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If they like you, and they believe you, and they trust you, and they have confidence in you ... then they MAY buy from you.
Why is this book RED? RED is the color of passion. Passion is the fulcrum point of selling. No passion, no sales. RED is the color of love. If you don't love what you sell, go sell something else. RED is the brightest color. You must be bright in order to convert selling to buying. RED is the most visible color. You must be visible to your customers with a value message, not just a sales pitch. And RED is fire. If you're not on fire, you'll lose to someone who is. All of these attributes of RED must be present in a salesperson as a basic fundamental of success. If you don't love it, if you
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Here are the 18.5 Secrets of Success: (And more important, are you a master of each of these characteristics?) 1. Believe you can. Have the mental posture for success. Believe you are capable of achieving it. This belief must extend to their product and their company. A strong belief system seems obvious -- but few people possess it. Too many salespeople look outside (for the money they can make) rather than look inside (for the money they can earn). Believing that you're the best and that believing you're capable of achievement is the hardest thing to do. It requires daily dedication to
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I am consistently amazed and disappointed at the small number of people willing to execute the simple daily self-disciplines needed to reach higher levels of success. They know it will bring them the success they dream about, yet they fail to execute.
In sales, or any business effort, or career position, the person who will emerge victorious most of the time, is the person who wants it the most.
The victory we call success goes to the best prepared, self-believing, right-associated, self-taught, responsible person, who sees the opportunity and
is willing to take a risk to seize it -- sometimes a big risk. Is that you?
Now that you know the difference, why will some of you still fail? The answers are inside this book. But as my friend Harvey Mackay says, "Don't read this book. Study it!"
Many salespeople fear making sales presentations. But, by far, the biggest fear salespeople have is fear of failure. It has a cousin -- fear of rejection. Rejection is the pathway to failure -- if you fear it. While failure itself is real, the fear of it is a condition of the mind.
Earl Nightingale's legendary tape "The Strangest Secret" says, "You become what you think about." If that's true, why doesn't everyone think "success"?
The answer is a combination of what we ex...
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If you exchange "I failed" for "I learned what never to do again," it's a completely different mindset. The status of failure is up to you.
Bad day or bad attitude? Philosophy drives attitude. Develop a YES! Attitude. Celebrate effort, not victory. You know what to do, you just don't do it. Time management -- what's important now? Be selfish. Learn for yourself. Do it for yourself. Selfish wins.
Ever been in a slump? Ever been rejected 10 straight times? Ever had someone say yes to you and three days later just evaporate? Can't get them on the phone? Won't call you back? How do you react and respond to these situations?
Do you have all the sales training you need? Do you watch TV at night when you should be reading sales books or getting ready for your sales call the next day? Do you "party" at times when you really shouldn't? Do you get to work "on time" rather than make a sales call and a sale in the morning?
Salespeople (not you of course) tend to whine. Slow sales, unreturned calls, competition undercutting, the usual. The same things they've been whining about for a hundred years. If you want an insurance policy for success in the profession of selling, you better issue it to yourself, pay for it yourself, name yourself as the policy holder, and down at the bottom, name yourself the beneficiary. Then have the balls to sign the document, and make a commitment to yourself.
Take a moment right now and look at your sales resource library. What kind of books do you have, what kind of tapes do you have on the subjects of selling, presentation skills, positive attitude, creativity, and humor that you read and refer to every day? Let me give you the answer. Not enough.
If you are a great salesperson you should meet your quota in the first two weeks of the month, and begin to bank real money the last two weeks.
But let me give you a big clue. The only way this is going to happen is with self-inspiration, self-determination, and hard work that starts before everyone else gets up and after everyone else has gone to sleep. Kick your own ass is not a statement. It's an axiom. An unbreakable rule that each salesperson, you included, must follow everyday.
Not every human being agrees with my personality, my philosophies, or my style, but no human being can say that I don't work my ass off.
