The Problem with Salespeople

The Problem with Salespeople:
Most salespeople are either under-trained, over-trained, wrongly trained, poorly trained, incorrectly trained or simply untrained! 83 percent do make some sales, some of the time. But, of the remaining stellar 17 percent, less than a handful sell or close sales predictably well.

Most sales managers count on a mere handful to sell consistently, hoping the others will make a few sales before they get fired or leave on their own. The result is LOST SALES… LOST INCOME… LOST SALES COMMISSIONS. 

This problem hurts both sides. It won’t go away until something changes. 

But it’s not the fault of salespeople.

You see, fundamental data have gone missing from other sales-training methods and approaches. Were this not so, the majority of salespeople would perform FAR better than they do; given fundamentally sound, complete training, the greatest percentage would perform better; even the best producers’ numbers would go up.

Fortunately, it IS possible to train salespeople well.

Front Cover 6 Revised LMSMOur book/course combination, LISTEN MORE SELL MORE, proves that salespeople CAN be trained to perform better and to close more sales once they learn the complete and correct data, and then DRILL IN what they’ve learned.

Our training method cannot be found anywhere else! We target and improve exact skills every seller MUST use to open, control, and close EVERY qualified opportunity.

“If you really want to know what makes certain salespeople very successful and others not, then you better read and do the practical drills in this incredible sales book, Listen More Sell More.” 

— Martin Runow, Chairman, Performia International.

Our trainees learn:

  • key sales-related definitions;
  • how to LEARN; how to STUDY and how to APPLY our training materials;
  • the eight steps every salesperson must CONTROL to close a sale;
  • when to begin closing… and when not to! 
  • how to close effortlessly;
  • how NOT to be an obnoxious, overbearing salesperson; and…
  • a Million-Dollar Closing Question definition! …

Taught within the pages of our sales manual, Listen More Sell More. 

Author Credentials:

Ronald Joseph Kule is an award-winning salesman and sales trainer with 39 years of experience in international sales and sales management. At his last multi-million-dollar sales position, he was #1 in Sales for 18 years in a row and first to win the coveted Top Gun trophy. Later, he received recognition as Top Trainer in Tampa Bay for a network-marketing organization. He also has coached hundreds of sales people.

Kule’s trainees agree: “Using the Listen More Sell More sales approach is not only better for me, but better for my prospects and customers.

International Consultants Recommend This Book!

“This is an excellent book, loaded with practical methods and techniques to help you sell more – faster and easier.”

— Brian Tracy, renowned Author, Speaker & Sales Consultant 

Very good book for people who are looking to develop their skills in salesmanship.”

— Patrick Valtin, Founder, New Era International.

“An excellent aid for training salespeople is Listen More Sell More by Ronald Joseph Kule. This is special… it is a practical guide with detailed exercises that help improve sales skills… and… allow sellers to cope with the difficulties and successfully close deals.”

— Alexander Visotsky, Business Development Consultant, Founder & CEO, Visotsky Consulting, New York City, NY.

“Ron, thank you for your dedication of your talents in assisting our company’s growth. The techniques you developed and the skill set employed in your successful sales efforts, you now teach in your sales-training book, Listen More Sell More. I could not give a higher recommendation than you or your teaching methods. Thank you for your professionalism, integrity and friendship.” 

— Rob Crisp, Real Estate Executive & former Network Marketing Blue Diamond

Behind the Book

In 1972, the author developed a fundamentally different approach to sales, which he then tested on his 22-person sales crew.  They ended up #1 in company sales for months. Throughout his 39-year sales and sales-management career, the author re-discovered that he and others sold better, and easier, when trained his way.

More than a book, Listen More Sell More includes a complete, step-by-step, sales-training course laid out on a checksheet. (A checksheet is a format followed in exact sequence. Trainees attest, upon completion of each checksheet item, that he/she understands and can apply the data studied.)

LISTEN MORE SELL MORE grabs the reader by the lapels and insists on being put into action…”

— Best-selling author, Karen Nelson Bell, Nothing Down for Women.

LISTEN MORE SELL MORE will get rid of your butterfly stomach and mind-wrenching selling fears as it fattens your sales commissions! Don’t hesitate. Learn to listen more and sell more today.  Buy LISTEN MORE SELL MORE

Author Ronald Joseph Kule

March 2017“Internationally published author, biographer and ghostwriter of non-fiction and novels” sounds fancy, but I’m simply a professional author with a mission to write entertaining, uplifting stories for reader enjoyment.

