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A Winner knows how much He still needs to learn,
even when He is considered an expert by others.
A Loser wants to be considered an Expert by others,
before he has even learned enough to know how little knows.
Sydney J. Harris
Winners & Losers
Why is Success so Elusive?
We are what we repeatedly do.
Excellence therefore,
is not an act, but a habit.
Forget yesterday and last month and last year. That gloomy diary of failures
and disappointments, they are all part of the past. Look ahead to prosperity.
This opportunity pays 24 hours a day. Your goal is the Million-Dollar Club.
Income that pays between breaths month after month, year after year.
The art of persuasion is best summarized by the Roman Orator Marcus Cicero who insisted one must get into the Buyers mind.
"If you wish to persuade me, you must think my thoughts, feel my feelings,
and speak my words. If you want me to buy from you, you need to address the two things I wake up worrying about every morning. If you can help me with either one of those problems, I will buy from you, and I don't care what you're selling."
There are major stumbling blocks you may have unknowingly erected in your life that are hurting you today. To turn things around, you need direction.
There is no greater discipline
than the one you conquer.
Therefore, control your habits.
See it as a Personal Development Program
Professional Sales is, and must be, the most respected function of any profitable organization.
All companies live and die by the power of their Salesforce. No sales, no new business, no profits.
Salespeople are the lifeline of every Enterprise. Respect the profession, and you will prosper.
Everyone has a story to tell.
Yours could probably write a best-selling book.
Once discovered, a block-buster movie
could be made of your life. You became
valuable to the world and not surprisingly,
You produced it all yourself.
How do you define success?
There are two main criteria for success:
Do others think you are a success?
Do you believe you have achieved it?
Some people have a really hard time getting out of their own heads.
Any time you make the antidote to your Client's need about your product or service,
you have missed the point. You must start with the solution that solves their puzzle.
The past, the present and the future are really one. They are lumped into today.
Although they occurred at different times, there is nothing you can do about the result.
ALL YOU CAN DO IS CHANGE IT.
This Sales Training Portal is for anyone, regardless of
profession, that wants to learn how to make more money.
Not Until, you understand how Buyers "specifically think"
in all industries, your earning capacity will be limited.
To teach you what I know, we would have to sell together
for many weeks, months, or years. Obviously, that won't work.
So, I created a Portal where I could teach you, as if I were
at the office with you and yes, just maybe some day, I will.
Victory doesn't always go to the best and most powerful, and it doesn't always go to the lowest price.
The Victory I call success goes to the best prepared. He who is willing to take the risk and seize it.
Jeffery Gitomer
OLD SCHOOL RULES STILL WORK
The knowledge and wisdom you’ll gain from this program
will determine your earning capacity at every level
of accomplishment. In a very short period time you
will develop skills and insights that would
normally take years to learn on your own.
The days of workshops, seminars, and cassette tapes,
are obsolete. EXCEPT, for the Old-Timers that still live them out.
What if you could learn from a highly successful Professional
Old-Timer for just ONE DAY? ONE WEEK? EVERY DAY?
In today's digital world, duplicating that sales model
is next to impossible, unless you learned the Old School Rules.
You see, there's no better sales training than One-on-Ones
with a Mentor that cares. Trainings of times gone past.
"Nothing happens until you do something to make it happen...everyday."
The key to becoming great is change. You must
achieve personal growth to experience sales success.
Repetition is the mother of learning, and all great
Salesman started with principles they knew worked for them.
Very often we are our own worst enemy as we foolishly build
stumbling blocks 0n the path that leads to success and happiness.
Louis Binstock
Mike's Mentorship Background
Mike is a natural born salesman. He was number one
in everything he sold. He worked on a straight commission
basis and refused to work for a paycheck. He turned down
any sales job that was not commission based and worked
in Direct Sales day and night selling whatever excited him.
Nightly, he went Door-to-Door knocking Residential Homes
selling Encyclopedias for Encyclopedia Britannica and
Pot & Pans for the West Bend Corporation, where Zig Ziglar
had been a National Sales Director for many years.
