worry for 10 minutes. You heard correct. Just 10 minutes a day is all the time you will need to worry about the remaining 10%. After several weeks you’ll even discover that you can now skip a day or two here and there and eventually get to the point where you are only worrying once a week. Wow, won’t that be great?


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[8] MAKE YOUR CUSTOMER A STAR First of all realize that the average person would rather talk about him or herself then hear about the 10 most famous people who ever lived. In fact, there are 3 things that people care about the most, which are Themselves, their Job or Career, and their Family. Train yourself to be a great listener and show a sincere interest in your Prospects and Customers. This is the easiest and quickest way to develop Rapport. They will end up “buying” YOU and whatever you represent will go with that Sale. Here’s a few Great Sayings to remember. “To be Interesting, you have to be Interested.” “Make a Friend and then Make a Sale.” “They don’t care how much we Know until they Know how much we care.” The Mega-Buck Producers will readily admit that the Sale is actually made during Qualifying. This is when you gather the information you need in order to complete the Sale. Although you might believe you are a good listener, most of the time people only hear words and noises and rarely do they intently listen. You see people are normally too busy thinking about what they are going to say as soon as the other person is done talking. I urge you to develop your listening skills in 3 Critical Areas: [1] What they say [2] How they say it [3] What they really meant Of course, if you’re not sure, ask them. The best way to Qualify is to use Instructional Statements. I understand that in Selling 101 we learned about Open and Closed Questions and that Open ones were better since they usually give us more information. However if you need to find out 5 to 10 things during Qualifying, it can end up sounding like a FBI interrogation. Instead, start to use Instructional Statements which are less confrontational and much more conversational. Start using; “Tell me about . . .” and ”Share with me . . .” and “Fill me in on . . .” to name a few. In addition, please realize that these Prospects and Customers have probably been Qualified by many other Salespeople, all of which ask for the same basic information. Through the years many of these Prospects have developed “Scripted Answers” to these “Scripted Questions”, which aren’t always the whole truth and nothing but the truth. The simple way to get them off of their “Script” is to start using Continuation Phrases. Each and every time they answer a Question or Instructional Statement, before going on to the next subject, try saying; “Go on” or “Tell me more” or “And then what happened” or “Please continue”, etc. Whatever they say next to explain, justify, or enhance their initial response is the now truth. An advanced technique is to listen for and use the other person’s Favorite Words and Phrases. The average person uses an average of 3 of their Favorite Words or Phrases during each minute of talking. These will be Words of Phrases that we recognize however they aren’t necessarily part of our


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everyday vocabulary. Write them down and the next time you talk with them, feed back their Favorite Words and Phrases. If you ask someone what amount of extra Money would improve their lifestyle and they answer with; “$400 or $500 a month would sure keep the wolves away”, when you are doing your Presentation you would say; “Most people feel that an extra $400 or $500 a month would sure keep the Wolves away, how about you?” 99% of the people that you use this advanced technique with will have no concept what is going on. All they know is that they are starting to feel extremely comfortable with you. Why? Because you’re talking their language. If you’re selling any type of Investment, it’s absolutely critical that you determine their Hot Button. Oh sure you can open some New Accounts without knowing it, however the odds are that you will never do a bunch of repeat business with them unless you know what they are trying to accomplish with their hard-earned dollars. A phenomenal technique to use is the “Banker Question”. You’ll need to change the actual amount depending on the Income and Net Worth of your Prospect, however here’s how it goes; “Let’s pretend for a moment that your Banker called you tomorrow morning and said that someone had just put $50,000 in your Bank Account and it’s all yours, tax-free, however there is a catch. You have to spend every penny by 5 o’clock tomorrow or you loose the entire amount. You can’t save it or invest it and you have to go buy something. Now imagine for a minute that you have $50,000, tax free, all your bills are paid and you have to go buy something. What’s the one thing you’ve always wanted to buy for yourself or your family?” It might be a Boat, a Cruise, a getaway Home in the Mountains, etc., however whatever they say, you simply say; “Tell me about it.” and listen. They will now describe it in great detail because that’s really what they want to accomplish. You’ve just discovered their Hot Button. Another advanced Technique when selling Investments is to ask if they consider themselves to be Conservative or Aggressive. Notice that I didn’t say; “are you”. Always ask if they “consider” or “see” themselves as being Conservative or Aggressive. It’s almost like asking someone if they want you to use Conservative words and phrases or Aggressive ones. Do a little homework in the Dictionary and write down every Conservative and every Aggressive word you can find. As long as it legally fits to describe your Product or Service, use as many of them as you can from the appropriate List. Or you can cheat and use the Lists in Chapter 3.