People tell me that I write well: “[Kule] creates emotional stories… he paints pictures with his words.” Well, I write what I see in front of me, adding imagination where it will improve the story.

Growing up in a cramped house, competing for personal space among seven brothers and sisters, two parents, at least one good hunting dog (most times), and a score of kids living on our block, I learned how to hold my ground, at times from a perch 30 feet up my favorite tree in the woods behind our house.

Born in Bogota, Colombia, descended from Polish-immigrant coal miner and blue-blooded, Colombian-Chilean parentage, I came to appreciate ethnic values and cultural differences by observing directly the disparate social classes and living conditions of Colombia, Peru, Chile, and 48 contiguous American states and Hawaii.

My heritage paint-brushed a wanderlust onto my life-canvas: I’ve spent time in 35 countries and performed keynote-speaker engagements in 17. I laugh often and can experience a panorama of emotions just for fun, although I prefer to make other people smile, laugh and generally feel happier for having met me, or my written works.

If you curl up with one of my books and find yourself breathless, provoked, inspired, changed and feeling like you just undertook an important journey, which left you more than satisfied, my job as the author will have been a success.

Currently, home is Clearwater, Florida, but my passport yearns for more nation-stamps, and my bags can be packed on a moment’s notice!

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“As good as his work is, behind Ron Kule’s prodigious work-ethic lies a heart that beats for others to whom he can give service, expecting in return only the time-honored values of honesty, tolerance, and demonstrated competence. His keen insights into what motivates and inspires people to want to do better has made a difference in my life. Not one to rest on his laurels, he would rather effect positive changes in those close to him, and the world, no matter the personal consequences. These qualities tell us that here is a man of intense personal integrity.”

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  • Ronald Joseph Kule is an internationally published author of non-fiction and fiction books, also a ghostwriter for numerous clients. For details contact: KuleBooksLLC@gmail.com
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How To Write A Biography

How To Get Started:

First, the Idea

I had come to the conclusion that no one else was going to write about the life of Friedemann Paul Erhardt (a.k.a culinary icon CHEF TELL) and that I better do something about  that. After all, he had been my brother-in-law.

I was not sure that writing his life-story was a worthy endeavor — family and friends were in opposite camps about the man: some loved him, others hated him. I just wanted to research the facts and decide for myself.

In December of 2011, one of my sisters, Bunny Erhardt, widowed since Chef had passed away in 2007, granted my request for access to her friends and acquaintances. She gave me permission to write the first Chef Tell biography.

Embarked on my quest to discover whether this man was worthy of my time or not, I developed a three-part outline loosely fitted to the early, middle and later years of his lifetime.  As the work progressed, data gathered on my desk and on sheets of papers surrounding my desk, fitted into corresponding sections of that outline. Eventually, a timeline list of major events in Tell’s life took shape and became the backbone to my body of work.

As people’s names popped up, I jotted these down, notching a mark each time the same name appeared more than once. The resultant list directed me to individuals who would become subjects of interviews that, I hoped, would provide personal anecdotes, as well as qualify the data, which, by now, were adding up to conflicting accounts.

Fact and fiction overlapped more than a few times. These were not proverbial “truth is stranger than fiction” mishaps; either the subject of my book had lied to the press, or journalists had researched poorly their magazine and newsprint articles, or not at all. Sifting actual facts from a widespread panoply of published falsehoods circulated among articles, media interviews, and the chef himself, became the hardest part of the task!

My Virgin Interview

My first in-person interview was in the Philadelphia administrative office of Chef Georges Perrier, a contemporary of Chef Tell and one of the Top Five, premier French chefs in America. Perrier had agreed to 15 minutes only — not much time to request more than a simple, “Tell me, chef, what was important about Chef Tell?” If any more time would pass, I would wing it by following my instincts.

I had never conducted a live interview with anyone before. Working in international marketing sales (to support my writing aspirations) I had met and sold products and services to many top business executives in the financial and healthcare industries for over 18 years, but this would be my first live interview as an “Author.”