The secret I have found in the kick your own ass axiom is that most salespeople will not do the hard work that it takes to make selling easy.
"My boss won't motivate me."
Poor belief system I don't believe that my company or product is the best. I don't think that I'm the best.
Philosophy drives attitude. "Attitude drives actions. Actions drive results. Results drive lifestyles." That's a quote from America's business philosopher, Jim Rohn. If you don't like your lifestyle, look at your results. If you don't like your
results, look at your actions. If you don't like your actions, look at your attitude. If you don't like your attitude, look at your philosophy.
Celebrate effort, not victory. Too many times salespeople and their leaders only celebrate the sale. And while that's important, it is equally important to celebrate the work that went into making the sale happen. The work ethic, better stated, your work ethic, will lead you to more sales than any other element in your sales arsenal.
You know what to do, you just don't do it. Salespeople are the smartest people in the world. As I go from audience to audience they all have one common theme among them: everyone already knows everything. Problem is they are not doing it. There's a big difference between knowing and doing, and most salespeople are without a clue about the power of the subtlety. As you read through this book don't tell yourself, "I know that." Rather ask yourself, "How good am I at that?" That question will lead you to learning.
to realize that your shortcomings in all of your endeavors stem from the fact you're not being the best person you can be first.
Proper preparation takes time, but I assure you it's impressive to the prospect. He or she knows that you have prepared, and is silently impressed. It's an advantage that very few salespeople use. They make the fatal error of getting all their own stuff ready. PowerPoint slides, samples, literature, business cards -- you know, all the same things the competition is doing. Biggest mistake in sales. And almost every salesperson makes it.
In order to become a success at sales or at life, the first thing you have to master is homework. Getting ready, preparing, developing questions, creating ideas, and every other facet of your sales life presupposes that you have done your homework.
Have a good time doing it. People who take it too seriously have problems sorting out what's important in the world. Treat it like an important game. Play as hard as you can to win.
Strive to be the best at whatever you do. Go for the personal goal -- be the best. Not the material goal -- make a lot of money.
"In sales, it's not who you
know. In sales, it's who knows you." Positioning helps you get known.
In sales, it's not who you know. In sales, it's who knows you.
IT'S ALL ABOUT VALUE, IT'S ALL ABOUT RELATIONSHIP, IT'S NOT ALL ABOUT PRICE
Value is something done for the customer, in favor of the customer.
I put myself in front of people who can say "yes" to me and I deliver value first. Make it your mantra.
Send them information about how they profit, produce or succeed, and they will devour EVERY WORD.
Send your stuff after they ask for it, and make sure it has something they will keep. Proactive mailings rarely work. If you really want to test the viability of your information, offer it and see who
wants it. I send nothing until someone calls and asks for it.
No matter who you are or where you are in your sales career, free speech can impact learning and earning. Free speech isn't just a right -- it's an opportunity. Exercise yours.
The REAL way to beat "price" How much is it?
Answer: Doesn't matter if the value is there.
What do your customers want? Your customer wants: More sales Greater productivity More profit Better image More customers Loyal employees
Better morale No hassles More free time Notoriety
I promise you that no one remembers the price at 7:00 a.m. when you are waiting in line at a car dealership for service, and you don't get taken until 7:30. The service person is somewhat rude, and they have no loaner cars so someone else has to drive there with you and take you to work. And when you get back at 5:00 p.m. to pick your car up you wait another 20 minutes and come to find out they didn't have the part for what was broken, and you have to come back again next week. But you were the smartest guy in the world. You saved $100 on the car. At that moment you would have paid an extra
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What you need to do now is figure out where your value proposition lies AND how to communicate it in a way that the customer will get it AND be so compelling in your proof statements or your testimonials that the customer will both emotionally and logically make the decision to buy from you.
The head is attached to the price. The heart is attached to the wallet. Here's what you need to start:
It's all about the relationship. It's all about the perceived value. Let's get one thing straight before we go any further. Not everyone will buy value. Thirty
