Sell or Be Sold

Your ability or inability to sell, persuade, negotiate, and convince others will affect every area of your life and will determine how well you survive.

Only to the degree you are sold you can sell. This is a critical and unavoidable fact that cannot be missed if you’re to become great at what you do.

A sale is made when your conviction and belief about something are stronger than another’s, at which point they give up some of their conviction.

The interesting thing about the impossible is that it’s only impossible until someone makes it possible! Look at photography, flight, space travel, e-mail, the Internet, and so on.

You have to be 100% certain that what you’re selling is better than all other options. The fraud can’t get consistent results because he is not completely sold on his product.

Getting the sale isn’t about money; it’s ultimately about having the buyer’s confidence that the product is the right one. If there is a price difference, the customer wants assurance that your product has advantages in excess of the cost difference.

Most salespeople make the mistake of offering something for a lower price when faced with price objections. This is an incorrect solution based on the false belief that price is the reason people don’t buy things.

When you move the customer down in price or offer him something cheaper, he’s less likely to want that next product if he didn’t want the first one. This will cause the buyer to think that you have no solution and that he’s just wasting his time.

By moving the price up, rather than down in inventory, you’ll get the buyer thinking in terms of value, and you’ll find out whether his objection is valid or

While it’s true that salespeople must have a great understanding of their products, one must not forget that it’s “people” who buy those products. That’s why it’s vital that salespeople know about people first and products second.

If you understand the product before you understand people, you’re putting the cart in front of the horse.

People are attracted to products, ideas, and people that represent the things with which they’re in agreement. This is a fact of the universe!

A salesperson should not be hired if he isn’t willing to buy the product himself.

The common saying that “opposites attract” doesn’t happen to be true in sales. In selling, likes attract, and like is born out of agreement.

Nobody should hire a salesperson who wouldn’t spend money. If a person won’t spend money or tends to be really cheap in how he spends his money, he’ll always have trouble getting other people to spend their money.

The rule for handling a buyer’s distrust is to always use and show written material to support your presentation and proposal.

When you’re documenting facts for your customer, it’s preferable to use third-party materials that support what you’re saying.

Always write down what you’ve said, offered, proposed, promised, implied, and suggested. Anytime you’re going for the close, insist on putting it in writing.

When you’re presenting your product, write it down or show potential buyers the benefits on paper. If you’re showing them how your product will improve their business or their life, show them the proof by using statistics and success stories.

Unfortunately, most people in sales are looking for their commission and what they’re going to get out of the deal rather than what they’re going to give, what their product really offers, and how the client will benefit. But in selling, the only way to receive is to give first.

The true essence of selling is not just getting the sale, but the sincere desire to help. A spiritually aware person will ultimately be a better salesperson than someone who’s just interested in compensation.

The salesperson must be willing to stay in the deal and persist through to close because he believes deep down inside that the product or service is right for the buyer.

You must believe that what you’re offering is the right thing for the prospect.

You must be trained to stay in the close no matter what happens. You’ll need to be armed with an arsenal of ways to handle stalls, emotional reactions, and objections.

When it comes to taking action, never think in terms of balance; always think in terms of massive amounts of action.

Too much action will never get you into trouble. In fact, taking action is the way to get you out of trouble.

Be more interested in the customer than you are in yourself, your sales process, your product, or your commission and you will make more sales.

Be more interested in the customer than you are in yourself, your sales process, your product, or your commission and you will make more sales.

A positive attitude is a thousand times more important than the product itself.

It’s easy for a buyer to say no to a product or a company, but it’s extremely difficult to say no to a positive experience with another human being.

When something makes you feel good, you want more of it, whether it makes sense or not. This is why people do things that aren’t good for them, because for a moment or two, it made them feel good.

People will spend money on things that make them feel good before they’ll spend money on things they need. This explains the poverty and debt levels we see today.

He who makes the most of his time will accomplish the most.

Stay away from “can’t do” people, people who have trouble in life, and people who don’t do well, so as to avoid being negatively affected by them;

Sales training must be delivered in very short segments and should be interactive.

Effective sales-training programs should focus 80% of the training content, time, and energy on the TOP people in the organization, not the new ones.

Your ability to do well in life depends on your ability to sell others on the things in which you believe!

The ability to get others to like you, work with you, and want to please you determines how well you survive. Selling is not just a job – it is a way of life.