1/31/2007
It takes more than words to be a salesperson
Hello my friend:
Here's one for the people in sales or who want to be. Not in
sales and don't want to be? Then this one's not for you...
Vamos. About five years ago I was having a conversation with a
guy that I see six or seven times a year. This person was and
still is in selling field and we were talking about his
business. I didn't say this person was in selling profession
because professional is something he definitely is not. All he
talks about is what he wants. Nothing about what he does for
his clients or about what they want or what is best for them.
Well, during that conversation, I named three books that meant
the most to me, the ones that taught me the most and allowed me
to achieve the things that I had up till that point. He was
fairly new to sales so I figured that my experience and long
track record of success might mean something to him. I was dead
wrong. I gave him the names of the three books and told them
that if he just practiced the material and mastered it, he would
be massively successful and be able to have choices in life that
few ever do.
Those books were 'Spin Selling,' 'How to Master the Art of
Selling' and 'The Greatest Salesman in the World.'
Now it's five years later, that person is married has a child
and is just squeeeeeaking through by the hairs on his chinny chin
chin in a field that is stuffed with millionaire salespeople.
Every time I see him I very casually ask how's work, and he
says good, but I know it's total bull. And it just breaks my
heart to watch him struggle and pinch pennies when the
information is right in front of him. He never bought
Accelerated Sales Success Now,
He's never even asked about it even though he knows my story
about creating a revered program that made me a record-
shattering sales executive. So I've never offered one bit more
advice in the last five years.
You see, the problem is that his self-image is not that of a
salesperson. He shouldn't even be in a field. He doesn't like
prospecting. His desire to help people is lukewarm at best. He
doesn't know his products very well. He's not a people person.
When he makes a sale, he takes the rest of the day off and
congratulates himself.
Highly paid salespeople love meeting new people. They love
prospecting for new business. They don't mind being told no.
They learn something new on every single call.
They are goal oriented motivated people who are addicted to
helping other people solve problems. The best sales
professionals in the world are optimistic to a fault. They
practice, practice, practice their skills until they're perfect
just like the top people in every other field.
Selling is no different, but the average person fails and never
puts two and two together and takes responsibility for it.
They just think that high earning salespeople are somehow
gifted talkers and that is that. The best salespeople actually
do less talking than others because they ask more questions and
then they shut up and listen.
Top salespeople earn a lot because they feel they deserve a lot
for the valuable services they provide. The best sales people
you'll ever meet aren't pushy. To their customers, they just
seem helpful and concerned.
When I was in direct selling, practically everyone I met bought
from me.
But I didn't push it all... I helped. That's what top sales
people do.
Objections and hard questions do not bother sales masters.
Because they know that in spite of the fact that their product
or service is not perfect, they feel that buying is usually the
best decision to make for the people they're talking to.
Most people in the selling profession for many years never
improve at all, meaning that their incomes stay the same as it
was five years ago and 10 years ago and 20 years ago. And
that's pathetic. Anything you do for years, you should get
better and better and better. You should do it more easily and
more quickly.
When I began researching the first behavior modification geared
toward sales, I was living in a van. I had read a bunch of
books. I sat through endless meetings and training sessions.
It didn't work. I wasn't right in the head. My beliefs were
all wrong.
The only thing that got through my thick skull was beating into
my head the most empowering thoughts ideas and action commands
found in the top people in the selling profession with 60 beat
per music playing in the background, with all the statements
repeated three times each. I had my 3x5s with me wherever I
went.
And it worked like a miracle. Once I began to do that, things
started to click. Accelerated Sales Success Now
has done
that for thousands of sales people all over the world.
It's helped already successful people become even more
successful. It's helped average salespeople become great. It's
helped utter failures become terrific and increase their income
by multiples of what it was.
Here's a success story you'll love:
++++++++++++
Mike,
I would like to start by saying Thank You!! My entire life is
changing so quickly & I must give the credit to 'Think Right Now
Accelerated Sales Success Now'
A year ago I closed my Organic Garden Center & Health Spa to
move closer to my grandchildren, since my son was deployed to
Iraq.
I wanted to remain in health so I started to write a book & do
free seminars on healthy living. I realized it would take more
money for advertising. I tried a couple of different sales
jobs, but couldn't make enough to support myself & have extra
for advertising. I am still trying to pay off debt from closing
my store. I had to put my Healthy Living Consulting business on
hold until I could save some money. I also didn't have the time
to devote to it since I had to work full time now.
Over the last year I made the goal to make a million dollars in
the next 3 years with my Healthy Living Consulting. I want to
write a series of books, but I couldn't even finish my first
one.
About 2 months ago I ordered the 'Think Right Now Accelerated
Sales Success Now!' CD, after a couple of months deliberation on
whether I should spend the money on it. I didn't make much
extra money & I knew I should use it to pay off my debt, but I
also knew if I could make more money the debt could be paid off
much quicker. When the CD arrived I listened to it once during
the day & at bedtime for the first week. Since the first week I
have listened to it every night & once during the day on my days
off.
After the first week I found myself on a job interview I would
have never went on before, because I would have been sure I
could have never gotten hired. I not only got hired, I have
been there 6 weeks now. My sales volume & closing ratio have
put me in the top 2 to 3 of about 20 Sales Reps in my department
every week since I started. Keep in mind this is an entirely
new industry I know nothing about.
My income has over doubled in just the last 2 months & this is
just the beginning.
My outlook on things has changed. I think the most important
thing I notice is the way I respond to things or should I say
the way I let things affect me. I don't feel the stress I used
to. Things just seem easier somehow. I can't quite put my
finger on it, but I know I am thinking differently.
I have also finished my book. I have many ideas for my Healthy
Living Consulting business. I think the most important one is
how I can integrate all the 'Think Right Now' CD's into my
Healthy Living Consulting business.
All I had to do was push the play button & listen!
Thanks again,
Sherrie Chastain
+++++++++
Thanks Sherrie. The way it sounds, you're gaining the attitude
that will help you reach that goal of yours. What a thrill
knowing that Accelerated Sales Success Now
had something
to do with your recent accomplishments. Keep
doing what
you are doing.
Well that is all for now.
I love you all,
Mike
P.S. I know it sounds pretty touchy, feely and sappy to say
that selling is about loving your prospects and clients, but
when all you do is memorize canned lines, the only thing that
will happen is you will go broke, you will become jaded and you
won't even know what happened. Sure, just like actors,
salespeople must know their 'lines' but when you have a real
caring, concerned compassionate person saying them, you will win
the hearts of your customers, you can live like a king or queen
and you will love waking up in the morning... because you won't
get much rejection.
Note:
If you send us a detailed success story/case study about any of
our Think Right Now! or Instant Inner Power audio programs, you
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program of your choice. Just send an email with your story and
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