Ziggy continued teaching Reps the principles of Persuasion
and Closing Techniques at West Bend Corp. where Mike became the number One Salesman nationwide for their Miracle Maid
Cookware In-Home Sales Division. He went on to sell Cable TV during the day and Insurance at night to support his five kids.
Mike worked 7 days for over 30 years including Holidays.
He mentored hundreds of salespeople over the years.
In 1994, he accidentally answered the wrong Ad and
found himself selling credit card machines and
Merchant accounts in Seattle, WA. The rest is history.
Don't hurry. Read one page every day!
"It's all up to you. No one can live your life for you.
No one else can
succeed for you.
It's your move."
One of our deepest desires is the burn to accomplish something worthwhile.
We need to reach goals, win victories, and a taste of success.
Accomplishments, big or small nurture our spirit.
Fill your heart with determination to achieve.
"Very few people are willing to put forth the effort
to get from where they are, to where they want to be."
Talent alone won't make you a success.
Neither will being in the right place at the right time.
UNLESS YOU ARE READY
The most important question is always " Are you ready? "
Johnny Carson
Failure is the highway to success.
Unfortunately, we do not all
learn from our failures.
Sales systems don't fail just because a carefully crafted training program didn't work.
Training systems are perfect for some, yet others just don't fit in. The main reason
programs don't work is because the Trainee quit too early. Those that failed to wisely
prospect, died a quick death. Those that worked extra hours and pushed a little bit
harder to close a sale, survived. If they studied their prospects, the flourished.
"I cannot do it"
has never accomplished anything.
"I will try"
has performed wonders.
George Bunhem
Looks, IQ, or size does not matter in Sales. Doing your best is all that matters.
Your best will get better and your dreams will start coming true.
Just Do Your Best Today.
"Most Salespeople make the fatal
mistake of starting in the middle."
The causes of failure lie between the culture we live in and our personal
make-up. We must deal with success and failure as the world presents
itself to us. I will teach you the ten common basic causes of failure.
Learn so that you can discover
the greatness that lives within you.
"Discover the Gold within You."
Bravely, we try to ignore the affluence and success of so many others.
We are forced to ponder if it's too late? No, it's never too late. All you need is a
burning desire to make more of your life. You don't have to master the hundreds of success ideas and techniques I teach. Here you will find nuggets of pure gold
waiting for you to discover. Just one is all you need to work wonders in your life.
Your Journey is not about how long you work.
It's about how much you sell.
"The sooner you learn who you are and how you became the person you are,
the sooner you will be able to deal with challenges that frustrated your success."
You must be focused on self-improvement. Books, Audio programs, Seminars, and
Training Classes must engulf your daily routines. Rest and a great quality of
life with your loved ones will inspire you to become a person of great influence.
Build relationships, for they
will determine the value of your portfolio.
Desire To Be Great.
The key to becoming great is change. You must
achieve personal growth to experience sales success.
Repetition is the mother of learning, and all great
Salesman started with principles they learned well.
H
E
L
L
O
REPETITION
IS THE KEY TO
RESULTS
BECOME
INCREDIBLY
VALUABLE
STUDY
IF YOU LOVE
MONEY
Most Salespeople fail because they
quit too soon. Don't let that be you.
Make a plan and commit to see it through
no matter what. Do whatever it takes to reach
the Million-Dollar Club. You will never quit.
Move.
What's your next
When the Student is Ready,
The Teacher appears.
We learn almost everything from someone else. It's only logical to learn the secrets
of success from those who have achieved success. In Old School sales, you would
go into the office and train out in the field with an established rep that you observed.
In this virtual world, you're on your own where the odds are against you. Good Luck.
For this very reason , I shared all my wisdom on this site for you to ponder.
MAKE MISTAKES
Don't be afraid to
Beware of no one more than yourself,
for we carry our worst enemies within us.
In order to plan your future wisely,
you must appreciate your past.
