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.
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.
Rules are in every company for everyone to follow. Eh, except salespeople.” – Jeffrey Gitomer.
Attitude drives actions. Actions drive results. Results drive lifestyles.” That’s a quote from America’s business philosopher, Jim Rohn.
The biggest reason people don’t succeed is because they don’t expose themselves to existing information.” – Jim Rohn, America’s business philosopher.
In 1960, I met a college basketball coach on the court and asked him for his best, niftiest pointer. He took the ball, walked under the basket, and shot an easy lay-up. “See that shot?” he said gruffly. “Ninety-nine percent of all basketball games are won with that shot. Don’t miss it.” And he walked away. I felt cheated that day, but 20 years later, I realized it was the best sales lesson I ever got. Concentrate on the fundamentals; ninety-nine percent of all sales are achieved that way.
Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won’t be immediate, but it’s inevitable.
ON A COLD CALL: Be brief. You must generate interest in about 30 seconds or less, or forget it. Make a strong statement about how you can help the prospect. Don’t focus on how much money you can save them. That approach seems to be wearing thin. Talk about what you do for companies like hers, or how your product has worked for others.
Sales solutions are easy once you identify the prospect’s problems, concerns, and needs... with questions.
Your competition’s sales slide presentation is equally pathetic. Here is the secret solution: Convert the time you’re currently wasting watching television re-runs in the evening and develop your own PowerPoint presentation that is 100% in terms of the customer’s needs and desires, one that engages the prospective customer by asking questions and promoting dialogue, one that uses a little humor to keep the sales presentation alive, and one that supports every fact and claim with testimonials.
You were raised to think in patterns set by others. To be as successful as you want to be, it may take getting out of those traditional patterns. Most people don’t get out of their comfort zone. Most people don’t attain the level of success they set out to achieve. I wonder if there’s any correlation between those two statements?