Secrets of closing the sale!
PART II: KEY POINTS OF THE ART OF SELLING
Investing energy and resources in yesterday prevents you
from creating the future you deserve. — Grant Cardone
I. Help you become a more effective salesperson.
II. Explain the statement that “selling is about conveying emotions”.
III. Distinguish between “empathy” and “agree”
when standing in the position of both the seller and the buyer.
IV. Help you get professional preparation in both skills and sales style.
V. State the need for physical,
and mental preparation.
Because to explain why emotions are so important
to a salesperson’s career success.
VII. Recognize the importance of honesty,
Strategies and Sequences for making a perfect business
Tactics to hit “belief”
Tactics to hit the “ownership” of the customer
Tactic “make customers smile” Tactic “empathy”
Tactics using “instinctive reflexes”
Tactics to attack the psychology of “cannot afford”
Tactics to attack the psychology of “sharers” Tactics “Columbus”
Tactics of “flirting, flirting”
Tactic “certificate of quality”
The major reason for setting a goal is
for what it makes of you to accomplish it.
What it makes of you will always be the far greater value
than what you get. — Jim Rohn
Chapter 7: THE KEY THINGS IN A SELLING CAREER
Success is no different than any other skill.
Duplicate the actions and mind-sets of successful people
and you will create success for yourself. —Grant Cardone
Money and success demand attention.
Ignore either and you will have neither. — Grant Cardone
In the past, when we lived in Columbia, South Carolina,
I was the best salesperson for Salad master Corporation,
which supplies high-end kitchen appliances.
In one conversation with a colleague who was in a slump,
I learned a lot about him.
Our conversation goes like this:
Zig: Bill, I know what’s wrong with you! Bill:
What do you think my problem is?
Zig: Your story is very simple.
He was trying to do something
that was psychologically impossible.
Zig: I mean you’re trying to sell things you don’t trust or are interested in.
Bill: What did you say?
We are offering the best quality products.
I left the company I worked for for over four years
and applied for a job at Salad master
because they had better products.
Not only that,
you also know
that I used to work as a manager at my old company,
but I chose the job of an ordinary salesman
because I have faith in these products.
Zig: Come on, Bill!
You can only deceive outsiders.
You and I both know that
you don’t believe what we just said.
Bill: You can think whatever you want,
but I know I’ve always put my faith in the product I’m offering.
Zig: Bill, I bet I can prove otherwise.
Bill: Hm, you mean we’re using a rival set of pots and pans?
Zig: But what else!
Bill: You mustn’t think like that.
I plan to buy a set of pots and pans from our company,
but you know, my work hasn’t been so good lately.
Our car broke down and we had to borrow it to go to work,
sometimes I even had to take a bus or a taxi.
He knew well that salesmen must have their own transportation
to do a good job.
I was so lonely,
my wife had to stay in the hospital
for two weeks straight,
so I couldn’t do much.
It also cost me a lot of money
because we don’t have health insurance.
By now you must have understood my predicament, right?
The starting point of all achievement is desire. — Napoleon Hill
SALES IS TRANSFER EMOTIONS
Set no targets and you will get nowhere. — Grant Cardone
Zig: Bill, let me ask you a question.
How long have you worked for this company?
Bill: About 5 years.
Zig: So how do you explain your sales results last year,
the year after that, the year before that?
Let me tell you exactly
what has put you in a dead end.
When you ask a customer a question to force him
to make a purchase decision,
he will “think”
The deciding coin is tossed;
yes – that means you get a commission,
– you get nothing.
Imagine if, after thinking about it,
the customer would say,
“I don’t know if I should buy.
Yes, we need a good set of pots and pans.
I don’t understand how my wife can cook with those old pots,
but now doesn’t seem to be the time.
My wife is in the hospital,
our car broke down
and hasn’t been fixed,
my kids need tonsillectomy
and we don’t even have health insurance!”
