Genres: Sales, Selling, Business
Recommend to: Entrepreneurs, People in sales, Start-up founders, Marketers.
Number of pages: 196 pages
THOUGHTS ABOUT THE BOOK:
This book is an easy and quick read that will take you on a journey through the mindset of a successful sales person. You will not read about sales tricks and techniques how to get more clients to say yes to you. The book gives you more than that. It gives you a mindset that will make a difference for your career and for your business. Too many sales people use tricks to make a sale, but what does that give them in the long run? A lot of dissatisfied customers, that do not trust them. If you are in sales for the long run you need to be the person that is indispensable to your customers. You are able to do that by being knowledgable, delivering more than you have to, loving what you do and having the right attitude and mindset. The rest you will learn, even the smaller “innocent” tricks that will help you tip your prospect your way. But even though you are “tipping” them “your way” you are the one who is always adding value to your customers and sharing your knowledge. That is the key to becoming a successful salesperson. The author even shares with us a couple of his own experiences with good and bad salespeople.
It is an interesting book, but if you are looking for tricks or phrases to persuade your customers this in not that kind of book. On the other hand, if you are struggling with the mentality of being a salesperson, then this is the book for you. It will help you get your mindset on track for the “long run”. I wish every salesperson good luck in his/her business and be sure to take care of your customers. In the end they will be the ones taking care of you… you will see.
MY NOTES FROM THE BOOK:
- The biggest reason salespeople do not bring in enough business is that they don’t see enough people, and they do not see enough people because they fear rejection.
- No one wants to talk to someone who makes them feel lousy. But everyone wants a shot at someone who makes them feel good.
- Basic human nature: Everybody wants to associate with a winner. People want to be part of a winning situation and they run like hell from losers.
- You don’ sell the product or service, you sell your attitude.
- Attitude and commitment are not something we’re born with. They must be developed through setting goals, planning, and creating a sense of focus, purpose and direction.
- First and foremost, successful salespeople create visions for themselves, and they’re also able to create and communicate visions to their clients and prospects.
- If you let them, salespeople will come up with every excuse in the “book” why it can’t be done. That is because they don’t see themselves successful, they only see themselves failing. For that they need a reason, so they prejudge almost every prospect they come in contact with and decide themselves ahead of time why he or she won’t buy.
- You need to write down your goals so you don’t forget them. The act of writing down your goals is the first commitment to actually going out and accomplishing it. And writing down of a goal makes you accountable to the only person you can’t fool: YOU.
- Successful salespeople are not afraid to take the heat when something goes wrong. It is their attention to details and willingness to take that step back in order to plan ahead that keeps them in control of their lives, businesses, and destinies.
- People pass up some of the greatest opportunities in their lives because they never bother to figure out what kind of opportunities they’re looking for.
- Money is a vehicle. It is a vehicle that allows you to live the type of lifestyle you choose to live. Therefore, what we really need to know is what type of lifestyle we want.
- Remember, a goal is a dream with a deadline. When you write down what it is that you want, write down the years you intend to achieve it by.
- When setting goals think about what you are trying to do, succeed or “not fail”. “Set realistic goals” is a code word which means set your goals low enough so that there is no way you can fail.
- In sales, one of the biggest roadblocks you’ll face toward achieving success will come from your colleagues and co-workers. They are always willing to tell us why our goals can’t be achieved, and they are right about them, not about you!
- You will learn more about being a successful salesperson in five minutes with a top 10 precentor than you could in five years with a bottom 10 precentor. approach one of the top producers in your office and offer to take him to lunch. Tell him you want to be more successful and you’d love to pick his brain to find out what he did to get from where you are now to where he is.
- Having a destination is useless unless you have a road map.
- The plan answers the age-old question when it comes to goal setting: “How do I keep the motivation going?”
- The only time you fail is when you give up.
- What the plan does is take the big goal and break it up into smaller, easier to accomplish goals, or steps. Now you no longer have to focus on an end result that could be years down the road, you only have to focus on the next step.
- By giving yourself the chance to accomplish small goals on a regular basis, the plan helps you create the “habit of accomplishment” and thereby a tremendous amount of confidence.
- Confidence comes from doing. How can you be confident in your ability to do anything if you’ve never done it. Confidence is strictly a by product of action.
- Your clients and prospects know when you don’t feel like being there. They know when you’re not prepared and haven’t done your homework. successful professional salespeople practise and prepare.
