Over the many years I have read many excellent books for developing and achieving a Success Mind Set. One of those books is Law of Success by Napoleon Hill. We know, that when one begins to repeatedly do an action or activity over and over, it becomes a HABIT (good or bad).
Using the Law of Habit is powerful for one to be able to create their Success Mind Set through auto-suggestions and affirmations. For the past 30 or more years I have been making it a daily HABIT to read an hour per day, plus speak, visualize and take appropriate ACTION on my own affirmations based upon my Definite Chief Aim (goals and targets).
Be sure to look at your own Habits and make sure they are moving you towards the direction you want. If they aren't, then you should make the appropriate actions to change it through replacing it with a new habit.

"Success isn't a matter of chance!
It's a matter of the choices you make!"

Would you like to learn how to have more people buy from you, buy more and buy more often, then you must understand the reasons 'why people buy?' All of the leading sales trainers will tell you that; "People buy based on emotions and then justify their decisions based on logic."

So, if you want to increase your sales, then it's about you locating and pushing the right emotional buttons to get your prospect to make the decision to buy? The most prevalent reasons for people to buy are... to avoid pain, or to gain pleasure. But what pain and what pleasure?

Of course, locating and pushing the right emotional buttons only works if you are in front of the right prospects. The people who actually need what your are offering. These are the people you have the best chance of selling, if you learn how to push these emotional buttons.

Emotional Button #1. People buy... To Make Money or Save Money

There is no question that today, money is a factor in almost every one of our buying decisions; What does it cost? Where will I make the most money? Why is this a good deal? How can I save more? You have to answer their questions about money to help them to buy, and to make them feel good about their buying decision.
However, making money or saving money are not the only buying factors. If you want people to buy, then you'll need to find and push multiple emotional buttons.

Emotional Button #2. People buy... To Protect The People They Love

Most people have an innate sense of obligation to the people we love. We want to make sure our family will never want for the basic physiological and safety needs, such as water, food, clothing, shelter, etc. The lack of money, now or in the future, can put our family's basic needs in jeopardy, which can cause us great emotional pain.

What will happen to my family if they lose my income? How will they put food on the table? Where will they live?

Emotional Button #3. People buy... To Provide More For Their Family

Everyone wants to do better for their family, than they already have. They want their family to have more. They want their home to be in a better neighborhood, bigger and nicer. They want a new car, every two years. They want to see their kids attend and graduate from a top college. They want to provide for their loved ones, so that they are all comfortable.

How can you help them to do better for their family, now and in the future? Can you help them to set better priorities and become better managers of their money?

Emotional Button #4. People buy... To Feel Worthwhile and Good About Themselves

People want to feel good about what they do. "I work hard - I've earned it - I deserve it." They want to eliminate the stress in their lives. Can you help them to eliminate their debts and have the money they want, so they can take their family on vacation, or to the aquarium? Buy a flat screen TV?

How can you help them to enjoy life more? How can you help them to feel good about their decisions? Help them to see the decisions they make really matter?

Emotional Button #5. People buy... To Have More Free Time (Save Time)

Today, we live in a society that is unwilling to wait for anything. We want overnight success. We want to work less and have more time for other things.

Can you put their mind at ease, and help them to make quicker decisions? Can you help them to retire early?

Emotional Button #6. People buy... To Build A Secure Financial Future

People want to have enough money, so they don't have to worry about the future. People want their home paid off. They want to have the money to make their retirement years one big playground of fun and games.

How can you help them to accomplish their goals?

Emotional Button #7. People buy... To Have Beautiful Possessions (To Stand Out)

Most people enjoy having the nicer things in life. New furniture for their home. The home itself ... it's style, the yard, the neighborhoods are all "beautiful!" Nice cars, trucks and motorcycles, something you can be proud of. Fashionable clothes that make you look nice and feel good. "Clothes make the man!"

How does purchasing your product or service make them stand out from the crowd?

Emotional Button #8. People buy... To Be Recognized and Appreciated

Writing a book no one reads, fails to give much of a boost to the writer. Building a house from the ground up and not sharing the end result with friends and family gives little reward. Practice, practice, practice without actually getting a chance to perform is totally unfulfilling. Whether it is for the theatre, a musical instrument, a speech. People like to know that other people appreciate their efforts. The Oscars, the Emmys, the Boy Scout Eagle Scout award are each a form of recognition. And, each is a reason people make a decision to do something, to take action, to buy.
What can you do to help people to be recognized for their efforts?

Emotional Button #9. People buy... To Feel Important

Whether it's cooking a meal for your family or reading a book to your kids, building a storage pen for the local school or changing a flat tire for a damsel in distress, writing a speech for the boss or donating your time to a charity, everyone wants to feel what they do makes a difference.