Of course clients won’t tell you the exact same reasons,
but I guarantee they’ll give you countless other reasons,
as you’ve defended yourself for the past five years.
Bill, you’ve done it so many times that every time a customer comes up
with an excuse for their refusal to buy,
you sympathize with their fallacy.
If I (the salesperson) can make you (the customer)
feel about my products the way
I feel about them,
you will definitely agree to buy.
To convey an emotion,
you must first have that emotion.
When you try to convince clients
to do something you’ve never done yourself, they’ll notice.
Of course, some salespeople may occasionally lure customers
into buying something
that they themselves don’t believe in.
But if you want to become a professional salesman,
you have to be dedicated to your product,
customers will be more convinced by your beliefs
than by any evidence you give
to advertise the product’s use.
who works on an honest
and straightforward basis is the one
who most effectively reassures the customer’s fears.
Its not that we have little time,
but more that we waste a good deal of it. — Seneca
STRATEGY TO HIT “BELIEF”
Don’t just make money.
Make a difference. — Grant Cardone
To end the long story above,
Bill agreed to buy my pots and pans.
Things got even more interesting
when Bill sold a lot of goods after buying the pots and pans.
He’s so successful because he speaks to them with empathy,
not just agreement.
(We’ll go into detail about the differences
between the two terms in the next chapter.)
Bill understands what his customers are thinking,
but that doesn’t mean he thinks the same way.
He can confidently look the client in the eye and say,
“I understand how you feel right now,
but from my own experience,
I believe you won’t regret it.”
Someone must have said,
“I don’t know
why I asked you to sell this house for me.
A lot of people came to me
and wanted to introduce me,
but I refused all of them.”
It’s the reputation you’ve built for your career
and your absolute belief in yourself
and the product you’re offering that make them “feel”
that they can count on integrity and fairness your mind.
Everything you think, say,
and do needs to become intentional
and aligned with your purpose, your values,
and your goals. — Jack Canfield
TARGET TO HIT THE CUSTOMERS’
Your life does not get better by chance,
it gets better by change. — Jim Rohn
Lots of people work in sales
(whether the product being offered is insurance,
cars or cosmetics,
all expressed their beliefs so strongly
that they bought a product
for themselves or were anxious to own them.
You are approaching the peak of your sales career
when you really feel that the customer is the one
who suffers the most if they do not buy your product.
That feeling only appears
when you are already your own customer
and you are very satisfied
with the benefits that the product brings.
Not only should you believe in the product you are selling,
but you should also have faith in the company you represent.
How you feel towards your superiors
and the company has a great influence on your work performance.
Praising and building your company’s reputation works just
as well as any other sales tactic.
It adds to your reputation,
helps you sell more products,
get more new customers.
That is building a sales career.
Time is the wisest of all things that are,
for it brings everything to light. — Thales
Chapter 8: WHAT A GREAT SELLER NEED
The ultimate reason for setting goals is to entice you
to become the person it takes to achieve them. — Jim Rohn
Psychologist H. M. Greenberg conducted a psychological test on 186,000 people
and found that one in five people could train
to be a successful salesperson.
He also discovered that the person
who would make a great salesperson had to
have a larger “ego” than anyone else.
And another condition is that this ego needs
to be accepted by his potential customers.
Dr. Greenberg has also found
that the best salespeople always put the outcome of the sale first
because it is an affirmation of his talent,
and because failure (if any) stifles self-esteem.
His weight is hurt.
To truly be an outstanding salesperson,
you must have an “ego,”
but according to Dr. Greenberg,
you should watch out for salespeople
who have an oversized ego
because he’ll be willing to do whatever it takes for a successful deal.
Then neither he nor the client will gain anything good.
He will take advantage of customers
and never build a successful sales career as he could.
In many cases,
he was able to get some temporary benefit,
but his tricks of the trade,
his distortions and exaggerations were sooner
or later discovered by the client.
He will be kicked out of the city
or forced to switch to another industry.