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[9] DEVELOP A MARKETING NICHE The very best in the Sales profession have learned that they make their Biggest Money by keeping their conversations and presentations as simple as possible and a great way to accomplish that is by talking with a group of people with some common areas of interest. It’s called Niche Marketing and here is how it works. Each time you come across a big hitter (a Whale) always find out 3 things: [1] What Associations, Organizations, and/or Clubs do they belong to. [2] What Trade Shows and/or Conventions do they attend specific to their Industry. [3] What Newsletters and/or Magazines do they subscribe to specific to their Industry. If you have any interest at all in this particular Subject, immediately start reading up on and get familiar with this Industry. This would include the Buzz Words and Terms specific to that Industry. Next, you would try to get Membership Lists of the Groups, and Attendee Lists from the Shows, and Subscription Lists from the Magazines, etc. It’s very possible you might determine it’s in your best interest to join these Groups, and/or attend or even Speak at their Shows, and/or Advertise in or even write some Articles for their Publications. Any of these ideas can give you tremendous exposure as well as start to establish you as an Expert on your Subject. Then start to determine the Key players within that Industry and go after them. In a short period of time you’ll be able to start “dropping names” of some of the movers and shakers and leaders, which in turn will help you, close even more Sales.


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[10] THE BEST PROSPECTS IN THE WORLD I can't even begin to count the thousands of times that I've heard Salespeople complain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting. How can you blame them? Hey, rejection sucks. One of my sayings is that “ALL LEADS SUCK”. Granted I’ve been in and around the Lead Industry for over 30 years, however there isn’t any such animal as a Good Lead. Yes, I’m even referring to supposedly Hot Leads that come from Radio or TV Shows, the Internet, or even Trade Shows, even if they cost $20, $50, or $100 each. Possibly it’s wise to continue to Advertise in the Media or attend Shows for Credibility or Exposure, however I’m about to give you the single most important Skill you’ll ever learn about vaulting to the top of the Sales profession. One of the 5 Easiest Sales in the World is a Referral. In addition, I out of every 15 to 20 people who give you Referrals will be a Center of Influence (COI). This is a Guy or Gal that is so well liked or respected that whatever they do, all of their friends and/or associates will normally do the same thing. Each COI will be good for 5 to 10 New Accounts for you doing the next 12 months. Folks, this is “Found Money”. It’s the “Icing on the Cake”. It’s the “Manna from Heaven”. It’s the greatest shortcut to a Mega-Buck career that you’ll ever discover. If you’re not asking for Referrals on each and every Contact, you are resigned to Cold Calling for the rest of your life. First, you’ll need to appreciate that asking for Referrals is just like trying to make a Sale. You'll give them a Presentation (ask for Referrals) and then they will give you an Objection (why they can't or won't give your any names). You might say; “Everyone I chat with is nice enough to share 2 or 3 quick Names with me of Folks who might appreciate knowing more about (your product or service). Before you give me those Names allow me to mention that I’ll simply give them a courtesy call, introduce myself, and see if they would like to receive some information, and I won’t even mention your name unless you want me to. This might be a friend, relative, business association, or someone you enjoy an activity with. Who’s the first person that comes to mind?” If you closely study that “script” you’ll notice many interesting choices of words. “Everyone I chat with is . . . “ implies if they don’t give you Names they aren’t nice. “ . . . share 2 or 3 quick Names . . .” implies it won’t take long to get rid of you. “Before you give me . . .” implies it’s a given that they will give you Names. “ . . . give them a courtesy call . . .” tells them what will happen after they give you Names. “ . . . I won’t even mention . . .” reassures them that they won’t be embarrassed. “This might be a . . .” helps them sort through their 200-300 name Rolodex. “Who’s the first person . . .” notice you didn’t ask for a Name since you want them to visualize the person. “ . . . comes to mind?” sure beats “who can you think of?” Secondly, you’ll have to handle their Objection and then ask them again. Your goal will be to have more creative ways to ask them then they have ways to say NO. If they say; “I can’t think of anyone.” you could try; “That’s why I’m happy that my Manager gave me a List. Let’s see, how about your best friend?” or “Who do you look up to more than anyone else?” or “How about your Doctor?” or “Who do you go to for advice?”