"The best teacher is failure. It's the rudest of awakenings,
and the breeding ground for self-determination."
Meet Mike. Here is a little history and a few golden nuggets for you to ponder.
MEET MIKE
In 1994 I began selling terminals on the streets
of Seattle, Washington. I had no system for prospecting.
I went door to door and quickly learned what Merchants didn't like.
So, I asked First National Bank of Omaha for advice, then VisaNet created software to satisfy their demands.
That's when Business exploded!
My Mother-in-Law's old kitchen table was our first conference table
and my father-in-Law's old government desk was my first Sales Desk.
The Rest is History.
I
KNOW
YOU
CAN
SELL.
I
KNOW
YOU
KNOW
YOU
CAN
SELL.
I
ALSO
KNOW
YOU
CAN
SELL
BETTER
I
KNOW
YOU
WANT
TO
MAKE
MONEY.
I
WANT
YOU TO
JOIN
THE
MILLION
DOLLAR
CLUB.
"Have the mental posture for success. Believe that you can. It requires daily dedication to self-support, self-encouragement and positive self-talk."
When I though about it, the plane never made a sale.
What it did do, was convince my prospect that I was serious.
Either I will find a way, or I will make one.
Nothing happens without a big dream.
In 1973, I hitch-hiked the United States going from University to University
auditioning for full-ride scholarships. My grandparents couldn't afford to pay.
Having secured several, I found myself at the University of Oregon.
As an accomplished Tuba player, I didn't know what my future had in store.
I certainly never imagined a life that would help so many find financial freedom.
Mike
Lugo
We were Brothers at Youth Revival Centers. Our primary focus was looking for lost souls to minister Jesus on Highways and Byways.
PAPER BOY AND SHOE SHINE BOY
The Leopard Street Gang
Growing up as a Paper Boy and Shoeshine Boy around my
Grandfathers Uptown Store, I had to fight off these Idiots.
They caused havoc and bullied the hard working kids until
one day, I began protecting our right to earn money.
PAPER BOY
I grew up in the toughest part of Corpus Christi, Texas.
As an eight-year-old paperboy, I sold newspapers and
shined shoes in Executive Row on Uptown Leopard Street.
Shorty, my Grandfather, was a respected Merchant and
Patron of the Preppy Bars. So, I had no fear of working
Bars and fighting-off the Leopard Street Boys Gang.
The older boys would smoke cigarettes and push the
little guys around. One day, I had enough and
beat up the the Leader of the Leopard Street Boys.
From that point on, I became the Leader, and we went
from fighting for territory, to forming a unified brotherhood
that loved making money for bikes, shoes, movies and candy.
5 cents.
Sales organizations live and die by quotas set by Managers who couldn't go out
and meet themselves. I encourage you to set your own quotas and remove the stress.
The only way it's going to happen is with self-inspiration and self determination.
To earn One Dollar, I had to sell 20 newspapers. The goal was to make $1.00 a day.
10 cents.
Over time, I became immune to Competition, I just cared about selling
20 newspapers and shine 20 shoes. I listened to them, like a Barber.
Their biggest complaint was that polish didn't last long in the rain.
I started finishing their shoes with a clear waterproofing polishing wax.
Refresh your mind...
improve yourself and
stay confident.
A Winner is sympathetic to weakness in others, because he understands his own weakness.
A Loser is contemptuous toward weakness in others, because he despises and rejects his own weaknesses.
SHOESHINE BOY
We ran in packs protecting each other
against obnoxious drunks and mean thugs.
Since I sold newspapers and also
shined shoes, I was able to work with
both sides, as Boss and Peacemaker.
Paperboys didn't like Shoeshine boys
because they made more money.
Bullies would take all their earnings.
Shoeshine boys never smoked.
Because you could burn pants
and drop ashes on their shoes.
Not good.
Selling wasn't about earning a nickel,
or a dime or a quarter. It was about
how much money we needed to buy
the next Bike, BB Gun, and Bubble Gum.
