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The 3 Traits Of

A Black BeltSalesman

#1 Enthusiasm

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22000, MartialArtsBusiness.com

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The 3 Traits Of A Black Belt Salesman

#1 EnthusiasmIn order to join the ranks of Black Belt Salesmen at the very top of their profession,you must develop and hone your three most important assets. No, not your house,your car and your golf clubs! Im talking about your Enthusiasm, Attitude andPersistence. Until you develop each of these vital traits to its optimum level, yourcareer will not go where you want it to go.

Black Belt Sales Traits # 1

Enthusiasm

Nothing great was ever achievedwithout enthusiasm.

Ralph Waldo Emerson

John Paul Getty once ranked the powerof enthusiasm ahead of imagination,business skill and ambition. Mark Twain,when he was asked to explain his greatsuccess in life, said, I was born excited.You must exude enthusiasm from every

pore as you make your sales presentation.It is contagious and will almost alwayscause your clients to respond favorably.Enthusiasm builds confidence in you andyour products and confidence is the foun-dation of all sales.

How I got started in sales, and came toown my first business

I have found enthusiasm for work to be

the most priceless ingredient in anyrecipe for success.Samuel Goldwyn

I initially started taking karate lessonsbecause I realized it would be a fun wayto keep fit. I had no intention of becom-ing an instructor, let alone a school owner.

However, I was working out at the schoolone day when my instructor called me to

tell me he was sick. He had influenza andhad no one to teach classes for him. Hewanted to know if I could look after theschool for a few days. At the time I was aBrown Belt, (one level below Black, whichis generally the level at which someonestarts to teach), but I was young andeager, and I jumped at the chance. Likea Cessna pilot finding himself at thecontrols of an F16, or a sports car enthu-siast given the opportunity to driveAndrettis Indy car around the track, I wasready for action!

There was only one problem. I didntknow what to do! Oh, I could teachclasses; that was a easy . The problem was,I did not know how to run the office orthe business. My concern began to turnto panic when the phone rang for the firsttime. It was a prospect. Bubbling withenthusiasm (and babbling like an idiot),

I somehow convinced the caller to comedown and visit the school for a triallesson. During the lesson I was so hypedup I continued to bubble and babble, butwhen I asked him to sign up, he did. Sevenmore times that week I talked to peopleon the phone. Got them to come down to

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the office, take a demonstration class and

accepted their checks. One afternoon, Ipractically dragged two young boys fromthe parking lot into the school to try aclass, and was rewarded when theyreturned later with their parents whosigned them up for lessons.

At the end of the week my instructor,feeling better, stopped by to see how I wasgetting along. When he opened up the topdrawer where I kept the money his mouthdropped.

Whats this,he asked.

Thats all we made this week, I repliedsheepishly, thinking I had let him down.

Where did it all come from?he asked,breaking into a huge grin.

I relaxed and smiled back. Well, Isigned up eight new students, collecteddues for about 30 people and renewed

one guy on a one year membership.

He shook his head and looked at me withpuzzled eyes. This is more money thatI have ever made in a week and you donteven know what youre doing!

Yes indeed I had know idea what to do,but, I was on fire with enthusiasm.

The following week my instructor asked

me to run the office while he taught class.This arrangement again produced recordreceipts. The third week my instructor fellsick again and I ran the entire school. Atthe end of that week he came in and threwthe keys to the school on the desk.

Andrew, he said, I have been strug-

gling in this school for years and I cantseem to make it work. You come in hereand sign up more people in a coupleof weeks than I ever have in a month. Theschools yours. I want $15,000. I am mov-ing back East to get my old job back, so Ican have some security for my family.

By combining my savings, my wifessavings, and a loan from a friend inEngland, I scratched together enough tobecome the proud owner of my first busi-ness.I have never looked back!

At this point I had NO sales training, NOsales background, NO technique, NOfancy closes and NO way of overcomingobjections except one my unlimitedenthusiasm for my job, my company andmy product. Corny maybe, but I assureyou its true enthusiasm sells!

How To Develop

Black Belt Enthusiasm.

Love what you do.Know your product inside and

out, and be excited aboutwhat you sell.

Use what you sell.Be your own coach.Chart your progress towards

your goals.Reward yourself.

Love what you do!

Confidence and enthusiasm are thegreatest sales producers in any kind ofeconomy.

O.B Smith.

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If you dont love what you do, go get a

different job! You have to be excited aboutwhat you do or you will never reach yourtrue potential. In the martial arts busi-ness thats easy. I have never met an in-structor in my life who was teaching solelyto make a living. They all teach becausethey love to teach. I have, however, methundreds of people selling cars, officeproducts and a wide variety of otherthings, who hate what they are doing.Their chances of success are ZERO!

Well, you say, Its one thing to get ex-cited about teaching people, but whatabout these widgets I have to sell? Howcan you love selling widgets? Simply bybeing the greatest widget salesman whoever lived by owing everything youhave in life to those beautiful, moneymaking, energy producing widgets.

Get Excited About Your Product

A man can succeed at almost anythingfor which he has unlimited enthusiasm.

Charles Schwab

Black Belt Salespersons diligently practicethe first law of selling

Have confidence, faith and enthusiasmin your product and yourself.

They become experts in their field and

can communicate to the buyer how theirproduct offers a solution to his problems.They know the product inside and out andif they cant answer a specific question,they know exactly where they can go tofind the answer without delay.

Knowing your product does not meanoverwhelming the customer with facts

and figures in which he has absolutely no

interest whatsoever. Many sales are lostbecause of overselling and thats a realcrime. It is only necessary to know yourcustomers needs and how your productcan benefit them. Then use those benefitsas reasons for them to buy your product.

