- The book says that salespeople should develop themselves in all directions as crazy. book is more like how to succeed in life than just to do sales. =)
- well. of course some other things are there — be able to be likeable -> develop relationships not transactions -> don’t compete by price.
Core principles in details:
- #1 Take actions, blame only yourself
- #2 Prepare to win = prepare to meetings
- #3 Develop personal sales brand in community + associate w/ right community
- #4 Value + relationships, not price. Relationships = establish rapport from common ground, laugh, talk to them about them, after I established credibility — I make my presentation. People want to do business with friends…
- #5 Not work, NETwork =) think where to go AND spend 75% of time w/ people you don’t know.
- #6 if you can’t get in front of real decision maker — you lose
- $7 many sales fail at asking questions. “Get every prospect to say, “No one has ever asked me that before.””
- #8 if you can make them laugh, you can make them buy
- #9 creativity is very important to differentiate
- #10 risk of purchase is a mental or physical barrier. reduce THEIR risks — then they buy. =) Ask your prospect: “What’s the risk?” Then ask, “What’s the reward?”. brick by brick, remove the risks that the buyer perceives as fatal mistakes in his decision-making process
- #11 your reputation is everything… people are very sensitive to what OTHERS say about you
- #12 some biology and mirror neurons? Stick to senses of 1) confidence 2) positive anticipation 3) determination 4) success / “I can do it” / purpose
- and
- avoid sense of 1) fear 2) nervousness 3) rejection 4) self-doubt
- #12.5 The less time you spend in other people’s business, other people’s problems and other people’s drama, the more time you’ll have for your own success.
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