A Great Program For Those In The Midwest









Business Build 100tm Will be held on Wednesday, September 17th!


This all day business and sales retreat will be held in Ft. Wayne Indiana. This program is perfect for sales professionals, solopreneurs, entrepreneurs and small business owners. Business Build 100 will help you reach new business breakthoughs and increase your sales. This is not the same old sales technique training you've been through before. This highly dynamic program will spur you on to greater success than you can imagine!


Here are the facts:
8:30am - 4:00pm
Crazy Pinz Entertainment Facility
Fort Wayne Indiana
Working Buffet Lunch Included
Presented by Global Business Retreats and Surface Coaching
Free Follow-up Private Coaching Session
Cost for everything $195.00


Hurry and register as the program is limited to 25 Professionals.
If you plan to stay overnight, call us for hotel information.


For more information contact Dan Surface at dsurface@ramseminars.com or 260.466.4600


You may also regester online at the Surface Coaching Blog at http://www.surfacecoaching.blogspot.com/

Blair Singer, creator of SalesDogs®: a methodology that offers life-changing sales and communication success which has helped thousands worldwide to increase their incomes, recently sent me the following email.

This email is to highlight some shortcomings I've seen in sales pitches lately. If anything I say here resembles your current sales process I hope you don't take offense. Instead, I hope you take massive action towards closing more deals.

To start, why should people buy from you?

This isn't new, right? This is "Reason Why Advertising," a term coined by legendary ad man John E. Kennedy back in 1905.

I would go so far as to say "Reason Why" is more relevant today than ever simply because there are so many offerings out on the market folks ask the question more and more frequently... and you better be able to answer.

But look, don't wait for them to ask the questions. A good, successful pitch tells your prospect right upfront, because they always ask. The more of their questions you can answer before they come up, the stronger and more compelling your pitch.

In fact, you need to be able to tell them the 5 major reasons why:

1) Why you (the prospect)
2) Why me (the salesperson)
3) Why this (the offer)
4) Why now (the urgency)
5) Why this price (the value)

1) Why You?
This is where you show you understand your prospect's pains, fears, hopes, goals, and challenges. Why are you targeting them? How is your product or service important to them?

2) Why Me?
Proof is the backbone of business. Why should your prospect pay attention to you? Do you have a proven track record?
Credentials? Quantified testimonials?

Put simply, the more credible you are, the more believable your product, then the more likely your prospect will buy.

At the authentic event this weekend, I'll show you how to build credibility with your prospect in 30 seconds or less... even if you're brand new with no track record.

3) Why This?
Why are you selling what you're selling? It may be just to make money but one way or another you're selling it for a specific set of reasons.

It may be because it's a new product that's you want to gather testimonials for. It may be because you've heard to many complaints about folks not being able to easily achieve their goals, which your product helps them do. It may be to raise money for the poor and hungry.

As you can see, the reasons may vary widely but you need to let your prospect know. No matter how small your reasons, share them. If you don't, your prospect will be the one making up reasons for you.

4) Why Now?
No action takes place unless there's some sort of catalyst.
Your prospects are the same way in that they won't buy unless they feel the need to.

You need to give your prospects a reason to act now. This may be a direct reason (the deal is off the table on a certain date, or you may have limited quantities) or implied (missing out on something important).

Either way, you need to instill some sense of urgency or scarcity otherwise your prospect can just stall with a decision to buy later.

5) Why This Price?
Perhaps the bottled water you're selling was hand drawn by monks high up in the Alps then infused with a rare and sacred intelligence building mineral (I bet that would be some expensive water.)

Perhaps you're conducting a clearance sale to make room for new stock. Or it may be a new product you're introducing to the market.

Whatever it may be, there's a reason you're product is priced what it is. Don't be afraid to tell your prospects why.

When you're able to articulate each of the above "reasons why" the more your prospects will stop stalling, stop shopping the competition, stop challenging your price, and start reading you their credit card numbers.

If you're not doing this then that's a key reason why you're not earning the income you want.

The Subtlety of Language
Jim Rohn

I have found that sometimes the subtle difference in our attitude, which of course can make a major difference in our future, can be as simple as the language we use. The difference in even how you talk to yourself or others. Consciously making a decision to quit saying what you don't want and to start saying what you do want. I call that faith. Believing the best, hoping for the best and moving toward the best.

A few examples could be, instead of saying "What if somebody doesn't respond" you start saying, "What if they do respond?" Instead of saying "What if someone says no?" You say, "What if they say yes?" Instead of "What if they start and quit?" say, "What if they start and stay?" or "What if it doesn't work out ?" You say, "What if it does work out?" and the list goes on and on.

I found that when you start thinking and saying what you really want then your mind automatically shifts and pulls you in that direction. And sometimes it can be that simple, just a little twist in vocabulary that illustrates your attitude and philosophy.