What can you do or say to make them feel important?

Emotional Button #10. People buy... To Take Advantage of Current Opportunities

Many people are looking to take advantage of a new or special opportunity that comes along. They are looking for a reward.
What's special, new and exciting about your product or service takes make it an exceptional opportunity?

Emotional Button #11. People buy... To Have Friends, Be Popular and "Belong"

Everyone needs to have family and friends, a sense of belonging. That's why so many people become part of a group, a club, or an association.
How can you help them feel like they belong to a special elite group?

Emotional Button #12. People buy... To Have Options and Gain Control

Back someone into a corner and most often you'll have a fight on your hands. Give people only one way to do something and you're leaving money on the table. People like options. They want options on how to buy, how to pay, when to pay. At the same time, they want to be in control. They want to make the buying decision. No one likes to be sold. When I am buying, I am in control. When you are selling me, you are in control. I want to be in control.

What options can you give people? Can you encourage your prospect to become your customer by allowing them the opportunity to make the final decisions?
Emotional Button #13. People buy... To Develop a Unique Identity (Feed their Ego)

People buy things and justify them for many reasons. Shopping at premium stores establishes an identity and feeds ego. Flying first class and eating fat free low calorie foods are 2 more activities that say who you are. They make you feel good about making those buying decisions... and about yourself.
What can you do to make people feel they are unique and important, feed their ego?

Emotional Button #14. People buy... To Express Their Love

Loving is difficult to measure and more easily "felt". A box of candies, a bouquet of flowers, a piece of jewelry on Valentines Day. A surprise birthday party. This "Stuff" doesn't express love, yet is an expression of love. Whether your product or service is "hard" or "soft", small or large, new or old, upscale or inexpensive, no matter its' content, you do want your buyer to be happy.
How can you help people to see their gift is an expression of their love for their family?

Happiness... Love. If you've got it, flaunt it!
Use these emotional buttons in your sales message, and you'll attract more prospects to you.
Use these emotional buttons in your appointment scripts and you'll set more appointments.
And, finally use these emotional button during you fact-finding process and you'll have more people buy from you, buy more and buy more often!

You've failed many times, although you may not remember.

You fell down the first time you tried to walk. You almost drowned the first time you tried to swim, didn't you? Did you hit the ball the first time you swung a bat? Heavy hitters, the ones who hit the most home runs, also strike out a lot.

R.H. Macy failed seven times before his store in New York caught on.

English novelist John Creasey got 753 rejection slips before he published 564 books.

Babe Ruth struck out 1,330 times, but he also hit 714 home runs.

Don't worry about failure. Worry about the chances you miss when you don't even try.

A salesperson who does all the talking is one who shows little regard for what the other party thinks.

Get the prospect to talk and he or she will have an immediate--and crucial--sense of empowerment.

Using questions is the best way to elicit the information you need and to put customers at their ease. The right questions when calling to set an appointment will tell you whether a prospect is worth your time and resources.

Questions that clarify information during the fact-find will also demonstrate that you are "in touch" with your prospects and prepared to deliver on all agreed-upon conditions to a sale.

Ask enough questions and the prospect will sell themselves!


for more articles kindly visit www.creditcardin.blogspot.com

If you want to close more sales, then have a genuine conversation with your prospects. You will soon discover what it is that they really want. The problem is that most people don't know what they want. Or they have trouble expressing it. Some people know what they want but they're unsure of how to get it. And, that's where you come in.

By asking pertinent questions and paying attention (listening) to their answers, you can discover a lot about your prospect. Then, you can guide by asking more questions to help them to get what they want.
That's the role you fill as an advisor and that's how you help your prospect to sell themselves. And, you'll keep customers coming back to buy more from you.

For more articles please visit www.savetaxindia.blogspot.com

According to Peter Drucker (world's most influential business guru), you have a:
• 1:14 chance of selling to a new prospect
• 1:4 chance of selling to someone who has bought from you in the past
• 1:2 chance of selling to a current customer.
Before you go out and bombard your current customers with sales calls, keep one key thing in mind: even existing customers aren’t necessarily qualified prospects for an additional purchase. Your current customers must still:
1. Have a need for an additional product/service and be aware of it.
2. Have the legitimate authority and ability to buy the additional product/service.
3. Have a sense of urgency about making a buying decision.
4. Trust you and your organization.
5. Be willing listen to what you have to say.

In other words, you are sitting on acres of diamonds…but you’ve got to know where to dig!

