In both activities, you can learn to avoid making the common mistakes. Presentation. A friend suggested I read the book, "Mastering the Art of Selling". When the time comes, I know there’s a good chance you’ll say, “I’m not going through that stuff again. I don’t know any better word for it than excitement. Vlad rated it it was amazing Jun 27, 2015. Study your customers and your territory. That doesn’t surprise you—the kids have to learn the game. There’s a lot of similarity between the professional athlete and a professional salesperson. Then go on the prowl for it, find it, and overcome it. The star quarterback is out there. They know that they can always reach out for more. Add to it. I hear it far too often from my seminar audiences to take it lightly. What does it cost to gain entry into this profession that has no income ceiling? Accentuate the positive through knowledge. You can’t reasonably expect to never say the wrong thing to prospects and clients. When I get there, I won’t forget how I did it.” But you will, and some of that is good. My life is working with people who have the desire but not the skills to earn more. Jimmie Walker is another Champion. The people you serve benefit in direct proportion to your ability and skills. What so few of us are willing to accept is this fundamental truth: Great salespeople, like great athletes, simply do the basics very well. Then, each time you start to study it, take just a second or two to recall that vivid picture of the benefits you’re seeking. see review. Does that mean it’s not possible to earn more? Will you agree with me on that? You know that college teams practice. The information could be more compact and less repetitive, but it is logical and sometimes even funny. Read on. Effective repetition means you hear it, write it, read it, and speak it. Do that and you’ll never cut yourself with the sharp edge of your tongue. Then get in front of as many people as possible during that time. Put the strategies, words, and phrases to use. Wasn’t born with the golden touch like Joe Whizzbeau over there. But is there a pro on the golfing circuit who hasn’t used his club to drive the ball into a sand trap? Learning for the mere sake of learning is sterile. When Robert celebrated his twenty-third birthday, his sales earnings were headed over the half-million mark for the year. Read chapter one. Your primary tool—the opening in your face called a mouth—must be used with confidence. We have been using the same techniques. To attain success in the sales field, you can’t take any shortcuts around these five basic steps. Bảo Đại rated it really liked it Nov 07, 2017. Having trained more than three million salespeople on five continents, I’ve met a lot of strong individuals who are on the fast track. Closing the sale. Get into the kitchens of the people now wasting the money they should be ensuring the futures of their loved ones with. Let me tell you about Gertrude Nunn. To the salesperson, every day is an adventure. Because you know you can do what it takes to close the sale, you will feel like a winner most of the times. Put your time, effort, and money into training, grooming, and encouraging your greatest asset. Practice growing your skills at every opportunity. That’s where we’re going to start. What is effective repetition? The must-read summary of Tom Hopkins’ book “How to Master the Art of Selling: The Best Book Ever Written on Selling & Salesmanship”. $22.95/CAN WARNER BOOKS . Our next Champion, David Bernstein, became one of the top four in luxury car leasing at a very young age. “I’m just not a salesperson by nature. No one limits your growth but you. Effective repetition means you cut the material apart and sew it back together to fit you. For years, I’ve preached the importance of sending thank-you notes, but I’d never seen anyone use this technique more effectively than David Bernstein did. If you want to be a master of persuasion and selling, keep in mind that all masters were first excellent students. Gertrude had no background in sales, but by happy accident she heard about our training and took it. My philosophy is that if it’s not fun, it’s not worth doing. In fact, what’s interesting is that the more professional and talented an athlete is, the more that athlete—man or woman—practices and trains. I know many salespeople making several hundred thousand dollars a year, and some making more than a million dollars a year, and I’m always intrigued by the variety of their backgrounds, the diversity of their personalities, and the range of their interests. Dwell on how much the knowledge is going to help you; visualize the benefits you’re going to get from possessing it. 2. Usually I work from a seminar stage—just now I’m working in a quiet room on this book—but the object is the same: to deliver that needed training. I discovered that what I’d achieve in my selling career was entirely up to me, and that what anyone else wanted wasn’t going to make much difference. Most of us know there isn’t, but many of us don’t act often enough, or decisively enough, on that belief. After you qualify and know that this person has a need for your product or service, it’s time to move on to the fourth basic, which is the presentation or demonstration. But you’ll be paid for your extra effort with enhanced earnings down the road. After failing during the first six months of his career in sales, Tom Hopkins discovered and applied the very best sales techniques, then earned more than one million dollars in just three years. Gotten us in lots of trouble, don ’ t reasonably expect never. 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