(adsbygoogle = window.adsbygoogle || []).push({});

Brian Tracy! 100 unchanging rules for business success! The law of selling

100 unchanging rules for business success


Our life depends a lot on the deal

of “buying and selling”.

Parents are constantly “selling” values,

attitudes and behaviors to their children

so that they grow up under the direct influence

of what they have “bought” from their parents.

Teachers always want to “sell”

the accumulated knowledge

and academic background

to generations of students

so that they can make their way into life.

Managers and leaders “sell” business experience,

future vision,

ability to analyze the times to bring in huge revenue

or dominate a large market.

And we ourselves “sell” labor,


work efforts to be paid

with material values

such as bonuses or spiritual values

such as career advancement…

Almost any relationship more

or less reflect this “buying and selling” law.

Typically, you’re paid

based on your ability to “sell” the quality

of your work to the people

who play the most important role in determining your success.

So, People who know how

to market themselves effectively will advance

in their careers faster than others.

It all depends on the ability to “sell”.

If you can’t influence and convince others to your point of view,

or in other words,

if you can’t present your ideas

or market yourself effectively,

your chances of success will be low.

In today’s economy,

not everyone can be a good salesperson.

That’s why excellent salespeople are always welcome,

get the best pay,

the most benefits,

and the most security of all careers.

To speak specifically about the profession of sales,

according to the Pareto principle

also known as the 80/20 rule,

that is, 20% of great salespeople sell 80% of the product

and get 80% of the revenue.

Research shows

that the top 10% of salespeople

open 80% of new incomes

and are the highest paid in the business world.

If you’re working in sales,

try to push past any boundaries to join the top 10% of employees.

Then your future will definitely be secure.

(1) The “Pareto Principle” is named

after the Italian economist,

Vilfredo Pareto (1848-1923).

In 1906, Pareto observed

that 20% of Italy’s population held 80% of the country’s wealth.

Later, he also found

that 20% of the peanuts in his garden

contributed 80% of the total.

the amount of beans he harvests each year.

These two facts made him think

and think that this is not a coincidence

but almost a principle

and he has applied this 80-20 principle to many fields

and seen many similar results.

The sale consists of three main elements.

The first factor is products and services.

The second factor is the seller

and the third factor is the customer.

All three factors must be compatible

and in harmony to be able

to build a successful trading transaction.

You can sell every product or service

if you believe in it

and put your whole heart into it.

The starting point of sales success is making sure

these three elements are in place.

This chapter will present the laws of sales

that explain all the successes and failures in sales.

As you learn and apply these laws to sales,

the results will surprise you

and you will gradually join the group of the best salespeople.

Life is for service. ― Fred Rogers



Nothing happens without sales

The economy of a country

or region depends a lot on sales.

If sales go smoothly,

always on the upswing,

the economy will become strong and prosperous.

On the contrary,

when sales stagnate and decline,

the economy will suffer a lot of damage,

negatively affecting opportunities

and future prospects.


it is sales

that initiate the entire production process

of enterprises and factories,

create jobs and pay wages to stabilize people’s lives,

pay taxes to the state,

and decide much of the direction of society.


1st Corollary:

Customers only buy products

and services from people who know how to sell them.

In a competitive and diverse market,

the important factor determining the survival

and success of any business is not the quality of products

or services, but the ability to sell

– the ability to reach and convince customers

to buy your product or service.


2nd Corollary:

Customers need to be persuaded to buy the product

Any customer has hesitation,

consider before buying.

Therefore, no matter how good the quality of your product is

or no matter how much your customers love you,

you should not be subjective

but find a way to effectively handle this hesitation.

The job of a professional salesperson is to help the customer

give best solution to customers

to reach the final purchase decision.

This is an extremely important factor

for the entire sales process.


3rd Corollary:

80% of the final decision on a sale will be made

after FIVE attempts to meet

or contact the customer.

For complex sales,

involving many decision makers

and requiring a lot of time to discuss,

the customer often makes a final purchase decision

after five contacts.

Simple sales will close

after the fifth time the salesperson invites the customer.