When you're in sales, you have the choice to be successful or unsuccessful. You're the only one who sets the limits on your income and your success! Your career in sales is a series of constant challenges. You must use those challenges to motivate and excite you! You must meet and beat those challenges to be successful in sales! There are five basic challenges you face:
-Prospecting
-Making contacts / Setting Appointments
-Qualification /Fact Finding
-Handling objections
-Closing Sales

Most agents spend the majority of their time learning how to meet and beat one or two of the above challenges, and neglect the others. You will become a top salesperson - only if you continuously work on all five of the above challenges.
The choice is yours! Sales is a constant learning experience, always presenting new and exciting challenges. When you stop learning you stop growing!

"Every one of us, unconsciously, works out a personal philosophy of life, by which we are guided, inspired, and corrected, as time goes on. It is this philosophy by which we measure out our days, and by which we advertise to all about us the man, or woman, that we are. . . .
It takes but a brief time to scent the life philosophy of anyone. It is defined in the conversation, in the look of the eye, and in the general mien of the person. It has no hiding place.
It's like the perfume of the flower - unseen, but known almost instantly. It is the possession of the successful, and the happy. And it can be greatly embellished by the absorption of ideas and experiences of the useful of this earth."

1) It is important to ask your clients if they know anyone else who may have a need for your services. It is helpful if you can get a testimonial letter rather than simply saying, "Bill Jones of ‘Retirement Resource Management’ sent me." Always ask your clients for permission to use them as a reference.
2) Sell more of the same. If, during your annual review, you see that your clients have the capacity to buy more of your product, suggest that they buy more. Under no circumstances, however, should you try to sell them more if they don't need it.
3) Sell them additional products or services. Again, if you see a need, offer a new products/services to your present customers. If they like your original product, they'll listen to your ideas about expanding into other products.
4) Upgrade your clients. If a client originally bought term insurance, you may be able to upgrade it to a higher priced, higher quality permanent life product.
Have an open mind as you begin each sales call.

There’s an old joke that goes, “Two shoe salespeople were dispatched to a remote African country. In just a few days, their employer received telegrams from each. One read: “Get me out of here--no one here wears shoes.” The other read: “Send more inventory--no one here owns shoes.” This story illustrates a great truth: It is not events that shape our experience as much as our personal “take” on these events. All of us view the world with tinted sunglasses filtered by the beliefs of our family and culture. It is critical that we become aware of these beliefs. With desire and determination we can take a second look at our personal “take” on reality and decide which beliefs are serving us well and which are sabotaging our search for success.
"Success isn't a matter of chance! It's a matter of the choices you make!"

One obstacle stands in the way of most financial advisors acquiring more and better clients: A lack of clarity about what they want in their own lives. How can you expect others to plan for their future when the so-called experts haven't done it?
Case in point: The same problem arises time after time in my coaching sessions with top producers wanting to elevate their business to the next level. They aren't even clear about what being financially independent means. (For the record, financial independence happens when someone can choose whether or not to continue working because there are enough assets to stop.)
How close are you to achieving financial independence? Have you defined your goals and planned how and when it will happen? If not, how will you help your clients define and create a plan for their goals? To garner commitment from your clients, you help them articulate a personal goal, which serves as their motivation to continue with your comprehensive financial plan. What is your motivation to excel at your job, to acquire more clients? What is your inspiration to be a high performer?
"It's not the answer, it's the quality of the question."

