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...
Perception number one, how you want people to think about you when you arrive and perception number two, how you want them to talk about you once you have left.
Earning the Right is a commitment to be the sales professional that your customer really needs
In the past, I have bargained myself away, believing that price was more important than cost, quality, reliability, or reputation. In the past, I was clearly wrong.
It’s not how I view being a salesman. It’s how I live being a salesman.
Plans are easy to make, dreams are easy to dream. But putting your back into it? A little bit of hard graft and discipline? That is just too scary and far too much effort for the masses
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....
And so it must be with the energy you muster for your own work. Get out there and convert the unconverted. Save them all from the charlatans and the nearly-men.
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
In the past, I have all too often listened without hearing, asking questions when I had no intention of hearing the answer or understand my customer’s requirements.
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...
Ready? No one is ever ready, my boy. But some do what they plan to do and some never will. The difference between the two is that the first group understand that they need to start somewhere, so they...
The ability to close sales effectively has never been confined to the last few moments of the conversation.
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...
For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past.
Where he comes from, the education he has received, his family history, his wealth, they matter not a jot, but the perception he conveys - that my, boy, is the key. If they believe he belongs - that h...
A gentleman of ambition is aware of the people he wishes to be associated with both socially and commercially. He knows that moving through different levels of society is akin to stepping through diff...
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.
How do I go about cataloguing my dreams?
If you wish to sell to anyone you must earn the right to do so.
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