- The minute you start worrying about whether or not you are going to succeed, you’ve already cut your chances in half.
- The end result of worry and doubt is more doubt and more worry.
- Make yourself lucky by thinking “I’ll see it when I believe it!”…not, I’ll believe when I see it.”
- Be careful what you wish for. In the end, you ordinarily will end up with what you expect….and will accept.
- A true salesman is not simply a passive order-taker. If you are not aggressively interested in making the sale, it won’t be there for you.
- All things being equal, people would rather buy from their friend.
Corollary: All things not being equal, people would still rather buy from their friends.
- If you don’t believe in yourself or your product…why should anyone else?
- If selling is not fun for you, it won’t be fun for the customer. Don’t let the economic whip become your only motivation for selling.
- Advertising and marketing may provide the ingredients, but someone still has to make the stew.
- Sales is a contact sport.
- If you are only thinking about spending your commission, the prospect will often come up with financial concerns that make sure you don’t.
- Attention follows attention. Keep your attention on providing service to the customer and they’ll follow you.
- Listen at least twice as much as you talk.
- Play to your strengths and you’ll get the most out of the cards you’re dealt.
- Remember, one thing that sets you apart from the rest is that you are unique…just like everyone else.
- Setting unreal expectations for the client is a recipe for disaster.
Corollary: Nobody really expects you to work for nothing. Charge a fair amount and then deliver a bit more than expected. You’ll both be happier.
- Follow up to make sure the customer actually gets what you have promised them
Corollary: Don’t promise them something you know can’t be delivered.
- Motion creates emotion. A motionless salesman creates nothing.
- Emotion is the “secret weapon” all successful salespeople understand and use.
- People buy emotionally and then justify it logically.
Corollary: Logic makes people think. Emotion makes people act! Which would you prefer?
- If you can’t identify with and understand the clients’ feelings or difficulties, neither of you will be happy with the sales process.
- Intelligent questioning and active listening is the way to discover what the prospect really wants.
Corollary: if you are doing all the talking, you’ll end up knowing more than you started with.
- When the prospect is “sold” it is time to stop selling. Know when to shut up or you can talk yourself out of the sale after it was made.
- If the client doesn’t see you as the solution, you’re a problem!
- Any prospect can be made to become “resistive” when pushed too hard.
Corollary: Percussive maintenance (whacking something to get it to work) is rarely effective on clients.
- Clients may not know exactly what they want…but they are usually very certain about what they don’t.
- Any hidden flaw in your sales knowledge or skills never remains hidden for long.
Corollary: Do your homework before the presentation. Your weakest areas will inevitably become exposed under the tress of a live selling situation.
- The formula for avoiding criticism
- Say nothing
- Do nothing
- Be nothing
- Any expressed objection is a selling opportunity.
Corollary: prospects express objections only if they are interested.
- When an indifferent customer starts coming up with objections, they are starting to consider buying. Don’t give up too quickly, you’re almost there.
- Unless you can get the prospect to see a personal benefit for themselves in what you are selling, you won’t make the sale.
- Anything is considered valuable to the degree someone wants it. Your task is to nurture the desire created by marketing and advertising and turn it into a sale.
- Success may be possible when the preparation meets opportunity…but only when you have the guts to jump in and take advantage of it.
- You’ll never get the order you don’t ask for.
- The customer’s motivation for buying is rarely because you’re broke and need the money.
- In sales, “conventional wisdom” is usually neither.
- Proper use of hot buttons will get you more results for less effort.
- Don’t forget: if you say it, it’s doubtful. If they say it, it’s true!
- Success has many fathers. Failure is an orphan.
Corollary: The three hardest words to say in the English Language are, “I did it.” Don’t keep repeating a mistake just to try to prove that you didn’t. Face up to it and move on.
- Understanding the “purchasing process” of the prospect and their organization than understanding the “sales process” of your company.
- You’ll become more interesting to the client when you are more interested in them than you are in yourself.
Corollary: The prospect will begin to think you’re important when you recognize that they are.
- Don’t tell them you can solve their problems before they have acknowledged that there is a one.
Corollary: Don’t just tell them about your experience. Ask pertinent questions relevant to their problems.
- If you have to resort to a “money-back guarantee” technique to close the deal, you haven’t done your job. Never guarantee results for areas you don’t directly control.
- Don’t explain how to build a watch when they only want to know what the time is.
45 Contact to connect.
- Engage to persuade.
- Illustrate to illuminate.
- Simplify to clarify.
- Demonstrate to penetrate.
- Any maxim contains just enough truth to justify its existence.