The questions I asked were never a part of my notes, and Perrier was a wonderful interview. He waxed on about his friendship with Tell as I wrote highlights on my pad of paper. My small recorder captured the actual phrases and nuanced details for later playback. I prodded infrequently and only to let Perrier loose. In the end, more than an hour had passed us by. We hugged, perhaps with a hint of tears in our eyes, because Perrier had not known that Janet Louise Nicoletti, Tell’s fiancee when the two chefs first met, had overdosed and died years earlier. Perrier’s summation of the woman said it all succinctly,
“Mon dieu, I did not know this. I knew this woman; she was simply tall, bright and beautiful.”

Later, having shelled out a twenty-dollar bill to retrieve my rented car from the union-run, Philly parking garage, I made a mental note to bring enough change to feed the street meters at future interview meetings. That evening I rewarded myself with an authentic Philly cheesesteak sandwich for making it through what I thought would be the worst of my gauntlet of interviews for this book.

Now I was proud that I had struck out on this course. Perrier, a man at the top of his profession — the same as Chef Tell — had confided to me two significant morsels:
Chef Tell was a giant of a man. I miss him. I loved him,” and “You know, maybe I’ll have you write my biography, because I like you. But, of course, it would be a very naughty book!”
(Perrier’s remark, though it made us both laugh, had served to break the ice between us early on and opened a more intimate repartee; it also gave me a reason to respond with,
“Georges, perhaps you should wait until you read my book; you may not think I can write well.”)

Each subsequent interview, each fork in the road, each turn, hill and valley on the path I took to find new information about whether I would love or hate the man who had been Chef Tell,moved me inexorably toward its own conclusion.

http://bit.ly/ChefsBiographyThe detailed story, sprinkled among never-before-released photos and Chef Tell recipes, is recorded in CHEF TELL The Biography of America’s Pioneer TV Showman Chef, the 452-page book published by Skyhorse Publishing (NYC) and available online and in bookstores in hardback, eBook and AudioBook formats. Forewords are by Emmy-winning TV hosts Regis Philbin and Chef Walter Staib.
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 “WOW is a great start! This is a wonderful account of one man’s voyage and how in so many ways every reader will connect with something.  It is engaging, and takes you through all the emotions of life, leaving you to decide what is next for you, and how you will make the most of your today – it’s a testament of the human spirit.”—Tracy Repchuk, #1 Amazon.com Best Selling Author and Top Woman Speaker in the World Online Business Strategy

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Ronald Joseph Kule is an internationally published author/biographer/ghostwriter who writes non-fiction and fiction across several genres. Readers consider his work as five-star quality. Contact the author by emailing to KuleBooksLLC@gmail.com.

To Sell More You Need to Listen More

The Art of Sales

The art of Sales is not an exacting science but it does have finite basic data that can be learned and used to predictably sell better and easier.
 
Research began in the late 1800’s for these basics, and they were found. They proved to work incredibly well all across America in the early 1900’s and, later, internationally.
 
What we added with our training manual were key understandings of the basic data, as well as practical ways of how to improve skills required to use them effectively. The end result is sales trainees who really know how to sell well… predictably well. 
If you’re alive on this Earth, sooner or later you’re going to have to sell something either commercially (products or services) or on a personal level (ideas, dreams, proposals, etc.). Given that fact, does it not make sense to learn the basic data and a method of applying them, so that you can win the sale, the idea, the dream or the proposal?
 
This book could change your life!Our book and course, Listen More Sell More, combines one easy-to-learn approach and methods for applying ithe information. This book should be a part of your library, because the return on its investment FAR outweighs its cost! We guarantee you will be able to learn its contents, improve your skills, be able to apply what you know effectively and, as a result, improve your effectiveness when selling. More sales mean you can enjoy more of what you want in life, which is something worth having!
 
If you are already trained in how to sell, this book/course will help you get more use from what you already know. One of the world’s most renowned sales consultants and best-selling authors agrees:
“This is an excellent book, loaded with practical methods and techniques to help you sell more – faster and easier.” — BRIAN TRACY.
Purchase the book today. Study the course inside and do the practical-skills exercises… and see results that you only imagined were possible! LISTEN MORE SELL MORE by Ronald Joseph Kule. Today in English, Swedish and  Spanish. Russian coming soon!

Escucha Más Vende Más – NEW Book!