25 ReasonsAs an introduction to an exercise, let megive you 25 reasons why you should takemartial arts lessons. Bear with me for

a moment.

#1. To increase your confidencein yourself.

#2. To reduce stress for a longerhealthier life.

#3. To improve your flexibility and helpyou avoid injury.

#4. To teach you how to defend yourselfand protect your family.

#5. To increase your self-esteem for a

more enjoyable life.#6. Karate lessons are fun!#7. To develop self-discipline

(especially valuable wherechildren are concerned.)

#8. To increase effort and concentra-tion. (which often pays off in theform of higher grades.)

#9. To help you improve your balance.#10.To increase your stamina so you

have more energy in everything

you do.#11.To give you a great opportunity

to meet new people and makenew friends.

#12.To help you lose weight and keepit off.

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#13.To improve your coordination.

(which pays off in the form ofincreased performance in allother sports and activities.)

#14.To add to your knowledge ofthe history and traditions ofother countries.

#15.To help shy people overcometheir reticence.

#16.To channel aggressive childrensenergy in a positive manner.

#17.Martial arts lessons are a great

cardiovascular workout andincrease your fitness level.

#18.To teach you how to set reachablegoals for success in all areasof life!

#19.To increase the respect of othersfor you!

#20.To help children build strongcharacter. (which will enablethem deal with the problemsthat arise as they mature.)

Those were 20 generic reasons whypeople should take martial arts lessons.Here are five more specific reasonsthat a school owner might use in hismarketing.

#21.Our uniquely structured childrenskarate programs are designed tobring out the best in your child.

#22.Our martial arts style (Weji bong

go) is a modern, proven methodto help you learn the art of self-defense quickly and easily.

#23.Our instructors are all certifiedBlack Belt instructors, so youcan be sure you are getting thebest instruction available.

#24.We have been in business in the

same location for over (12) years,so you know we are going to behere to serve you.

#25.Our flexible schedules offeryou convenience in schedulingyour lessons.

Now it is your turn. Can you come up withtwenty-five reasons why a prospect shouldbuy a product or service from you? Makesure that for every reason, there is a clearand positive benefit for the prospect!

Reason: _________________________Benefit: _________________________etc.

In order to be a Black Belt salesperson,you must have an arsenal of benefits tofit every different prospect and situation.Memorize all twenty-five of the benefitsyou wrote down. If you didnt come up

with twenty-five, go back and try again!

Use What You Sell

You cant sweep people off their feet ifyou cant be swept off your own.

Clarence Day

If you sell jet airplanes the chances areyou are not going to own or use theproducts you sell. However, if you sellFords, however, you certainly shouldnt be

driving a Toyota, or vice versa. By notusing the products you sell, you create afeeling of distrust in your product. Afterall, would you want to buy stocks from abroker who doesnt put any of his ownmoney in the market? Would you buy onebrand of computer when the salesmanproudly tells you he uses another?

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There is a famous story in golfing circles

about South African Gary Player. Whenhe first came to America in the latefifties, his hero was the great Ben Hogan.After playing badly one day, he calledHogan for some advice. The call came lateat night. Player reverently asked Hoganfor some advice. Hogans reply was shortand to the point.Whose logo do you wear on your visor,Mr. Player?he asked.

Dunlop,said Player.

Then call Mr. Dunlop! replied Hoganand hung up abruptly. Ben happenedto be the representative of a rival golfequipment company.

Be Your Own Coach

Nothing is more contagious thanenthusiasm.

Samuel Taylor Coleridge

It pays each and every day to be your owncoach as you work to build up your levelsof motivation and enthusiasm. In mykarate school, I used to arrive thirtyminutes early each day to punch and kickthe heavy bag in order to pump myselfup to sell lessons to more students andteach exciting classes to the students Ialready had.

Keep testimonial letters from satisfied

clients on your office walls and in yourday planner. Look at them often, espe-cially when you have to deal with some-one who does not appreciate your efforts.

Keep a tape library of motivationalmusic to anchor you to positive andexciting feelings. Keep a few humorous

tapes in your car so that you can enjoy a

relaxing chuckle as you move on to yournext appointment.

Set YOUR OWN Goals, Chart Progress& Reward Yourself

Enthusiasm is at the bottom of all progress! With it, there is accomplish-ment; without it, there are only alibis.

Henry Ford

If you work for a quality company, they

probably have a wide range of rewardsfor good performance. If this is not thecase or if you work for yourself, takematters into your own hands to boostyour levels of enthusiasm and motivation.Set goals and constantly remind yourselfwhy you are working. Not just to paybills, but to experience new and excitingplaces, events and friends. Each time youachieve a short term goal, give yourselfa weekend trip to the mountains or the

ocean as a reward.

The Fox and the RabbitThe Black Belt Master sat down with hisstudent and posed the question, Whichis faster, the fox or the rabbit? With littlehesitation, the student announced thatthe fox was faster than the rabbit.The Master pointed out that althoughtechnically the fox should be faster, it wasnot. You see, said the Master, the

rabbit has more enthusiasm. The fox isrunning for his dinner, but the rabbit isrunning for his life.

So it is in sales and in life. Even a lessaccomplished salesperson can accomplishgreat success if he or she is full of enthu-

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siasm, motivation the confidence that

radiates from this state. Remember, noth-ing happens in sales until someone getsexcited. The best sale takes place whenyou and your prospect are both excitedabout the product!

Key Questions

1. Do you love what you do?

2. Are you excited about your productor service and what it can do for

your clients?3. Do you know every single

benefit there is to know aboutyour product?

4. Do you make every efforts to stayenthusiastic and motivated?

If you can give your son or daughter onlyone gift, let it be enthusiasm.

Bruce Barton

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