OK, I’m not Moses, but it seems to be a nice way to get the point across. Read below. The sales world is not that difficult if you follow these straightforward rules:
1. Thou shalt never SELL anything. Embody the idea of being objective, analytical, and solely focused on making the businesses, lives, careers and bank accounts of others better off.
2. Thou shalt embrace the ebb and flow of the selling function. You will have calls/deals that go well and others that don’t. Just like stocks and temperatures, there is always a reversion to the mean. Keep your mean where you want it and don’t be bothered by day-to-day blips.
3. Thou shalt always leave an out. Don’t just say it, be it. Create a safe communication environment so the prospect can be honest with you and you can be honest with them, without any pressure from either party.
4. Thou shalt speak the truth and speak from the gut. If you feel it, say it. Put the moose on the table. (However you say it, you know what this means.)
5. Thou shalt always TALK ABOUT MONEY. Never let a deal go by or get too far along without a discussion of the economics of the transaction. Facilitate the discussion and talk about measurement–results and return in THEIR terms. Always know how much their problem is costing them and how it relates to what you charge to fix it.
6. Thou shalt let thy prospects lead the way in the sales process. No leaning allowed. Let your prospect walk you through the sales process vs. you pushing/controlling/convincing them.
7. Thou shalt always leave conversations with a clear future. Your life will be simpler and easier if you keep next steps, dates, times, responsibilities, etc. as crystal clear as you can.
8. Thou shalt seek to understand TRUE pain before moving too far. Let their PAIN be the fuel that propels you through the sales process. Remember it can be positive or negative. Positive pain is a tougher sell than negative. Talk about pain openly. Teach your prospect what we’ve taught you. Pain = action, OR no pain = no action.
9. Thou shalt leave thy ego out of the sales process. No more relationship selling. Lose the need to be liked and wanted. Your desire for personal success, income, etc. has no place. Those things are all about us, and they can get in the way of doing what’s right. Do what’s right for THEM and have FAITH that you’ll get the results you’re after.
10. Thou shalt commit to regular outbound behavior. You must consistently and frequently call on people. Everyone. NOT to get deals but to create AWARENESS. The more people you know and interact with, the more options you have to help.
BONUS: Thou shalt feed thy inner game. The biggest impact you can get from our work with you is to embrace and embody the inner game principles of abundance, detachment, ego subjugation, success and scripting. Read, visualize, pray, meditate, ask, and learn.
No related posts.
{ 0 comments… add one now }