When there wasn't enough
business to go around, we took turns
showing off how good we were.
It was no longer about competition.
It was all about Teamwork.
15 cents.
Unknown to me, I became my own Brand! I no longer had to sell myself.
I became valuable because of the quality of the products I used to make their shoes glow. The polish on their shoes lasted longer, yet my
price was higher. I became more valuable. My name was my Brand.
20 cents.
BROTHERHOOD
The only sustaining force in any organization is "getting and keeping" customers.
I had so many customers that I began sharing them with my good friends.
When times were hard, we took turns rotating. Nobody went home broke.
I bought my own bike, always had candy, and could afford my favorite soda and popcorn.
In 1961, the Melba Theatre would let us spend all day in the movies. When I wanted
company, I would invite my friends and paid for them. We became a Brotherhood.
A Winner is sympathetic weakness in others, because he understands his own weakness.
A Loser is contemptuous toward weakness in others, because he despises and rejects his own weaknesses.
COLLABRATION
You see, it's not about who has the
power, it's about who has the clients.
The Street Boys didn't like that I was
taking away their big-shot tippers.
So, I fought for them.
When you're a kid whose Parents make
you work hard for the things you want,
you learn to appreciate them.
Since I was the Leader on the block,
I negotiated a truce where everyone
could win. So, I collaborated with my
competitors, and they agreed.
We agreed on territories, good and bad,
that everybody would rotate weekly.
This way everyone sold.
We went from Enemies to Brotherhood,
and ruled the Best Executive Bars.
We became the New Leopard Street Boys.
I bought hot dogs for everyone, even the
Leopard Street Bad Boys. It's important to
earn the respect of your competitors.
REPETITION
IS THE KEY TO
RESULTS
BECOME
INCREDIBLY
VALUABLE
STUDY
IF YOU LOVE
MONEY
Most Salespeople fail because they
quit too soon. Don't let that be you.
Make a plan and commit to see it through
no matter what. Do whatever it takes to reach
the Million-Dollar Club. You will never quit.
25 cents.
In a crowded field you had to hustle for customers.
Competitors just feet away from you meant cutting deals
to anyone that had a Nickle, a Dime, or a Quarter.
PENNYWISE
You see, it was all about the products I chose to buy.
I knew that investing my hard earned money
on quality products would be my best kept secret.
My return-on-investment was loyal customers.
Others chose cheaper products.
Thinking customers would return, yet never did.
Instead they waited on me.
When times slowed down, I got creative.
When a customer walked by whose shoes
were polished, yet dirty, I would get their attention
and charge them a penny to clean them up.
500% Return on Investment
It took 2 minutes to clean and soon they lined-up.
I no longer had to flag them down, they waited.
It wasn't about the penny, because they tipped
a Nickle. That's a 500% return on investment.
How much is a penny worth?
I hope to inspire you to learn the principles that will make you more money.
You will go home happier. I do not intend to force on you what to do or how to do it.
My goal is to show you a course of action that will open your mind to new ideas
for creating long-lasting success. You will accumulate great wealth.
R
E
A
D
Y
Growth Tips from Mike
S
O
L
I
D
Some say opportunity only knocks once.
I say it knocks all the time.
There are Leaders and there are those who lead.
Leaders hold a position of power and influence that inspire others.
BELIEVE YOU CAN LEAD YOURSELF AND OTHERS
We follow them not because we have to, but because we want to.
We follow them who lead, not for them, but for ourselves.
P
U
R
P
O
S
E
Your purpose is to present reasons why they need to switch. To do that, you have
to believe in your industry, product and service and most important, in yourself.
If you believe in what you're doing, you will find your real purpose in Sales.
Are you there yet?
Salespeople are either scared out of their wits, or totally committed. Keep in mind,
prospects are scared too. In Direct Sales, you’ll meet all kinds of people in all kinds of moods.
In most cases, they’re more scared than you are, and it’s your job to keep them calm.
Are you good at building relationships? Are you good at making people feel comfortable
around you? Are you calm, cool, and collected? If you are, then you’ll do just fine.