KuleBooks LLC anuncia el lanzamiento de la edición de su libro ESPAÑOLA, Escucha Más Vende Más, por el autor y las ventas entrenador Ronald Joseph Kule.

KuleBooks LLC announces the release of the SPANISH edition of its book, LISTEN MORE SELL MORE,  by author and sales trainer Ronald Joseph Kule.

lmsm-spanish-front-cover

Un manual de auto capacitación, Escucha Más Vende Más consiste en ventas corregir los datos básicos y series de entrenamiento exclusivos que no sólo mejoran la comprensión de la forma de vender, sino también mejorar la capacidad de aplicar efectivamente lo que se aprende.

Escucha Más Vende Más no compite contra otros libros de entrenamiento en ventas; más bien, que les subyace, aumentar su eficacia mediante dando al alumno una mejor base sobre la cual construir su arsenal de venta de conocimiento.

En el interior de cada libro es un curso completo de formación establecido en formato paso a paso para asegurar la comprensión completa de los materiales.

La nueva edición española abre la ruta para toda la población latina para poder aprender un método de probada eficacia para la venta, así como a las ventas más cerrados. Es el primer volumen de una serie de libros de ventas que traerá por completo a la comprensión de cualquier estudiante de ventas o vendedor que deseen vender con mayor eficacia.

Esta nueva edición en español está disponible en línea en Amazon.com y en la página web del libro del autor.

© 2016 por Ronald Joseph Kule y KuleBooks LLC. Reservado.

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A self-training manual, Escucha Más Vende Más consists in correct sales basic data and exclusive training drills that not only enhance understanding of how to sell, but also improve ability to actually apply what is learned.

Escucha Más Vende Más does not compete against other sales-training books; rather, it underlies them, enhancing their effectiveness by giving the trainee a better foundation upon which to build his or her arsenal of selling knowledge.

Inside of each book is a complete training course laid out in step-by-step format to ensure complete comprehension of the materials.

The new Spanish edition opens the route for the entire Latin population to be able to learn a proven approach to selling well and to more closed sales. It is the first volume of a series of sales books which will completely bring to understanding any student of sales or salesperson wishing to sell more effectively.

This NEW Spanish edition is available online on Amazon.com and at the author’s book website.

LISTEN MORE SELL MORE editions are available currently in English, Swedish and Spanish. A Russian edition will be released early on 2017.

© 2016 by Ronald Joseph Kule & KuleBooks LLC. Reserved.

TOXIC-FREE – IS IT ENOUGH?

I remember when I first became aware that the toxic chemicals in consumer products I had in my home were affectingly health. It was 1978. When this was first suggested to me, I said, “No, that can’t be true. The government wouldn’t allow products to be sold that are toxic.” And I’ve heard that over and over through the years from people who can’t believe it when I tell them there are toxic chemicals in consumer products.

But the truth is, the government hasn’t been protecting us, and it looks unlikely that it will start protect us any time soon. This is why I do my work, and why you need to learn where the toxic chemicals are in consumer products and choose the safest ones. The government isn’t doing it.

Last Thursday, House and Senate negotiators reached agreement on legislation that would reform the 1976 Toxic Substances Control Act (TSCA).

Many have attempted to reform the law for years, but every attempt was blocked by the chemical industry.

This new legislation is a compromise between improved environmental standards and the demands of industry. And the chemical industry has backed the bill.

But will this help?

Here’s the current situation.

In 1977, the American Chemical Society had identified over 4 million chemicals, but only 62,000 were on the market. These were listed on the original TSCA Inventory of Chemical Substances. TSCA “grandfathered” these 62,000 chemicals, allowing these substances to remain on the market without first assessing toxic impacts. New chemicals, however, would be subject to review for health and environmental risks. Today the number of chemicals listed on the TSCA Inventory has grown to about 84,000. But the EPA has only required about 200 of these chemicals to be tested.

The Toxic Substances Control Act was intended to give the Environmental Protection Agency the power to protect the public and the environment from “unreasonable risks of injury … associated with the manufacture, processing, distribution in commerce, use, or disposal of chemical substances” But that hasn’t happened.