Therefore, salespeople need to plan ahead

for the closing part of the sales conversation

and be prepared to invite the customer

to buy in a variety of ways,

depending on the nature of the transaction.


4th Corollary:

With complex sales,

50% of salespeople give up after the first discussion.

As for simple sales,

50% of salespeople fail the first time

they solicit customers.

Once, one of my major clients asked consultants

to observe how his salespeople worked

with external clients.

Experts have found

that for each customer contact,

most salespeople

– who are professionally trained

– invite customers to purchase an average of four times.

The current turnover of this group of employees is not high.

Experts have instructed salespeople

to try to pitch the customer one more time

to hit a minimum of five times in each sales conversation.

The results were surprising.

The group’s total sales doubled over the next thirty days.

Sometimes you just need to ask one more question

or open up a problem

and the sale will be successful.

Just one more time you ask the customer

for an opinion or promise,

the customer will be one step closer

to the final decision.


Not all salespeople are patient enough.

A lot of people give up

when they are about

to reach their destination just

because they think they are customers

with no potential.


5th Corollary:

When you know how to ask,

you get what you want.

There’s no magic bullet

that can instantly make you a successful salesperson.

The secret of good salespeople is to regularly meet

with customers

and talk about the product

or service you offer.

If you want to join the team

of good sales professionals,

you must increase the frequency of contact

as well as increase the persuasion of customers.

A large California company was willing

to pay thousands of dollars

to hire a consulting firm

to find out why its sales were down.

When analyzing the sales activities of their staff,

the consultants found

that the average salesperson made

only four customer calls per week.

After a while,

the situation did not change,

so the consultants suggested

that the company immediately

set up a contact management system

and required each salesperson

to meet at least two customers in person

leads per day,

ten leads per week.

After a month of applying the new system,

sales of the whole company skyrocketed

by 50% and continued to grow after that.

This example proves once again

that no level of training

or skill can replace the need for face-to-face contact

with potential customers.

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



How high you go depends mainly on

how high you want to climb.

Your ability to go far in your professional field

as well as your income level is largely determined

by internal factors, i.e.

what belongs to you,

your passions,

desires and ambitions individual.

There is almost no limit

to how far you can advance your sales career.

This is an area

that is always open to everyone.

You are the only one who decides your goals and actions


1st Corollary:

You need to commit to being the best in sales.

Your commitment to sales excellence,

more than any other reason,

will guarantee you great success.

This commitment will move you forward,

motivate and inspire,

and empower you to face discouragement

and disappointment with confidence.

Excellent salespeople are those

who make solid decisions

to get the most out of whatever they are doing.


2nd Corollary:

To hit a big sales goal,

you must first define it specifically.

The starting point for great sales success

is to decide how much sales you will have

for a year and how many products

you need to sell to reach that sales quota.

Allocate your sales

and annual income goals into monthly,


or even daily goals.

Divide your annual income goal by 250,

the number represents the average number

of working days in a year,

to determine how much money

you need to earn a day.

Then divide this amount

by eight hours to determine

how much you get per hour.

Once you’ve determined your hourly earnings,

from that point on,

you only do the things

that will bring you that money.

For example,

if you want $50,000 a year,

divide that by 250

and you get $200 a day.

Continue dividing 200 by 8 hours,

you will have $25 per hour.

This is the hourly amount

that you must earn for a year continuously

to reach your goal of $50,000.

Next, firmly refuse to do anything

that will affect your full $25 hourly earnings.

Don’t do time-wasting things like washing your car,

photocopying documents yourself,

or chatting with friends…

Be strict with yourself,

practice self-discipline wherever you are.

Always consider using your work time

to only do the things

that guarantee you the money you want in an hour.


3rd Corollary:

You can’t take off with the eagle

if you keep hanging around with the chickens.

This is the comment of famous speaker Zig Ziglar.

He thinks that to be one of the best in your field,

you have to associate with the best in that field.

Try to avoid the 80% of average salespeople

who don’t have a career goal.

If you associate with negative people,

you tend to become like them.

Most good salespeople are often “alone”

to keep themselves positive,

active and focused on their work.