- Most people do the same thing every day whether it works or not, because it’s comfortable.
- Small changes, implemented on an everyday basis, will always yield great results.
- An effective plan is expressed in continuous action. This means that you take your goal and break it down into as frequent an action as possible.
- Continuous action, accomplishable steps, and the ability to measure our progress every step of the way – that’s what makes up an effective action plan.
- The difference between a good and a successful idea is action.
- Salespeople leave huge amounts of business on the table because of their dreadful inability to take action and follow up.
- Falling down is not failing. Not getting up is failing.
- The key to selling is to be in front of the prospect when he or she is ready to buy. Persistence in sales is very much about follow-up.
- Every day that you go out in the world as a new business owner or salesperson, be prepared to have your brains beaten out. Rejection will be your constant companion. That is why home has to be the place where you will get only positive reinforcement.
- Since the internet the question now becomes, what is it that you are willing to do for all your clients, customers, and prospects that create so much extra value that it is more beneficial for them to buy directly from you than to just click on their computers?
- What are you selling? Whatever will get you the fastest commission or extraordinary quality, service, convenience, and value. Or are you selling whatever the customer thinks they want and need or knowledge, expertise, information and education?
- Are you just selling stuff? Because if you are your customers can just click on their computer and buy stuff from the cheapest guy in town.
- Successful salespeople find out what a client needs and make sure they get it all the time. It goes beyond selling the client what they want, because far too often what they want is not what they need.
- Successful sales people always do more than they’re supposed to do.
- If you want to be successful in today’s business world you have to be one of two things: the cheapest or the best.
- The days are long gone when you could sell a pretty good product or service at a pretty good price, because we can get “pretty good” at a dirt cheap price. Or we can get “fantastic” at just a little more expensive price, because pretty good just isn’t good enough anymore.
- You don’t compete on what your competition does best and you don’t. You compete on what you do best and they don’t.
- You never want to be the cheapest! Price is the easiest thing to duplicate.
- Clients want to work with salespeople who can save them time and make their lives easier.
- Your clients are stressed out at work, they are stressed out at home the last person they’re going to allow to stress them out is someone who is trying to sell them something.
- Saving them time and making their lives easier are the greatest benefits you can deliver to a client in today’s world.
- When you increase a client’s business it not only makes you indispensable but it gives the client the wherewithal to buy even more from you.
- Take advantage and maximize those things that you do well and minimize those things you don’t do well, while at the same time trying to improve them.
- Their moto is: Quality, service, convenience, and value. They don’t advertise price, or if they do it, they do it far less then their competition.
- McDonald’s ran campaigns like: “Food, folks and fun”, “Have you had your break today! – Ask yourself, what would you rahter have, a cheap burger or a break?
- McDonald’s reallized they had two distinctly different sets of customers: Kids and adults and that they buy for totally different reasons.
- McDonald’s didn’t sell just hamburgers, fries, and coke. They sold Happy meals: Hamburger, fries, coke, five-cent toy and stick it all in a four-cent box that has a puzzle on it. They understood the kids didn’t want the food. The kids wanted toys and fun. They maid it so the kids didn’t say they want a hamburger, fries, and coke, instead the kids said they wanted a happy meal. So there was no other choice for the parents but to go to McDonald’s.
WHAT IS YOUR HAPPY MEAL?
16 RULES FOR ACHIEVING SALES SUCCESS:
- Have a great attitude and always do more than you’re supposed to do.
- Create vision.
- Don’t prejudge, don’t assume, and don’t minimize yourself, your prospects, or your clients.
- Be goal oriented. Be sure to have written specific goals and plans for your live, career, and business.
- Be self-motivated
- Be in control. Take control of your life, carrier, and destiny.
- Practice and prepare. Practice your presentations and prepare for every appointment.
- See and talk to more people than anyone else and get more people to say no to you.
- Take action. Don’t wait for someone else to do it for you.
- Be persistent.
- Sell more than just the product or service.
- Consistently create and sell value, rather than get stuck in selling price.
- Understand that speed and ease are the two biggest benefits you can deliver to a customer.
- Act as an expert, advisor, be a resource to your clients, always ready to provide them with knowledge, expertise, information and education.
- Be indispensable to your clients.
- Love what you do.
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Thank you for your time. I hope you have found this book review helpful. Talk to you in the comment section.