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If they say; “I don’t give out Names.” You could try; “I’m glad you mentioned that since I won’t even mention your name if you prefer. Since we’ve cleared that up, how about a Rich Uncle?” Once you get your first Name, please don’t ask for any information. Instead, go for more Names. However, don’t make the mistake of asking; “Who else do you know?” which puts them back into their mental Rolodex. Instead keep helping them by suggesting; “How about the most aggressive person you know?” or “Who would be the most conservative person you know?” or “How about a successful business owner?” or “Who do you know that recently came into some money?” or “Who’s the richest person you know?”, After they run out of names you should ask; “If you were me, who would you call first and why?” I appreciate that getting Referrals is a challenge however you will be amazed at what they will now tell you about their friends, neighbors, and relatives. In many cases you can find nicknames, hobbies, type of work, information about their family, their personality, etc., all of which will help you approach them, build rapport, and eventually make a Sale. I mentioned earlier that Referrals are one of the 5 Easiest Sales in the World. Hopefully you’re curious about the other 4. You should be because between Referrals and the remaining 4 ways I’m about to cover, you will build an enormously successful and financially rewarding career, without every having to prospect again. The cost of constantly advertising for and looking for new Customers can be prohibitive to most Companies. Also, the time required to constantly cold call for new Customers is always prohibitive for Sales Pros. Depending on your Product or Service, see how many of these 4 you can use and you’ll become rich beyond your wildest dreams. [1] The Person you just Sold. Please appreciate that they are in a Buying Mood so please don’t stop Selling. You might be able to “Up Sell” by selling them a larger quantity. You might be able to “Cross Sell” by selling an accessory or some supplies. You might be able to make an “Add On Sale” by selling an extended Warranty, etc. A good benchmark is that 20 to 50% of Customers that just bought will buy more during the same Sales Call. [2] Existing Customers. I urge you to identify the 20% of your Customers that give you 80% of your Business. Then start tailor making a separate Presentation for each one based on their Buying habits and Needs. Please stop calling them and saying something stupid like “Hi, do you need anything this month?” or “Have you made a decision yet?” You’ll be amazed at the results because a good benchmark is that you’ll increase their normal Order size by 10 to 20%. [3] Former Customers. Whenever your Company looses a Customer to the Competition, please find out why. Instead of calling as another Salesperson, try saying that you’re with the Customer Relations Department. This will immediately lower their Defense Barriers. Then by showing a sincere interest in them and their concerns, the odds are they will tell you why they no longer do business with your Company.


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Especially if they’re angry, please allow them to vent their frustrations before trying to sell them again. A good benchmark is that at least 20% will become Customers again. [4] Other Salespeople. Hey Guys and Gals, let’s face it. We Salespeople LOVE to be sold. Please don’t call me if you’re an amateur because I’ll eat you for lunch and probably ruin your career. However if you’re a Pro, I’ll buy almost anything. We appreciate a creative Opening that’s better than the other 95%. We love it when they Qualify us in a professional manner to determine our needs. We’re thankful when they tailor their Presentation to our needs, wants and desires. We’re pleased when they hang tough and don’t run away after 1 or 2 Objections. And yes, we absolutely go bonkers when they Close us with anything other than; “So what do you think?”


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BONUS CHAPTER: BUMPING FOR BIG BUCKS Finally, here’s a few incredible techniques for Qualifying for Money. The first is called the Disappointed Technique. There are many variations on my Audio Series, however here’s the easiest because it’s only one word. You would say; “If this sounds like the type of opportunity you’ve been looking for and feels comfortable to you, what amount of liquid and available dollars would you consider setting aside as far as your initial position?” Whatever amount they mention, you simply say; “Oooooh”. A majority of the time they will come back with something like; “Why, do I need more?” which gives you the right to talk about a larger amount. Finally, this next one I learned from a Super Star making One Million a year PLUS in commissions. He would use the exact phrase in the above paragraph and when they respond with a figure, he then says: “Up to?” When they give him the next figure, he now says; “And no more then?” The odds are that you’ve just bumped them by 20 to 50%. As powerful as this technique is, I added one more choice of words, which is; “And if you really got excited about it, what’s the max you would consider?” Hello, did the light bulb just go off? If you ignore everything in the previous 10 Chapters and only learn to BUMP EVERY TIME MONEY IS MENTIONED, you will become successful and wealthy beyond your wildest dreams. There you go. The 10 Super Success Secrets of the Mega-Buck Sales Pros. Make a commitment to become a Master of your Craft and I’ll look forward to reading and hearing about your success, as you become a Mega-Buck Sales Pro and a Legend in your Industry. I wish you a “FANTA$TIC” Future! Stan Billue, CSP P.S. Please check out our other powerful E-Books, our best-selling Audio and Video programs, and make sure and sign up for our Free Monthly Newsletter at www.StanBillue.com

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