The 8 Principles for Ultimate Sales Success
Over the years, I've posted numerous recipes for sales success, but this post is, without doubt, contains the best and most useful formula. It comes from renowned, world-famous motivational speaker and sales trainer Matt Foleytrong>. Matt's immutable, basic principles that can lead ANY sales professional to the very highest level of sales success. Here they are:
- Principle #1: Don't confuse selling with installing. Customers want to believe in a vision, even if that vision is impractical. Since that's what the customer wants, it's your obligation to sell them that vision, even if implementing it will prove impossible.
- Principle #2: Be a real person. Customers want to know that you're human. Because of this, you should always share what's going on in your life, preferably at the beginning of a conversation. Be sure to mention your marital problems.
- Principle #3: Friendliness counts. Customers are more likely to buy if they believe they're your friends. Therefore, you should start every conversation, especially a cold call, with something positive and upbeat like "Howya doin' today, buddy?"
- Principle #4: Never give up. Every prospect is a potential customer, so once you've got your teeth into a deal don't let go. Keep calling, two or three times an hour if necessary. If the prospect blocks your calls, go down and bang on his door!
- Principle #5: Maximize your commission. While it's important to serve the customer, it should never be at the expense of your own wallet. No matter what the customer really needs, sell whatever will to create the most income for you.
- Principle #6: Use tough love. If a customer refuses to buy, point out that only a loser would refuse to buy from you. Create a vision of the future where whatever the customer does, it won't amount to JACK SQUAT unless he buys your product.
- Principle #7: Remain high energy. Customers are more likely to buy if you convince them that you can deliver. The best way to do this is to remain constantly active during the sales call. If necessary, do jumping jacks to keep the interest up.
- Principle #8: Follow the other 7 principles. This is important because without this principle the other 7 principles won't work. (Also, having only 7 principles sounded lame.) Ignore this advice, and you'll end up living in a van down by the river.
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