Dr. Greenberg emphasized that,
in order to build a successful sales career,
you need to have empathy.
Sympathy and Sympathy
Agreeing means that your feelings are the same
as other people’s feelings about the same thing.
Empathy means that you understand how the other person feels,
even if you don’t feel it.
when you observe a passenger resting his head on the rail
of a ship due to seasickness,
you will agree with him if you are also suffering from seasickness.
Empathy only appears
when you understand how tired the guest is,
so you will bring him a cold towel along with some motion sickness pills
to help him feel less tired.
When you empathize with someone,
you will understand
and be sensitive to their behavior.
Since you see the problem quite clearly,
you can help them come up
with a solution to the problem.
A marriage counselor
who agrees with his clients can get so caught up in their problems
that he ends up needing someone else’s advice himself.
When trying to advise someone
who is learning to drink an alcoholic,
if he agrees with him,
will often drown miserably in the breath of alcohol.
A sales manager who agrees with his or her employees
is likely to fall short of assigned sales and,
in some cases, will be fired superiors judged
as incompetent to manage.
Parents who always allow their kids to do
or buy anything they shouldn’t
because they’re still kids are likely to turn into spoiled,
and unhelpful people in society.
The reason why most doctors don’t want to treat their families
and lawyers don’t want their loved ones to be their clients is
because when they get involved in their loved one’s problems,
they can’t get away with it can out.
In this part of the book,
my aim is for you to think in terms of both the buyer and the seller.
To truly be a sales expert,
you must be able to separate yourself
from the seller’s position
to put yourself in the buyer’s shoes.
If you understand how your customers think and feel,
you will surely sell more because
then you can better meet their needs.
Don’t spend a dollars worth of time on a ten-cent decision. — Peter Turla
DIFFERENT LOCATION OF SELLER AND CUSTOMER
Success is neither magical nor mysterious.
Success is the natural consequence
of consistently applying basic fundamentals. — Jim Rohn
As a salesperson, it is clear
that you should never confuse your position with that of a customer.
You must remember that your wants, needs,
preferences and ability
to pay are not related to each other.
Suppose you are a clothing salesman
and your hobby is youth clothing.
If a conservative-dressed businessman walks
into a store looking for a suit,
you obviously want to choose
and recommend clothes
that match his current style of dressing
as well as have can meet his needs.
If he’s looking for an expensive suit
or tracksuit that you can’t even think of,
I wouldn’t recommend convincing him
to buy the cheaper one.
Conversely, you should also not try to convince customers
to buy items that are beyond their pocket.
In short, your location should not be confused
with a customer’s location.
Look them in the eye to find out what kind of goods,
products or services you can sell.
That’s empathy and that’s the way to sell professionally.
Time is what we want most,
but what we use worst. — William Penn
Success is something you attract by the person you become. — Jim Rohn
The worst moment I had to go through happened not long
after we moved to Dallas.
Our son, Tom, was not yet four years old.
One late afternoon,
when the two of us were working in the garden for a while,
when we looked up,
the boy was nowhere to be seen.
we went to the neighboring houses to search,
then went through the streets, alleys,
including the parking lot of the shopping center.
But there was no trace of the boy.
In the end we decided to call the police
and clarify the situation.
Although we informed the police,
we continued to return to the downtown area,
going around the buildings,
scouring every alley.
and then I would knock on the door of a house in the hope
that they could give me information regarding the boy,
and every few minutes
I would circle around my house
to see if he was coming home.
Once like that,
I ran into an employee who sold search services.
I yelled that our son was lost
and asked him to help me find him.
But beyond imagination,
the man kept recommending his company’s search service.
I immediately interrupted
and told him almost shouting to help me find my son,
everything else will be discussed later.
My story aims to show that being sensitive to the needs
and preferences of others is also one of the most important factors.
If the other salesman came to help us find Tom,
he would easily have a successful deal.