This is also a professional principle

that you should learn to apply

to yourself as a salesperson.

“People do not care how much you know

until they know how much you care.” – Teddy Roosevelt



Every purchase decision is an attempt

to satisfy a need or relieve some discontent.

Every purchase decision a customer makes

is aimed at solving a problem

or achieving a certain goal.

One of the important tasks

of an effective salesperson

is to put yourself in the shoes

of your potential customer

and see your product or service

from the customer’s point of view.

This will help you decide how to offer

or reach your customers more effectively

and persuasively.


Corollary 1: Before selling any product or service,

the salesperson must understand the needs of the customer.

Excellent salespeople are often very subtle

and adept at asking provoking questions

and willing to listen to every customer’s answer.

This helps them quickly grasp the really important

and urgent needs of their customers

and find ways to focus on providing products

and services that meet those needs.


2nd Corollary:

Sales success lies in satisfying existing needs,

not creating new ones.

Your job as a salesperson is to discover

and fulfill the current needs of your customers.

You should not focus on needs

that the customer is likely to need in the future.

You just need to know

what customers currently need or want to buy?

How can you present your product

or service on that basis?

Identify the real problem

and come up with a more effective solution

than other salespeople.

Only then will you win the competition

to attract customers.


3rd corollary:

The simpler the need,

the simpler the sales presentation,

and vice versa.

You can understand this effect clearly

with the following illustration:

The product you are offering

to your customer is a potato

and you can sell your product only

by size and weight.

The element that you can use

to attract customers

is deliciousness and attractiveness.

The basis for comparing your products

with other foods is simple

and straightforward


if you are selling women’s fragrances,

your approaches,


and sales should be more indirect and discreet.

Perfume is a sensitive commodity,

to be used delicately

and only to be purchased

when the salesperson can create an allure in the way

that the product can connect

with the customer’s deep-seated needs,

serving to beautify

and improve your own features.


4th Corollary:

Explicit needs are often not the real needs

that lead to a purchase decision.

Don’t assume that you know the real needs of your customers

after only a few contacts.

Customers themselves are a diverse world,

so the needs

that make one customer buy may not be the same

as another customer.

If you don’t accurately identify customer needs,

then no matter how good your products

and services are,

you won’t sell.

The best salespeople are the most sensitive

and caring to their customers.

They won’t try to sell

until they have a complete understanding

of what the customer really cares about.

“Choose to deliver amazing service to your customers.

You’ll stand out because they don’t get it anywhere else.” – Kevin Stirtz



Every product or service is seen

as a solution to a problem

or an answer to an uncertainty.


you are also a salesperson

and act similarly to a problem-solving expert.

You find partners who are having problems,

needing specific needs that your product

or service can meet.

The more accurately you understand

the most important problems your product or service can solve,

the easier it will be to find

and successfully reach more potential customers.


1st Corollary :

Customers buy solutions,

not products or services.

Customers don’t care about you or what you sell,

they only care about themselves

and their problems.

And customers will come to you

when they trust you or your product

Your service is capable of helping them

solve the problem.

For example,

an entrepreneur is often

only interested in

how to increase sales or output,

reduce costs,

and increase profits,

without regard to

whether you are selling modern computers

or gadgets.

Latest sports equipment.

In other words,

they care about their problems

and needs

and a possible solution to that problem,

not your product or service or wish to sell.

When you start to see yourself

as a problem solver rather than a mere salesperson,

your sales will increase dramatically.


2nd Corollary:

The more pressing the customer’s problem or need,

the less price-sensitive the customer is

and the easier it is to sell.

If potential customers have a strong need

or desire for what you’re offering,

they won’t care much about price.

When customers feel

they will clearly benefit

from purchasing your product or service,

the desire to own the product will

overwhelm the interest in price.

Your job as a sales communicator

is to make your customers crave

for the benefits and enjoyment of buying your product

or service to the point where price

is no longer an obstacle.

Excellent salespeople are customer-oriented people

who focus on the merits of a product

or service that best meets a customer’s need.

