Earning the Right is a commitment to be the sales professional that your customer really needs
We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.
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.
Great selling involves helping people to make great buying decisions.
Asking the appropriate questions means understanding exactly what your customer is trying to achieve
Executing the solution means gaining customer commitment and delivering on your promises
Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.
Solving the problem means helping the customer to understand why you’re the best person for the job
Customers get exactly what they need, while you hit your sales targets and become incredibly successful – fair deal.
In many instances, the words sell and influence are completely interchangeable.
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.
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.
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.
The commitment gap is the massive distance between yes and maybe
Think about it: if someone had found a way to manipulate human choice and free will – if someone actually had that kind of power – wouldn’t it be a tad surprising if they then decided to share their s...