You find all the major reasons why insurance post card design is critical. All the key factors are covered. The post card you mail is not an advertisement for the insurance company, or for winning a trip. It has so keep its main purpose throughout. That purpose is to GET THE MAXIMUM RESPONSE. Your direct mail piece is not to sell, but instead to get you the lead of an interested person. Your job is to sell the interested person into wanting your products.
THE POST CARD SIZE 80% of the post cards you receive are the standard size of 4 inches by 6 inches. Because of the small size, the information is squeezed together, making key points hard to stand out. So many of these cards get lost in the daily mail shuffle. Some are caught inside other larger advertising pieces. The large size postcards, 6 inches by 9 inches, stand out from the crowd, and have plenty of room for your message. As a result, studies show many more people read an oversized postcard in its entirety.
POST CARD COLOR Too many postcards are just overly bland, or a complete side is wasted with a beautiful photograph with a multitude of colors, but without any wording. If you want to go the most effective low cost method, a medium yellow stock works well. Wiser is opting for a glossy 14 pt. cover, with 4-color printing on both sides. The price increase on the oversize postcard is less than you think. What you should be thinking is how a nice 4-color card can increase your direct mailing response.
POSTAGE COSTS TIPS Here is where insurance people don't think. Do you really think it matters by the printed postage insignia? It says either in small print "presorted first class" or "presorted standard mail". On your mail, you pay around 23 cents for first class postage for your small postcard. Your twice as large, oversized message card with standard (bulk mail postage), costs around 26 cents each. Your response rate will be the same.
NEVER send out your own mail at 42 cents each. Use a direct mail house to do it and save.
THE HEADLINE This should be catchy, and printed on your postcard with contrasting colors, like red with yellow, black with yellow, or yellow with dark blue. The amount of words should be ideally between 5 and 10, and sound very exciting. Picture a highway billboard. This is the most important part of your card. It is so vital that it determines if the rest of your message will get read.
THE SUB HEADLINE Although some messages have two, one short sentence or phrase is preferable. This again stands out from the crowd. A post card with a brilliant headline and riveting sub headline can increase the amount of readers by almost 50% additional at no extra charge to you.
THE TEXT CONTENT Too many insurance direct mail messages scare away potential clients. They go into either a long company history or their personal history, or trying to impress the reader. It does not. Next, the policy benefit features are heaped on. The reader only wants to know what this product for do to improve his or her life. If you can achieve only that, you will increase your response rate. In fact, it is good to leave out some of the policy benefits, as this leads their inquisitive mind to want to find out.
GIVE AWAY A GIFT You are going to spend all this money on a mailing. Yet you are going to be a tightwad to spend a few bucks to increase your response by 20%. Every reader has a hard time resisting something for nothing. An insurance person sending out a free, no obligation motivational ebook is very smart. Very little is spend to acquire the Ebook giveaway rights, and people that get something for nothing are a lot easier to get phone or face-to-face appointments with.

In a competitive market place, some insurance agents may be tempted to offer rebate to attract business. When survival is at stake, insurance agents may adopt such method to procure business at the expense of a portion or 100% of their commission.
Some may argue that rebate is a business acquisition cost that the insurance agents are willing to bear. In fact, customers appear to have some savings from the practice of rebate and the insurers' interest is not hampered.
Rebate however is illegal by law and banned by most of state constitutions. Most insurers don't allow rebate. Insurance agents who are found to offer rebate may face disciplinary actions, suspension or even termination depending on the severity of the offence.
Why rebate is unethical or a bad business practice? This is because the customers may buy insurance with the intention to get the rebate and lose sight of the fact that they should look at whether the plans meet their needs.
Rebate leads to unhealthy competition. Instead of focusing on increasing the quality of the service, agents take shortcuts to get business. They undercut each other until someone is not able to survive and forced out of business.
It is not a good sign for an insurance agent to be out of business, the agent's customers may form certain perception on insurance business and question the level of commitment by the agent.
Insurance agents deserve every dollar of the commission they work hard for. Insurance agents who deprive themselves of their commission are not going to give their customers the same kind of service like what other agents give.
What if your prospect asks for a rebate? What if a prospect tells you if you don't give any discount, the prospect will get insurance from someone else? How do you handle this situation?
There are a number of ways to handle this situation as follows:
(a) Educate the customers
If a customer insists on a rebate, then you can tell the customer it is illegal for you to do so. In fact, it is unlawful for any insurance agent to forgo commission to get business.
(b) Help the customers empathize with your situation
You can also ask the prospect who asks for a rebate if he is willing to work as hard if not harder after his boss deducts his pay by x percent. Would he expect good service from the agent offering him a rebate?
It is human nature to give discounted service if we get discounted pay.
(c) Remuneration versus duration of service
If you find that it is not an issue for you to disclose your commission, you can perform a simple mathematic to demonstrate to your customers how much commission you earn a year if you divide your commission by the number of years you are going to service them.
Once your commission is divided by the number of years of your service, the commission becomes negligible. In fact, your customers may even find you are underpaid.
(d) Analogy
You can also equate an insurance agent who offers rebate to a medical doctor who sells medical certificates to people who want to get a day off. If a medical doctor hints to you that you can buy a medical certificate from him, would you go back to him for consultation in future?
Probably you won't, because the medical doctor is willing to compromise professionalism for monetary reward. He is willing to sell medical certificate for a fee, can you imagine what kind of advice you are going to get from him?
(e) Give customers options
Ask your customers, if they can choose only one in between fee and service, which one they would go for. Majority of them may go for service. Essentially, agents are paid for rendering their services.
(f) Dramatize the situation
Tell the customer who asks for rebate that you can consider offering discount if he talks to your family members. Tell him if he can convince your family members that they don't need you bring home any money to pay for the household bills then you will offer discount without hesitation.
Essentially insurance agents deserve every dollar they earn by rendering valuable services to their customers. For insurance agents to continue servicing the policyholders, they need to stay long in the business. This is not possible if they are deprived of their commission.