Friday, September 20, 2019

Impossible to fail

Do you know that it is IMPOSSIBLE to fail in sales? It is impossible to persistently apply and reapply the principles of selling and fail. It can't be done!

Once again, the key is to persistently apply and reapply the principles of selling.

People don't fail because they are "not cut out" for sales. They fail because they are not willing to do the things successful people are willing to do.

Application of selling principles is the key. Many sales people talk a good game. They can tell you about the big sale they almost made, the hot new account they are working on, or the big sales goal they have. They can talk a good game with their customers as well.

"Sure, I will get back to you on that."

"Trust me, this is the product and program for you."

You know the type.

The person who continuously looks for new ideas and better methods of selling is the one who moves forward. The person who learns something new, applies it and reapplies it over and over until it becomes a skill. This doesn't have to be some "new" selling secret, it only has to be "new" to you. The basic principles of selling never change!

The person who DOES what he or she says they are going to do is the one who makes it in the long run.

Customers are not sold by empty promises made by sales people who are insincere. They are sold by a sales person who WEARS WELL. The person who looks for ways to show their customers how to make more money, how to sell more, how better manage their business, is the person who is not full of hot air and promises. They really don't SELL as much as they HELP CUSTOMERS BUY.

To be the type of person who wears well all you have to do is simply…

1. DO WHAT YOU SAY YOU WILL DO. Don't be "All Sizzle and No Steak"

2. Apply what you learn and then reapply it again and again until it is automatic.

The toughest door to open is the one that gets you out of the house early and the toughest sale is the one we have to make to yourself. You have to convince yourself to do what you learn until you own the skill, to apply what may seem difficult at first.

There is no magic rabbit that you pull out of the hat and say "here is the secret of selling." There is no silver bullet that will win the sale every time.

It is impossible to persistently apply and reapply the principles you are learning and fail.


Thursday, September 19, 2019

How do you apply the KISS principle to sales?

KISS is an acronym for "Keep it simple, stupid" used as a design principle by the U.S. Navy in 1960. The KISS principle states that most systems work best if they are kept simple rather than made complicated; therefore simplicity should be a key goal in design and unnecessary complexity should be avoided.

Here are the 13 attitudes and activities that will make you a superstar in sales.

1 Attitude. Train your mind to stay focused on your goals. Maintain the attitude of a winner. Aggressively approach each problem as another opportunity to increase sales.

2 Respect. Earn the total respect of your customer by being an expert in your business.

3 Service. You will KNOW with absolute certainty that you can sell anybody if you approach people with the thought of "How can I be of service".

4 Urgency. The way to attract customers to buy from you is by responding to every problem, opportunity or situation at the speed of light.

5 Confidence. Without the security of a guaranteed income you must stop your mind from continually interrupting you with fears of failure and rejection.

6 Persistence. Selling can be done with mathematical certainty when you know how the numbers work and work those numbers with persistence.

7 Planning. Implement a few effective planning strategies and you will increase your call effectiveness as much as seventy percent!

8 Attention. Have an irresistible offer that will have your prospects leaning forward asking for more!

9 Questions. Ask questions that will have every buyer give you a blueprint showing exactly how to make the sale.

10 Presenting. Give an honest, persuasive presentation and you will have the key that will open the door to every sale!

11 Objections. Buyers give objections because you have not done your job of thoroughly presenting your irresistible offer.

12 Closing. The skill that separates the amateurs from the professionals is not being timid when it is time to close the sale.

13 Follow up. Be so good in your follow up activities that you lock out the competition and keep customers buying.

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