This also has the effect

of minimizing customer objections to pricing.

“If you just communicate, you can get by.

But if you communicate skillfully,

you can work miracles.” – Jim Rohn



The purpose of selling is to convince customers

that they will benefit from spending money on the product.

The purpose of a sales presentation

is to get the customer involved in the sale.

You are convincing customers that

if they spend a fortune,

they will get a product

or service of great value.

more than that amount

and at the same time greater than anything else

they could buy for the same amount

and at the same time.

Here, note the law of Substitution of Exclusion:

Every choice implies an exclusion.

The fact that customers give you a limited portion

of their money means they are giving up other purchases

and opportunities

for the same amount of money

and at the same time.

To do this, you need to have excellent

and impressive persuasion skills.


1st Corollary :

Customers are always aiming

to satisfy their unmet needs in the optimal way

at the lowest possible price.

You need to demonstrate to customers

that their needs will be met faster

and better if they buy your product

or service instead of your competitor’s.


2nd Corollary :

You’ll build trust with your potential customers

and increase sales by demonstrating

that your product has been used by a lot of people.

To get closer to a successful sale,

you need to provide information

and data that prove to potential customers

that they are not the first to use the product,

but there are many satisfied people.

when choosing this product.

One of the best persuasion skills today is “social proof”.

Most people are influenced

by what others have done

or are doing.

People don’t hesitate to spend money on a product

or service knowing

that other people have purchased

and are very satisfied with the product or service.


3rd Corollary:

Certification of any kind will make it easier

for you to convince potential customers

and reduce their objections

to the price of your product or service.

Certifications can make your sales job easier.

You will find

that almost all great salespeople use certifications

that add value to their customers

products or services that are offered for sale

and are relevant to the customer’s business

to which they are approached.

Thank you letters,

confirmation letters,

photos or lists of customers who have used

and are satisfied with your product

or service are the most powerful persuasive elements.

Find a way to get this helpful sales tool

from every source

and in every way possible.

“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 deepest longing in the human heart

is the longing for emotional,


and personal security.

This law explains one of the most powerful drivers

of customers buying more products and services.

Focusing on some safety need can be persuasive

enough to dispel concerns about price,


or inconvenience.


1st corollary:

The survival instinct is the biggest motivating force

for human behavior.

All people have strong motivations to make decisions

that ensure survival and prosperity

not only for themselves

but also for those close to them.

As long as you present your product

or service in a way

that helps customers see how it can improve their lives

or that of their family members,

you can win the hearts of buyers.


1st Corollary:

The need for safety is a powerful driver of human behavior.

Safety is a need that is not

as urgent as the need to exist

but is very close to us.


this need attracts our attention more than other needs

such as the need to be comfortable,

beautiful or any other need for enjoyment.

To meet the safety needs,

the security,


lock and alarm systems manufacturing industries were born

and improved day by day.


3rd Corollary:

The need to improve safety is a key foundation

of most customer behavior.

Because safety is so important to emotional

and mental development,

clients are always looking for ways

to increase their safety

while minimizing risk.

For example,

the fact that a company has been around

for a long time will assure customers

that it is safer to do business with this company

than with another young company.

A record of operational experience

of any kind will increase a sense

of security and certainty in the mind of the client.

When selling,

you should tell your customers about how long you have been

in the business of providing this product or service.

This type of information is very persuasive

to a potential buyer.

This factor makes you a safer choice

when customers have a need

to buy what you are selling.

Get closer than ever to your customers.

So close that you tell them what they need well

before they realize it themselves.” – Aysa Angel



Risk is inherent in every investment involving time,

money or emotions.

Risk is an inevitable fact of life.

Everyone is always looking for ways they can to minimize risk.

And the insurance industry was born to meet this need.

Insurance is simply a form of risk redress

by collecting money

from a lot of people to compensate

for the loss of a small number of people

at risk among those paying.

With every purchase decision,

customers are always looking for possible ways

to reduce the risk

and insecurity of buying anything,

from anyone.


1st Corollary:

Your level of success in selling corresponds

to your ability to position yourself

as the least risky provider of products and services.