L
E
A
R
N
Miguel
CLARITY
Learning your prospects' business is the key to sales consistency.
Before you pick up the phone or get in your car to make the call,
you must have clarity of purpose to convince them to commit.
IF YOU SO
DESIRE TO BUILD A TEAM...
I can’t think of a greater challenge than managing an excellent sales team.
You play motivator, strategist, psychologist, parent, friend and clergy.
You are rewarded when sales increase and chastised when the curve drops.
One of the toughest challenges is the skills needed to develop the right people.
Are you there yet?
D
R
I
V
E
REPETITION
IS THE KEY TO
RESULTS
BECOME
INCREDIBLY
VALUABLE
STUDY
IF YOU LOVE
MONEY
You must be driven and have a clear vision
of what you want in life. It must drive you.
Awards, bonuses, incentives are just pats on
the back. You Soul must be your driving force.
Effective repetition means your review is wide-awake and intensive. Rip it apart and sew it back until it fits you. Write it, read it,
speak it, and hear it until it dances in your head.
They are the foundation to your success.
Selling is predictably simple, it's not rocket science.
It’s the art of winning people over to your point of view.
You don’t have to be a super salesman, just yourself.
Salespeople aren’t born, they’re made.
Yes, there are some natural born sales people,
but do they always live up to their expectations?
Of course not. Success is intangible and you must want it.
Too many promising salespeople have stereotyped
the profession, and have become they’re own worst enemies.
They’re scared to death of rejection and would
rather live in mediocrity than overcome their fears
to achieve their highest expectations.
Don’t be scared, be brave and just sell!
P
O
W
E
R
Although there is never a guaranteed sale, Referrals are 40-60
percent easier to close. If you want to double your income, ask for referrals, they're moneymakers. Obviously, the best referrals come from Buyers, but Non-Buyers always know someone in business.
You should be asking for referrals from everyone you meet. It's easy to forget to ask, but some of my largest customers came by a simple question from a prospect that didn't commit.
"Jack, would you know of someone that might be willing to consider our program?"
P
R
I
D
E
Be proud of your profession. It breeds enthusiasm. Your excitement will be
contagious to your prospect. Don't be overwhelming, be humble and with a
calm confidence. Keep in mind that only 10% of what you say will be remembered.
90% of the buying decision is based on what you do not say. Focus on the solution.
Understanding the nature of sales and the importance of being a self-starter is paramount. Communication is vital. How can we help you grow, advise you, or even guide you if you don’t let us know what’s inside your precious mind? Ask questions often.
H
A
P
P
Y
WEALTH
Happiness is difficult to identify, because it is an intangible that
people mask. The happiest people in the world may be dying inside.
Great for the ego, bad for the soul. Money may not make you happy,
but I guarantee you it is a wealth builder. Your soul will be thrilled.
Negotiating is a tough thing to do if you aren't prepared mentally and spiritually for the possibility of being rejected. Rejection is the number one reason people quit. Sales is similar to baseball in that you strike out more that you hit. It's even tougher when the bases are loaded and it's up to you to drive in the winning run. It's tough.
You have to recover quickly or risk going into a slump. I will show you how to rebound.
B
O
N
U
S
What is a Bonus? What does it mean to you? Money? Spiffs, Rewards?
If you said yes, I agree. The real bonus is mastering the invisible magic
of "non-verbal" communications. Understand that prospects buy you.
You are the Brand. The personality. The 90% reason they will buy.
Besides commitment, it’s going to take dedication. You have the opportunity of getting paid every time a card is swiped.
Your goal is to build a multi-million dollar portfolio that will pay you month after year. You’ll have to be persistent, patient,
and willing to follow-up on even the most difficult prospects. You’ll be up against competition that wants the business just as
much as you do. So, stay determined and don’t give up! We believe you can succeed and with our help, you’ll win most
of your deals. You will quickly build a strong portfolio, and be well on your way to a healthy six figure income.
