Listening is the hard part. Listening is the important part. The hot button is in the prospect’s response.
Quality performance starts with a positive attitude.
The key in mastering any kind of sales is switching statements about you and how great you are and what you do, to statements about them, and how great they are and how they will produce more and profit more from ownership of your product or service.
Ignore the junk news – work on a worthwhile project, make a plan, or do something to enhance your life.
What is a positive attitude? The simple definition is the way you dedicate yourself to the way you think. Interestingly, it’s also the definition of a negative attitude.
The more a prospective customer clicks on you and your stuff, the easier it is for them to make a buying decision in your favor.
I graduated from high school in 1963. There were no computers, cell phones, Internet, credit cards, cassette tapes or cable TV.
Great salespeople are relationship builders who provide value and help their customers win.
Trust is even more important than love.
Social media presents an opportunity for business people to connect and know each other prior to a phone call or email taking place.
If you want to be the best salesperson, first you must be the best person.
All things being equal, people want to do business with their friends.
You don’t get great at selling in a day. You get great at selling day by day.
I put myself in front of people who can say yes to me, and I deliver value first.
Most people will not do the hard work it takes to make success easy. Don’t be like most people.
If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune!
Writing is a key differentiator. I’ve used it for 14 years. Writing will not just lead to differentiation. Writing is the credibility you need to create buyer confidence.
Accepting responsibility is the fulcrum point for succeeding at anything.
Persuasion occurs when trust and confidence meet belief, risk tolerance, and safety.
Prepare to win, or lose to someone who is.
In sales, it’s not what you say; it’s how they perceive what you say.