Don’t Act Like a Seller, Think Like a Buyer! Business Expansion Will Lead Your Future
Don’t Act Like a Seller, Think Like a Buyer Chapter 9: Business Expansion Will Lead Your Future To have the highest income, you have to be the best. – T. Harv Eker You may have the business skills of all the people like Zig Ziglar, Jeffrey Gitomer, and Brian Tracy combined, but if you lack […]
Don’t Act Like a Seller, Think Like a Buyer! How To Have Good And Effective Business Relationships
Don’t Act Like a Seller, Think Like a Buyer Chapter 8: How To Have Good And Effective Business Relationships The rich think that building a fortune is a collective effort. When I ask senior managers how effective and positive business relationships play in the work of salespeople, they tell me they are extremely important. But […]
Don’t Act Like a Seller, Think Like a Buyer! Requesting a Commitment
Don’t Act Like a Seller, Think Like a Buyer Chapter 7: Requesting a Commitment Unless you prove you can manage what you have, you won’t get any more! – T. Harv Eker The final step in the DELTA process is asking for a commitment. This step is often referred to as “closing the transaction”. In […]
Don’t Act Like a Seller, Think Like a Buyer! Presenting Your Story
Don’t Act Like a Seller, Think Like a Buyer Chapter 6: Presenting Your Story “Men are rich only as they give. He who gives great service gets great rewards.” – Elbert Hubbard We find it interesting that although many salespeople detest the “scripts” the company provides, they themselves are always creating their own “scenarios” and are […]
Don’t Act Like a Seller, Think Like a Buyer! Researching Customers’ Situations Problems or Challenges
Don’t Act Like a Seller, Think Like a Buyer Chapter 5: Researching Customers’ Situations, Problems, or Challenges “Spend a lot of time talking to customers face to face. You’d be amazed how many companies don’t listen to their customers.” – Ross Perot The best way to understand the situation is to do your own research […]
Don’t Act Like a Seller, Think Like a Buyer! To Engage Customers in Meaningful Conversations
Don’t Act Like a Seller, Think Like a Buyer Chapter 4: To Engage Customers in Meaningful Conversations “If you work just for money, you’ll never make it, but if you love what you’re doing and you always put the customer first, success will be yours.” – Ray Kroc The next two steps in the DELTA […]
Don’t Act Like a Seller, Think Like a Buyer! Creating Interest for Customers to Listen to You
Don’t Act Like a Seller, Think Like a Buyer Chapter 3: Creating Interest for Customers to Listen to You Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service. ―Les Brown While some good sales processes still exist and work, […]
Don’t Act Like a Seller, Think Like a Buyer! Building Knowledge, Communicating Information, and Building Relationships
Don’t Act Like a Seller, Think Like a Buyer Chapter 2: Building Knowledge, Communicating Information, and Building Relationships Where there is attention and effort, there will be results. – T. Harv Eker What separates great salespeople from mediocre salespeople when they’re in front of customers? Great people start with the right mindset – that’s the […]
Don’t Act Like a Seller, Think Like a Buyer! The Eight Laws of Sales Intent
Don’t Act Like a Seller, Think Like a Buyer Chapter 1: The Eight Laws of Sales Intent Anyone who says money doesn’t matter doesn’t have a dime. – T. Harv Eker I would like to emphasize that, in sales, intention determines everything. By using the word intention, I mean purpose. Your intention is your state […]
72 Customers Psychological Secret! Part 8: Controlling Customer Psychology: Psychological Effects Salespeople Should Know
72 Customers Psychological Secret! Part 8: Controlling Customer Psychology: Psychological Effects Salespeople Should Know Success is not something that happens to you; it’s something that happens because of you and because of the actions you take. ― Grant Cardone In the sales process, customers buy goods not only to satisfy their physical needs, but also […]