Setting appointments is difficult when you don't ask the right questions, whether on
the phone or in person. Once you have identified their pain points, set a time to
discuss solutions. Avoid being verbose and ask relevant Open Questions.
Carefully worded questions allow them to open up about their pain points.
F
O
C
U
S
Go See Them, They're Waiting.
Salespeople should have a constant sense of action
by asking themselves "what's next"?
"What will help me close this slow moving,
complex sale?" If you move slowly, rather than
taking immediate actions, you're going to lose.
First, you must believe that you can close
the deal because you have the solution
to their problem. Don't hesitate.
QUOTAS
Sales organizations live and die by quotas set by Managers who couldn't go out
and meet themselves. I encourage you to set your own quotas and remove the stress.
The only way it's going to happen is with self-inspiration and self determination.
To earn One Dollar, I had to sell 20 newspapers. The goal was to make $1.00 a day.
A
C
T
I
O
N
THINK.
consider your future
Look at every day as a new day and every call as a fresh call,
and you’ll experience many great sales. Imagine that every
business is a “profit center” that will pay you year after year
until you reach your lifelong goals. Do you get it? If not, reach
deep inside and figure out who you are. Are you there yet?
I do not want to assume anything, especially your experience.
If you're a great salesperson, then your
earnings are certain. If new to sales,
then I'll help you become a great Salesperson. Build relationships, for they
will determine the value of your portfolio.
Desire To Be Great.
The key to becoming great is change. You must
achieve personal growth to experience sales success.
Repetition is the mother of learning, and all great
Salesman started with principles they learned well.
LIFE AT YOUR FINGERTIPS.
D
R
E
A
M
In order to reach the pinnacle of your career, you must first have
a dream that makes it worthwhile realizing, otherwise all the preparation in the world will fall short. No amount of
preparation will help you unless you believe in your dream.
IMAGINE
Imagine where you could be financially in five a years from now.
I will show you how to increase your residual income by $50,000 per year.
What does that mean?
$250,000.00 Residual Income from your existing accounts.
$500,000.00 in ten years. What would you do with the money?
Pennies
from
Heaven
Solve Puzzles!
Look at every day as a new day and every call as a fresh call,
and you’ll experience many great sales. Imagine that every
business is a “profit center” that will pay you year after year
until you reach your lifelong goals. Do you get it? If not, reach
deep inside and figure out who you are. Are you there yet?
Win?
Are you ready to
You must believe that you can accomplish the task set before you and then commit to making it happen.
Until you commit, you’ll never agree to the terms and conditions that this opportunity mandates.
Commitment means working through challenges whether or not you feel up to it, no excuses!
LIFESTYLE
Where do you fit in this trillion dollar industry full of money, opportunity, and lifestyle?
How can you get to share in the wealth and prosperity that so many are experiencing?
Start your life’s new experiences today. This is a great opportunity to earn a lifetime
of ongoing income. You see, we’ll continue to pay you year after year, even while you’re
traveling the world or running a business, become a missionary, or just relaxing on your
favorite rocking chair. Once qualified, we’ll continue to pay you…for a lifetime.
DREAM
You’ll be surprised how easy reaching your goal becomes when
you’re excited and motivated about reaping long-awaited rewards.
Just keep your dream etched in your heart, never stop thinking about it.
Success will carry you to the end. Don't let anyone steal your dream.
We Want You!
Do you have the attitude to keep going when times get tough or will you
just give up and quit? Will you seek help or will you stop answering
your phone? Will you try harder or just tell yourself that you just can’t
do it? Are you a quitter? Quitters never win and winners never quit!
Join Me. Come Aboard!
Reps often ask me how I did it. “I guess I just passed the stupid test” I tell them,
“I was just dumb enough to do it!” I never looked back. Instead, I just went one door at a time,
getting one sale at a time, while growing my portfolio one day at a time. I made no excuses
for my failures and took no credit for my successes, I just thanked my God above the lucky stars.
Redefine Your Life.
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