EPA Administrator Lisa Jackson stated in 2009, “Right now, we are failing to get this job done … not only has TSCA fallen behind the industry it’s supposed to regulate — it’s been proven an inadequate tool for providing the protection against chemical risks that the public rightfully expects. … Since 1976, EPA has issued regulations to control only five existing chemicals determined to present an unreasonable risk. Five from a total universe of almost 80,000 existing chemicals.”

But I couldn’t find even those five. [Here’s an account of one man’s search for the “Toxic Five”.]

The new legislation requires the EPA to begin evaluating the untested chemicals and prioritize high-risk chemicals well. The EPA will need to test at least 20 chemicals at any given moment and each test must take no longer than seven years.

I can’t even do the math on this. But it’s irrelevant. The point is at this rate it’s going to take thousands of years to make any meaningful progress. And it’s not going to happen in our lifetimes, or our children’s lifetimes or even our grandchildren’s lifetimes.

But the bigger issue is the new legislation still puts the testing of chemicals and the evaluation of toxicity in the hands of the government. Meanwhile, manufacturers are allowed to make and sell chemicals that harm our health and the environment, leaving consumers to decide for themselves what’s toxic and what’s not.

I agree there needs to be regulation. [Listen to my discussion on this point withBryan McGannon, Policy Director for theAmerican Sustainable Business Council (ASBC) on Toxic Free Talk Radio.]

So far, regulation hasn’t solved the problem.

But there is something that has been working: consumers are voluntarily choosing to purchase nontoxic products. And because of this market demand,manufacturers are making more and more products that do not produce “unreasonable risk of injury.”

In the last thirty years the market has gone through a tremendous shift toward nontoxic products of all kinds. Organic foods, body care products, and clothing are now commonplace. All over the world, consumers are demanding and getting nontoxic products, from producers small and large.

We can do this ourselves. It will take continued education and continued good purchases, but the plain fact is: if we don’t buy toxic products, manufacturers won’t make them. The more we buy toxic-free, the more toxic-free products will become available. Many companies are already moving in that direction.

And it’s not all that difficult to determine that a chemical is toxic. There are plenty of studies available on the internet. We all can read them. We all can choose the risks we want to take. We can all observe in our own bodies if exposure to a chemical is helping or harming our bodies.

I want to acknowledge and thank every manufacturer of toxic-free products and every consumer who buys them. Please continue! Change in the world will happen from each of us acting individually from our own sense of knowing what is right and good. There will be a tipping point. We’re already doing it, and our numbers can only increase. There is actually more agreement on this point than is visible. The shift has occurred. There is no shortage of toxic free products to choice from [just take a look atDebra’s List].

The bill is expected to reach the House and Senate floors for final votes any day now.

Let’s watch and see what happens, but still keep doing what we are doing.

The real change happens from our own hearts and our desires to be healthy and happy and support life. We each have the freedom to make our own choices in that regard, regardless of regulations.

The Declaration of Independence says:

We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.–That to secure these rights, Governments are instituted among Men.

In my opinion, every regulation should be designed to secure these unalienable rights.

At the same time, each of us as citizens and every business should take responsibility to secure these rights as well.

NEW YORK TIMES: Lawmakers Reach Deal to Expand Regulation of Toxic Chemicals

Frank R. Lautenberg Chemical Safety for the 21st Century Act

Safer Chemicals, Healthy Families Chemical Safety for the 21st Century Act

BLOOMBERG: DuPont, Dow to Get What They Asked For: Tough EPA Oversight

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

I don’t want to give the impression that the EPA is doing nothing to eliminate toxics. They are doing some things. Here is one example I was able to find.

In January 2006, the EPA invited the eight largest fluorocarbon producers to participate in the 2010/15 PFOA Stewardship Program.

There were two goals:

  • To commit to achieve, no later than 2010, a 95 percent reduction, measured from a year 2000 baseline, in both facility emissions to all media of perfluorooctanoic acid (PFOA), precursor chemicals that can break down to PFOA, and related higher homologue chemicals, and product content levels of these chemicals.
  • To commit to working toward the elimination of these chemicals from emissions and products by 2015.

According to the EPA, “All companies have met the PFOA Stewardship Program goals.”

I would love to see more programs like this from the EPA.

It really does take all of us—consumers, manufacturers, retailers, regulators, healthcare providers, the media and more—to eliminate toxic chemicals from consumer products, our bodies, and the environment.

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