When I call any customer,
whether it’s for a visit or for a business purpose,
after the initial greeting,
I always ask my client the following:
“Did I call at this time? Are you busy?”
or “May I talk to you for a moment?”.
Remember that if the customer puts their mind to something else,
the chances of selling to them are greatly reduced.
Everything you want is out there waiting for you to ask.
Everything you want also wants you.
But you have to take action to get it. — Jack Canfield
TARGET “MAKING CUSTOMERS SMILE”
If you don’t do something,
you’ll end up being nothing. – Grant Cardone
As a sales coach,
I recommend that if you can get customers to smile
and agree with you
as you move into the main body of your product presentation,
your chances of getting a brand success will increase dramatically.
The reason is very simple,
because first they have to like you,
then they buy your product,
idea or service.
A friendly smile
or a big laugh is a relatively good sign
that they are thinking well of you,
so they will probably buy what you are selling.
As a salesperson,
I’m sure you don’t think that your enthusiasm
and dedication to your work makes them uncomfortable.
However, this is not a rare thing.
This can happen,
but it only happens in very rare cases,
which is when the customer is in trouble.
There is a powerful driving force inside every human being that,
once unleashed, can make any vision, dream,
or desire a reality. — Tony Robbins
SELLERS ONLY KNOW THAT LOVE WILL PAY THE PRICE
Don’t wish for less problems;
wish for more skills. — Jim Rohn
Years ago, not long after I took up high-end kitchen appliances,
I visited a farmer’s family because he
and his wife had come to my company’s product presentation the night before.
As we talked,
I gave a very impressive presentation.
When I had finished,
he cleared his throat
and said very tersely:
“Mr. Ziglar, what I have to say about the following may not mean much to you
because I know your house already has bath rooms already.
But my wife and I have been married
for more than twenty years,
and during that time I always promised her:
‘Honey, next year we’ll build a bathroom’.
Every year that goes
by I repeat the word ‘next year’
because there are five failed crops,
one year our children get sick
or we have to buy a new tractor…”.
“For twenty years,
I worked relentlessly to have enough money
to build a bathroom for my wife.
I finally have that amount of money right here, right now.”
(When he said this,
he patted lightly into the money pocket of his coat.)
“But no one can take a dime from me
until we’ve built the bathroom, not even you.”
There are essentially two things that will make you wise
the books you read and the people you meet. — Jack Canfield
WHO IS CONSULT OF WHO?
I’m not ‘living the dream’,
I’m busting my ass to make freedom a possibility. — Grant Cardone
I want to emphasize this:
Every presentation has a win-lose outcome,
or the customer will convince you
that he can’t and won’t buy your product,
the winning of the sale is yours
or vice versa,
you convince him that he can
and absolutely should buy it,
and you are the winner.
That old man is brilliant and I am,
willing and ready to convince him.
In short, I agreed with him
– and here’s why.
When I was a kid,
our family used “automatic plumbing,”
but our “automatic” meant we had to fetch water every day.
When that man talked from far
and near about the cutting cold of having
to use the outdoor bathroom,
even though it was August,
I was speechless
because I understood his feelings.
I happily accepted my defeat because my friend,
my first sales coach,
always told me that even if you lost a sale,
you should still end the meeting the way
you want to opens a new opportunity
for the next salesperson to enter the customer’s mind.
In the entertainment business,
salespeople should make customers happy.
In business partnerships,
sales professionals should conclude meetings with customers
at least in a friendly atmosphere.
In this case,
I can confirm that we parted amicably
because he invited me back for coffee i
I did any sales in the area in the future.
Two days later,
I ran into the man’s sister on the street
in a small town in Lancaster, South Carolina.
Even though the meeting happened in 1948,
I still remember it clearly:
Woman: What happened to you and my brother?
Zig: What do you mean?
What is going on?
Woman: My brother was very angry with you.
Zig: Why is he mad at me?
Woman: Simply because he wants
to buy a set of pots and pans,
but you won’t sell it to him!