This is one of the most important concepts in sales

and an idea you need

to establish in all your sales efforts.

Once a customer has decided

that they want to buy the product

or service you offer,

that doesn’t mean you’ve succeeded.

in that deal.

You must convince them

that of all the suppliers of products

and services similar to yours,

customers will enjoy the highest level of security

and the lowest level of risk,

if they buy from you.

A sale transaction does not come to success

because customers are not satisfied

with your commitments

and promises about the use,

after-sales service,


warranty, … that you provide.


2nd Corollary:

The main obstacle to buying is the fear of failure,

the fear of making a mistake when deciding to buy.

The fear of failure is one of the greatest obstacles to all human action.

The fear of making a mistake

when making a purchase often comes

from previous experiences.

Perhaps the customer has purchased a poor quality product

or was bought at a high price.

It is also possible

that a customer has purchased a product

that was later criticized

or disparaged by others,

or purchased an irreparably defective product…

Those who have had a bad experience

with a purchase have reason to be wary for fear

of repeating similar incidents.

This fear is a major hurdle that you must overcome

before offering anything for sale.


3rd corollary:

Every action you take in a customer contact will increase

or decrease the customer’s perception

of risk or fear of failure.

The fact that you invite customers

to buy products means

that you convince the customer

to make a final decision

and forgo other transactions

to cooperate only with you.

This becomes possible once customers trust your commitment.

Your every word or action matters

and contributes to increasing

or decreasing the client’s perception

of the risk and uncertainty of the transaction.

In any sales situation,

especially in a big deal,

there are no neutral factors.

All of which will either get you an order

or will drive the customer away.

Don’t allow yourself to go along

with the free flow of thinking:

It doesn’t matter“.

Everything is important,

it all plays a role.

They will contribute to your increase

or decrease in value,

success or failure.

It is your responsibility to make sure

that everything you say

or do is useful in some way,

either to remove any suspicion of risk,

or to increase the customer’s sense

of security when making a purchase.

“Set excellent performance as your standard

and strive to achieve it each day.”— Brian Tracy



The trust between the seller

and the buyer is the foundation

for a successful sale.

Trust is the key to everything,

especially for large and complex deals.

The higher the level of trust

between you and the client,

the lower the client’s fear of failure

or perception of risk.

At that time,

the sale will take place in a favorable direction.


1st Corollary:

You build a high-trust sales relationship

by asking questions

that determine the real needs of your customers

that your product or service can fulfill.

Most salespeople don’t realize

that questions directed at the customer’s life

or personal situation don’t always create the level

of confidence needed to make a successful sale.

These questions can only give the impression

that the salesperson is warm and friendly,

but not enough to guarantee the quality

of the product or service.

Only when you ask insightful,

directed questions to identify needs you can meet

or uncover problems you can solve

will you reach the level of professional sales.

And only when you ask the right questions

that help your customers understand their situation

or problem better can you build trust

and credibility with them.


2nd Corollary:

Successful salespeople spend twice

as much time listening than talking

Great salespeople practice the “70/30 rule”:

listen 70% of the time and speak 30% of the time.

There is a saying,

You have two ears but only one mouth

because So in a customer contact,

try to follow this 70/30 rule.

The best sales people are good listeners.

They are quite comfortable asking lots of questions

and patiently listening.

They always seem friendly,

but deep inside is a mature thinking range

and accurate and effective problem-solving.


3rd Corollary :

Listen even to a closed sale.

Many salespeople are in constant monologue

during a customer meeting,

but they don’t really listen to themselves.

In many cases,

if you listen attentively and patiently,

listening as if nothing is more important

than the words of the customer

at that particular moment,

you will hear yourself in those moments customer sessions

than you think.

There are many cases where customers

who are initially not interested

in what you are offering have decided to buy your product

for the simple reason

that they have a crush on you.

They feel that you are a good listener

and seem to care about them

and their problems as well.


4th Corollary:

Listening builds trust.

The fastest and most effective way to build trust

between parties is to listen.

This is true of all relationships.

You always expect others to listen attentively

when you want to say

or need to say something important.

