Whatever your age, you’ve made resolutions, you’ve made goals, and often fall short of the stated objective and/or desire. Drop resolutions, they’re always painful. Drop goals, they’re often unmet.
I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they “fear rejection.” Give me a break. “Fear of rejection” is totally bogus.
PERSONAL REALITY: You wake up, shower, shave (M), put on makeup (F), brush your teeth, and comb/fix your hair (if you have any). Every day like clockwork. Those are personal habits. Rarely (if ever) missed. What about business habits?
The cold call is THE lowest percentage sales call, it’s an interruption, it’s a fight, it’s often a lie, it’s maximum sales manipulation, it’s a rare appointment, and a rarer sale. Wanna go from low to lower? Cold calls are made by people who are new to the job and have limited capabilities.
When I say “investing” what one word comes to mind? Stocks? Day-trading? Hot tip? Jim Cramer? Booyah? Well, those are not the words I’m thinking of.
Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.
Your mom said it best. As a child, when you were fighting or arguing with a sibling or friend, your mom would say, “Billy, you know better than that! Now you make friends with Johnny.”
“A – B – C. Always Be Closing.” You may know that line from the infamous sales movie Glengarry Glen Ross where Alex Baldwin plays himself. It’s a throwback sales training line from the 1960’s that manifested itself all the way to the ’80s. The problem with that line is that some people are still using it.
The word objection in sales is totally misunderstood. To most salespeople an objection (price is too high, have a satisfactory supplier, we spent our whole budget, yada, yada) is a reason the prospect is not buying and it’s met with dismay and disappointment.
People are ALWAYS asking me how long it takes to become a great salesman (salesperson). I tell them, “59 years and I’m still working at it.”
People are always asking me to conduct a class or write a book about negotiation. And my statement to them is: Why? Negotiation is 100% about price.