Zig: I’ll be right back there!
It doesn’t trust you anymore!
It took me a while to understand how it happened.
I just listened to him
but didn’t understand what he meant.
When he said,
“For over twenty years,
I have been working continuously,
just hoping to have enough money
to build my wife a bathroom.
Now that I have the money in hand,
but no one can force me to spend a dime
until we’ve built the bathroom,”
he meant, “Mr. Ziglar,
for over twenty years,
I tried to work to earn money to build a bathroom.
I finally have enough money”
(He even patted his pocket with his hand).
Gestures and family background showed that he wanted to say:
“Look, I have seven children
and I want to spend a little money to buy food but my children
still have delicious dishes enough nutritional value.
My wife is the mother of seven children
and the wife of a poor farmer,
she always has to work in the dark.
Mr. Ziglar, do you have anything that can ease her work
and help my children have food that is cooked in a pot
that preserves the vitamins and nutrients in the food?
However, I could only agree with the problem
that he had found a solution to
(making money to build a bathroom for his wife)
so I didn’t see the bigger problem he was facing,
that is the desire to raise the best children
and reduce the burden of work for his wife.
Obviously, if you can’t spot your customer’s primary need,
you won’t be able to give them the best solution.
Consent cost me a sale, but more importantly,
it kept customers from getting a chance to use a product
that would be very helpful to them.
If you want to be really successful,
and I know you do,
then you will have to give up blaming
and take total responsibility for your life
that means all your results,
both your successes and your failures.
That is the prerequisite for creating a life of success.— Jack Canfield
As long as you are alive,
you will either live to accomplish your own goals and dreams
or be used as a resource
to accomplish someone else’s. – Grant Cardone
Jay Martin, a friend of mine in Memphis,
Tennessee, director of National Safety,
a supplier of fire alarms,
once told me his employee’s story.
In a working session with a customer,
after the employee finished his presentation,
the customer did not seem
to focus on what he just presented,
but asked a question that has little to do
with the product he was offering for sale:
“Boy, you must have heard of my dire situation right now?”.
Of course the salesman didn’t know anything
and the customer began to recount in great detail:
About two months ago,
when my wife and I were driving on the highway,
a guy coming from the opposite direction crashed into us,
completely deforming our car.
I was hospitalized for almost two weeks,
and my income for that month also dropped significantly.
My wife was hospitalized
for more than six weeks.
Due to her long absence,
the company transferred her job to someone else
and now she is applying for a job.
Think about it,
suddenly your family is cut off a source of income,
what will happen?
My couple’s hospital bills are up
to more than 20,000 dollars!
Not only that, just a week ago,
our son came home
from the navy unit and on the first evening,
when he was driving around a sharp turn at high speed,
he lost control of the steering wheel crashed into an auto repair shop,
shattering a $6,000 sign.
All of a sudden everything happened at once,
I don’t know what to do now!
Once you understand that man’s difficulties,
you will surely feel happy
when you think about your current life, right?
After listening to the story,
the sales guy mentioned above was very empathetic with his customer
and made the best suggestion for the problem
when standing in the position of the customer.
Empathy is the ability to tap into another person’s feelings
and see their wants and needs reflected in their eyes.
Psychologist Erwin S. Weiss of Cleveland, Ohio,
says that our grandparents generally like to give gifts that our children
and grandchildren can keep as souvenirs,
our parents often give gifts that are practical. ,
and children often give others things they like.
With this information in mind,
a smart salesperson will help shorten a customer’s search time
and their own sales efforts
by recommending them the most relevant items.
The things that bring you the greatest joy are in alignment
with your purpose. — Jack Canfield
STRATEGY USING “INVIDUAL REFERENCES”
All your dreams await just on the other side of your fears. — Grant Cardone
That salesman made a wise and strategic move.
It’s a good idea to ask about customer roadblocks
as soon as possible,
so you can address them
during the presentation
or in the first few minutes of the sale.