So are customers.

They only think about themselves

with their own problems and concerns

and they also wait for others

to open their hearts

to listen to them.

“It is not your customer’s job to remember you,

it is your obligation and responsibility to make sure

they don’t have the chance to forget you.” – Patricia Fripp



Essentially, every sale is a sales relationship

Customers are not actually buying a product or service,

they are “buying” the people

who are selling the product or service.


you need to market yourself as a likable

and trustworthy person,

then you will sell the product or service you represent.

In the simplest terms,

sales success is determined

by the ability to form “high-quality” relationships with customers.

Marketing and sales have changed dramatically in recent years.

Products or services have become much more diverse

and complex than they were in the past.


because of the high level of risk associated

with the wide range of choices available to the client,

relationships become the dominant factor

in purchasing decisions.


1st Corollary:

Customers want to build relationships first.

To reduce risk and insecurity,

clients look for something they can count on and trust,

and that is a relationship.

Most of our relationships are based on our own intuition

or good judgment.

Before making a final decision on the purchase

or sale of a product or service,

customers always seek to build a relationship

with the supplier to ensure that the commitment

between the two parties will be fulfilled seriously

after the customer has transferred the money.


2nd Corollary:

In complex deals,

the relationship is maintained long

after the sale is closed.

Before customers buy a product or service,

they are completely independent

of the seller and the supplier.

However, once customers have decided to buy,

they are dependent on the company’s commitment

to be able to use the product

or service with maximum satisfaction.

Since such a relationship continues after the sale,

and often lasts as long as

the customer uses the product or service,

the decision to purchase a product

or service is the decision

to enter into a relationship

for long-term

with that individual and organization.

If for any reason a customer is uncomfortable

with the idea of investing

in such a long-term relationship,

they will not buy the product

or service in the first place.


3rd Corollary:

Relationships are more important than products or services.

In today’s competitive market,

customers have endless choices for any product or service.

The basis for customers

to choose is diverse and abundant,

reflected in competitive prices,


warranty service,

distribution system, etc.

If all these factors are equivalent customers

will take psychological factors to conduct transactions.

Suppliers that give customers comfort

and trust will be prioritized

by customers to build sales relationships.

Because relationships are so important to customers,

salespeople need to show customers

that their motto is to build a long-term relationship

with the customer.

Express to your customers

that you want to build a “high-quality” relationship

over the lifetime of their use of your product or service.

This is often the most important factor

for a customer to make a decision.

The most successful salespeople

and companies are individuals

who have established long-term relationships

with their customers.

They focus all their efforts on maintaining the quality

of these relationships through concern,




responsiveness to complaints

or requests,

and maintenance excellent service.

attentive after-sales service.

Don’t forget to tell your customers

that you want to build

and maintain a long-term relationship with them.

Show up early, treat people with respect and perform at the highest levels

till the world can’t deny you. – Grant Cardone



Customers will only buy from you

when they feel confident

that you are a friend

and are acting in the customer’s interest.

This is known as the “friendship factor” in sales.

It is an undeniable fact

that most successful business transactions

are built on friendships between parties.

A great salesperson is someone

who knows how to make

and maintain friendships.

With a rather laid-back,

likable and caring personality,

they easily win people’s hearts

and quickly make friends with other people.

unknown people wherever they go.

It is this esteem

that has created favorable conditions

for their business.

Like everyone else,

we have the mentality of only doing business

with those we love,

but rarely think about buying

or using the products of people

who don’t make a good impression or feelings

even if we don’t like them.

That’s the product we want.

In the event that all other factors are in balance,

the main factor determining your chances

of business success will be friendships.

The ability to sell is the number one skill in business.

If you cannot sell,

don’t bother thinking about becoming a business owner. — Robert Kiyosaki



The customer’s perception of you

and your company will lead to a purchase decision.

By the way customers think,

express or describe you to others,

you can tell whether the customer will approve

or reject the promotion of your transaction.

Customer perception

is an important factor influencing the final decision.

Products or services are most successful

when the customer’s perception of them is most positive.

