RULE # 9: TAKE ACTION. We’ve all heard the saying that the journey of a thousand miles starts with a single step. So do sales careers. Action trumps almost everything. Directed action trumps even that.
RULE #10: YOU HAVE TO BE PERSISTENT. It can be learned, as confidence fuels persistence. The way to overcome shyness is is to stop thinking about YOURSELF. Focus on your mission – to provide help.
RULE #11: SELL MORE THAN JUST A PRODUCT OR SERVICE. Understand who the prospect or client is and what they really want. My good friend Chris Rollins also talks about how you become much more successful finding and appealing to their pleasure versus their pain . After all, how excited does anyone get focusing on their pain, unless they’re a hypochondriac!
RULE #12: SELL VALUE. This is more of a “What’s in it for me?” society than ever before. As a result, you’re toast if you sell off price in most industries. But if you sell them on how your product or service will help them, you stand a much better chance of being successful.
RULE #13: GIVE THEM SPEED AND EASE. Those two features drive some of the most powerful benefits. And benefits are what most people buy. Your speed can save them time, money, risk, and much more. Ease can do likewise.
RULE #14: BE A RESOURCE, EXPERT AND ADVISER. By being ready to provide your prospect, customer, client or patient with knowledge, expertise, information and/or education, you create value and provide service. Your level of service often determines your relationship going forward.
RULE #15: BE INDISPENSABLE. By establishing a pattern of reliability and by providing and adding value, they will eventually see that life without you will not be easy. All things being equal, they will remain loyal rather than change for change’s sake.
RULE #16: LOVE WHAT YOU DO! You can’t fake it. Emotions are so invested in sales, that if you don’t absolutely love what you do, you will not be successful. Conversely, if you absolutely love what you do you possess the magic sauce that leads many to the path of success.
Have you found any of these ideas are missing at present? If so, I urge you to study on it and apply it. The principles are time-tested. Don’t let anyone tell you that times have changed and that the principles have, too. If they do, run!
Threaded throughout this series are the fundamental truths – that people want their own egos and needs to be met, that they yearn for connection, that you will only get better with practice and that solid goals, visualized, become the cement that holds it all together.
Excerpt from John Patrick’s eBook entitled Sales Tips & Tools, which can be found on Amazon.