Knowing that there was no longer any reason
to stop a purchase,
the salesperson in the story above took immediate action
(Jay Martin calls it a tactic that uses “instinctive reflexes”).
He took out a sample fire alarm for the customer
to see what it looked like
and said, “Sir, you’re almost $30,000 in debt right now [pause]
and spending another $300 would be
a waste of money doesn’t make much of an impact
(pause – followed by a statement that decides he’ll get the deal).
He lowered his voice,
looked the customer straight in the eye, and said softly:
“Sir, in any case, fires cause terrible disasters.
In your case, it could deprive you of the last item!”.
He turned the customer’s reason
why they couldn’t buy into the reason he had to.
I don’t care what you’re offering,
but if you can turn the reason
that’s preventing a purchase into a reason a customer should buy,
your advantage will increase by at least tenfold.
It’s important to realize that words shape our beliefs
and impact our actions.— Tony Robbins
STRATEGY TO HIT THE “NOT PAYING”
Unless you change how you are,
you will always have what you’ve got. — Jim Rohn
In 1978, Dallas suffered a terrible hailstorm.
The wind was blowing very hard,
and hailstones fell loudly on the roof.
The next morning, the wet spots looked like “art paintings” all over the ceiling
of the bedroom, den, and kitchen.
Those “art paintings” show that we need to repair the house.
I called the roofer and he estimated the repair cost at $5,300.
When I told him I didn’t have enough money to fix my house,
he, like a professional salesman,
said, “If you don’t fix the roof now,
after a few more hailstorms,
I think you’ll have to repaint the walls.
replacing the wooden walls and a new roof.
Do you have enough money to do all that?”
The repairman is using the very reason
that hinders the purchase as an incentive
for the customer to buy the item.
– What do you mean?
Inflate a 10 dollar tire
I don’t want to spend that much money just to inflate the tires!
“Sir, if you don’t want to spend 10 bucks on a tire now,
it might cost you more to get a new one,
because a soft tire like this certainly won’t get you very far.”
Salespeople always have to deal with the biggest obstacle,
which is the customer’s complaint that they don’t have enough money.
My advice to you is:
“Put yourself in the situataion of the customer,
identify their problems,
put all your mind to find a solution
for them and you will surely succeed”.
Sympathy Enhancing Team Spirit
Ted Lamb is rated as the best Chevrolet dealer in Prescott,
Arizona. In 1982 (a year of severe crisis for the auto industry),
Ted Lamb’s sales of Chevrolet vehicles increased 69% over 1981,
and dollar sales increased 68% year over year 1981.
You must be wondering why
and how did Ted Lamb have such a successful year?
There were many factors that contributed to that victory.
First, it must be said that Ted Lamb is an optimistic
and diligent person with civic responsibility
and always cares about the family element.
Next, Ted Lamb is an innovative manager with a “give-and-take” spirit.
And above all,
Ted Lamb empathizes with his customers.
A successful business must build a spirit of solidarity
and cooperation among relevant departments.
This is especially true in the automotive business,
which requires a lot of cooperation
between the sales department
and the after-sales service department.
In many cases,
these two departments cannot work closely together
because the sales department does not understand the reason
why the service department cannot provide prompt service to the customer,
no matter what
“easy” or “difficult” customers.
For the same reason,
in the service department can’t understand
why salespeople keep pushing them into “force majeure”
with “silly” service requests.
With Ted Lamb, the disagreements
between these two departments were mostly resolved thanks
to a very unique tactic they applied
to their management process many years ago.
Periodically, the sales manager
and the service manager
(who receive the same salary) exchange positions,
including job responsibilities,
for several days.
This tactic helps two managers understand
and empathize with each other’s work.
They understand the nature of the job,
and even the challenges the other often faces.
The result is that each manager feels more engaged with his
or her familiar work,
while also appreciating the other’s new work.
And customers will get better service.
Chevrolet cars win the hearts of customers
because of the teamwork of all involved departments.
