Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.
No one ever reached the top of a mountain by digging underneath it.
It’s your own personal statement of who you want to become, based on how you wish to be remembered.
It’s not how I view being a salesman. It’s how I live being a salesman.
If you wish to sell to anyone you must earn the right to do so.
All these ships are currently safe at anchor but that is not what they were designed for is it? Your job is not to remain anchored and safe. Your job is to move closer to your destination at every att...
Why do customers (and that includes you and me) find it so difficult to recall more than a couple of occasions when they felt that they were treated exceptionally by the salespeople who dealt with the...
If you don’t earn their trust at the beginning, they sure as hell won’t trust you with their money at the end.
I see what I have to become and I recognise the time it will take.
Earn the Right - Ensure you put this chunk of Sales Tetris in place first and all the other pieces just take their own positions naturally.
When things get tough, remember this mariner’s star. Bring to mind that everything external is designed as a challenge. A test sent to ensure you are actually worthy of acquiring your goal and reward....
But without a need, even the finest piece of beef is merely a piece of dead bull is it not?
Obvious? Possibly. Sometimes, common sense is only obvious once you have been shown it to be so. Only after a shortcut has been revealed is it an obvious time saver. Before that, it had remained compl...
Now you learn about the greatest tool available to any salesman. I’m going to give you an introduction into something that will help customers recognise the value of your offer all by themselves.
Men constantly miscalculate what they can do in a day, and grossly underestimate what can be achieved in a year.
If you put in the effort and focus towards a goal, you will get there quicker than most.
If customers don’t trust you to help them at the beginning of the sales process, they certainly won’t trust you with their money at the end of it.
Did you sell to them or did you simply facilitate their buying from you, hmm? Very different scenarios, my boy, very different indeed.
Customers do not want a lecture from you and they certainly don’t want some juvenile in a bad suit forcing his wares upon them
The commitment gap is the massive distance between yes and maybe