Our language can also affect how others perform and behave around us. A teenager says to a parent, "I need $10." And if the parents learn to say, "No comprende. That kind of language doesn't work here. We've got plenty of money, but that's not how you get $10." Then you teach your teenager how to ask, "How can I earn $10?"

That is the magic of words. There is plenty of money here. There is money for everybody, but you just have to learn the magic words to get them. For everything you could possibly want. If you just learn the philosophy. How could I earn $10? Because you can't go to the soil and say, "Give me a harvest." You know the soil smiles and says, "Who is this clown that brings me his need and brings me no seed." And if you said to the soil, "I've got this seed and if I planted it, would you work while I sleep?" And the soil says, "No problem. Give me the seed. Go to sleep and I'll be working while you're sleeping."

If you just understand these simple principles, teaching them to a teenager (or adult) is sometimes just a matter of language. It's like an investment account instead of a savings account. Simple language, but so important. It is easy to stumble through almost a lifetime and not learn some of these simplicities. Then you have to put up with all the lack and all the challenges that don't work out simply from not reading the book, not listening to the tape, not sitting in the class, not studying your language and not being willing to search so you can then find.

But here is the great news. You can start this process anytime. For me it was at age 25. At 25 I'm broke. Six years later I'm a millionaire. Somebody says, "What kind of revolution, what kind of change, what kind of thinking, what kind of magic had to happen? Was it you?" And I say, "No. Any person, any six years, 36 to 42, 50 to 56. Whatever six years; whatever few years you go on an intensive, accelerated personal development curve, learning curve, application curve, and learning the disciplines. Now, it might not take the same amount of time, but I'm telling you the same changes and the same rewards in some different fashion are available for those who pay that six year price. And you might find that whether it's in the beginning to help get you started, or in the middle to keep you on track, that your language can have a great impact on your attitude, actions and results.

To Your Success,Jim Rohn

The Gift of Planet Earth

Life has a habit of changing itself completely around in 24 hours. Heck, in 24 minutes sometimes.

Don't you dare give up on Tomorrow because of the way things look Today. Don't even think about it...

From Teresa Royer, Member Relations Specialist, Fort Wayne Chamber of Commerce

I stopped in to MSKTD the other day hoping to catch Mark Joseph and was impressed with their beautiful lobby. What is most impressive is the all-glass wall with glass doors on either side to enter the building. As you leave the lobby, on the right side etched in the glass are wonderful quotes / statements all about the importance of the customer.

I, being a fan of quotes, read each and every one of them and asked the receptionist if I was free to copy them. She not only said yes, but made me a copy of them.

Here’s a few I'd like to share with you:

• Because the customer has a need, we have a job to do.
• Because the customer has a choice, we must be the better choice.
• Because the customer has sensibilities, we must be considerate.
• Because the customer has influence, we have the hope of more customers.
• Because of the customer, we exist!

You definitely leave their office thinking they value the customer………..

3 Tips for Stand-out Direct Mail
By Joe Boland, copy editor, Target Marketing

People are hit with a plethora of mail every day, so your campaign needs to stand head and shoulders above the rest to draw attention.

To do that, your copy must be sharp and images compelling. Here, Mike Berry, associate creative director and senior copywriter for Grizzard, an Atlanta- and Glendale, Calif.-based direct marketing agency that specializes in the fundraising field, gives three tips on how to make your pieces stand tall.

1. “Scannables”: Berry says the use of what he calls scannables, which he defines as all the things that call for attention from the prospect—bullet points, bold text, underscores, caps, etc.—are important in today’s world. Prospects receive so much mail that they simply don’t have time to read it all. If you can get your point across with the prospect simply scanning the package, your chances of conversion escalate. “There’s so many messages being bounced around that we’re really trying to make sure the message comes through loud and clear in the space we have,” says Berry. “Take the key points to get the message across using scannables. If they take a peek, they’ll get it.” Berry warns not to overdo it, though. If you use too many scannables, the message is watered down because prospects won’t scan through too many.
2. Photography: Along of the lines of scannables, photos certainly capture potential donors’/buyers’ interest. But all too often companies use standard stock photos for their direct mail pieces. This simply won’t cut it. To really make a connection, Berry urges copywriters to use photos of real people in real situations to fit their message because these “images move people and motivate.” Berry also says stock photos take away from credibility with prospects while fresh, real photos enhance it.
3. Synergy: In today’s multichannel world, it’s important to put your efforts across the entire field. At Grizzard, Berry states, it’s about executing integrated strategies in which multiple vehicles are used in a synergistic fashion to communicate the message and drive people to action. “For example, corresponding space ads, outdoor and banner ads could support an appeal mailing,” says Berry. “And the direct mail package may drive people to a Web site where they can put their gift to work right away. We’ve done this for The Salvation Army at Christmas and have seen better, faster, more sustainable results.”