Knowledge has no value except that which can be gained
from its application toward some worthy end. — Napoleon Hill
Chapter 9: WORKING WITH THE RIGHT ATTITUDE
POSITIVE ATTITUDE ALWAYS MAKES A DIFFERENCE
Belief in limits creates limited people. — Tony Robbins
I, who have always been an advocate of positive thinking,
often encounter people
who have a very confused way of thinking about this issue.
They often think that people
with positive thoughts always believe that they can do anything.
Actually they are wrong,
positive thinking does not help you to do everything,
but it will help you to do everything better than negative thinking people.
However, if you only have pure positive thinking
and are motivated to work but lack guidance,
you can still fail.
Indeed, positive thinking is the optimistic hope even
if it is not necessarily based on fact
that you can conquer any mountain.
I have seen with my own eyes positive thinkers conquering Mount Everest.
Positive trust is like optimistic hope,
but this hope is based on your beliefs.
I have seen with my own eyes people
with positive beliefs conquer things greater than Mount Everest.
I’m sure that most of the things you want in life are exactly
what other people want:
peace of mind,
and all kinds of things in the other nice.
Assuming that you don’t have all of the above
or at least don’t have some of the things you crave,
it could be due to two reasons below:
First, maybe you’re too young
and you simply don’t have enough time
to have all of the above.
(However, if you’re past thirty,
I hope you won’t defend yourself with this excuse.)
Second, it could be your behavior
and that’s what I mean.
To get what you want,
you obviously need to change the way you behave.
Before you can change your behavior,
you must change your way of thinking.
And before you can change the way you think,
you must change the objects that affect your thinking.
If really we want to have health,
peace of mind…
we have to turn them into positive goals in our mind.
This is thanks to our friends and colleagues
who are always upbeat with us,
along with information to motivate us.
Whether your business is good
or bad depends on how you think.
Many “pessimistic” analysts and forecasters often give extremely gloomy information,
that you are about to face a bad economic situation.
Otherwise, every four
or five years they announce an impending recession.
Speaker Don Hutson of Memphis,
points out that the accuracy of media forecasts is 18%.
(You should think about this).
In the face of such a negative news,
you can choose to agree or disagree.
You are where you are
and what you are because of yourself,
Nature is neutral.
Nature doesn’t care.
If you do what other successful people do,
you will enjoy the same results and rewards that they do.
And if you don’t, you won’t. — Brian Tracy
STRATEGY TO HIT THE “THE PEOPLE TO SHARE”
2 cups faith,
2 cups love,
1 cup hard work,
1 cup persistence,
1 spoon vision
and a dash of swagger. — Jim Rohn
The story of Calvin Hunt in Victoria,
Texas is a prime example of the right attitude to work.
Calvin is ranked as one of the best life insurance salespeople in America.
Formerly a brilliant lineman
for the American football team Houston Oiler,
as well as an extremely creative person,
Calvin Hunt has invested a lot in his work.
Every year he invites a speaker
to speak to everyone in town.
He always gives his customers the first row of seats
and anyone can come
and listen without paying a fee.
Calvin signed contracts with premiums of up to $100,000.
He cherishes any meeting with a client,
always paying attention to his appearance
because he wants to show respect
to the client and to himself.
He cares about every detail,
even the smallest,
in his presentation because he wants customers
to have the most complete information
before making a purchasing decision.
Faced with any situation,
Calvin is also very optimistic.
He shared with me that in 1982,
when the economic situation was severely affected,
nearly half of the insurance sales staff fell into a depressed mood
and did not want to continue working.
According to him,
it is true that things are more difficult than before,
but because other insurance salespeople are not focused on their work,
he has more opportunities
to sell insurance and has fewer competitors left.
He believes that his sales will increase higher than before.
You see, it’s the attitude that makes the difference.
Show up early,
treat people with respect
and perform at the highest levels
till the world can’t deny you. — Grant Cardone