“Everyone lives by selling something.”

“Everyone lives by selling something.”

A thin man eats to live and a fat man lives to eat.



You don’t expect much from a cook, yet you expect a fine meal from a Chef.



How is it there’s such a vast difference in the way basic things are done? How is it those often almost unnoticeable differences produce such dramatically different outcomes?



These differences, my friend, are the result of:



Attention to detail

Passion

Commitment

The thin man, the cook, and the average sales person miss the mark on each count by just a little. Water at 211 degrees is just hot water, yet increase that temperature one teensy degree and you unleash enough power to pull a train with cars as far as the eye can see. Improve the way you sell one little degree and you transform from an average sales person to a top producer.



Read these three sentences placing emphasis on the italicized word in each sentence -





The red house is the one on fire.
The red house is the one on fire.
The red house is the one on fire.
Change the way you emphasize just one little word and the entire meaning changes.



The cook approaches the meal with the thought of getting it done. The Chef approaches the meal with the thought of creating an experience for the taste buds. The cook is happy when you are full. The Chef is only happy if you had a mouthwatering eating encounter.



The average sales person approaches sales with the thought of closing the sale. The top producer approaches sales as the beginning of a life-time relationship.



The average sales person thinks only of the process. The top producer is passionate about the engagement and discovery.



The average sales person always leaves a way out… a back door for escape. The top producer is all in all the time. There’s no need for back door options because the top producer’s focus is on the right option for both the producer and the new client.



Yes, sales is a process. However, sales done right is a passion fulfilled through a process.



6 Sales D’s

Yet another “no sale”. You followed your presentation exactly. You were on time looking good.

What happened? What went wrong?

You probably have run up against one or more of the 6 D’s of sales. You can’t sell when your potential buyer has one of these 6 reasons for not buying. They:

don’t like you
don’t trust you
don’t need what you have
don’t have a reason to buy now
don’t have the money
don’t have the authority to make a buying decision

If you act like a sales person your potential buyer automatically won’t like or trust you. They’ve been trained not to like and trust sales people. It doesn’t matter that you’re different or that you haven’t done anything to make them dislike or distrust you.

If you are a good person with good intentions there’s no valid reason for you to trigger the first two D’s. Change the way you position yourself.

If the reason the potential buyer can’t buy is because they don’t have a need for what you offer. Shame on you. You’ve needlessly wasted both your time and there’s. Make sure you prequalify every appointment so you’re only speaking with qualified prospects.

You overcome urgency and money by asking questions that help the potential buyer develop a reason to buy now and a reason doing so makes good financial sense. You never do it by telling them these things. It has to be their idea.

When you were qualifying the prospect before you met you should also have determined if they were the sole person needed to make a buying decision. If you don’t do that up front… telling you they can’t make a buying decision is an easy way to get rid of you without having to tell you the real reason they don’t want to buy.

Identify the D’s that kept you from getting the sale. Now how are you going to remove these D’s so the next sales ends the right way.