When positioned appropriately,

your product or service will be perceived by customers

as the first choice compared to competing products

and services of the same category. Coca-Cola,

Kleenex and Xerox are three good examples.

These are three brands

that customers consider

as the benchmark for carbonated soft drinks,

paper towels and photocopiers.

When you’re thirsty, just say,

“I want a Coke.”

When you have rhinitis,

you ask someone to “pick up the Kleenex”.

If you need to make a copy of a document,

you ask the staff:

“Xerox this document”.

Their position of prominence has given

these products a competitive edge in the marketplace,

making it easier to sell,

sell for a higher price,

and earn more profit.


1st Corollary:

Every visual element such as clothing,



printing and advertising

creates a certain perception.

There is no neutral factor.

Everything contributes to the formation

of the customer’s perception

of you and your company.

The perception can be positive or negative,

but all have their own roles.


2nd Corollary :

Excellent salespeople know how to position themselves

as preferred providers of products and services.

Customers often pay more for the same product

or service for no other reason than you,

who are providing the product.

Therefore, you need to build an image of yourself

as an ideal business partner worthy

of your customers’ choice.

Your position in the customer’s mind can be

so strong that no competitor can ever step in or replace it.

The most successful companies

and salespeople are those units or individuals

that have established a position in the market,

which is then viewed as a benchmark

by which customers compare with other competitors.

“Successful salespeople know

how to make somethings. – Aysa Angel



How your customers see you will determine your level of income.

Reputation, prestige,

how customers perceive,

think and evaluate you,

greatly determine the number of products sold

and your income level.


1st Corollary:

When customers see you

as their close friend,

you’ll be in the top 10% of the top earners

in your business.

When being interviewed about shopping habits,

most of the customers answered

that the main reason why they choose a seller is

when they see that the seller is really interested

in meeting their problems and needs rather

than just finding ways to persuade

to sell a lot of products for the company.

When customers can freely express their needs to you,

it means that customers have a good impression of you,

see you as a close person,

and trust your ability to solve problems.

In the mind of the customer,

you are the best salesman.

Therefore, you need to constantly improve yourself

to truly become one of the best salespeople.

A useful question for you

to constantly ask yourself is:

“How do I want my clients to see me?

How do customer reviews affect me?

After determining the specific answer,

make sure that all your actions

and communication

with each customer create the positive impression you want.


2nd Consequence:

In addition to the task of finding customers

and providing products,

the salesperson is also a person who advises,


helps and advises customers.

Excellent salespeople are often trusted

by customers for advice,

guidance on how to solve problems

or achieve set goals.

At that time, the customer is no longer interested in the purchase

and sale transaction,

but between the customer

and the seller has formed a mutually supportive relationship.

The more you help customers understand their own needs

as well as demonstrate that the characteristics

of the products

and services you provide are capable

of meeting those needs,

the more customers will come to you every day.

when you need to buy.

Only take actions that contribute

to positive customer perception,

and you will be rewarded.

“Successful people are always looking for opportunities to help others.

Unsuccessful people are always asking,

“What’s in it for me?’” – Brian Tracy



Excellent salespeople always prepare well

before calling customers to buy.

This rule plays an important role in successful sales.

An excellent salesperson demonstrates his professionalism

through thorough preparation,

gathering reliable sources,

and researching every detail

before dealing with any customer,

even a single customer.

Existing customers or potential customers?

If you are easy on yourself,

you too can become a salesman.

But to reach the top of the profession,

you have to go

through a process of constant striving and training.

And it all starts with a detailed

and thorough work plan.


1st Corollary:

The more a salesperson understands the customer’s real situation,

the more likely he is to make a successful sale.

The more time you take

to thoroughly understand your prospect

and their current situation,

the more likely you are

to succeed in convincing them to buy.


2nd Corollary:

Professional salespeople are always prepared

for the questions they intend to ask the customer.

Smart and problem-focused questions are directly

related to the success of the sale.

The most successful salespeople are the “experts”

who ask questions.

Ben Feldman(1),

a salesman for New York Life Insurance Company,

is a prime example.

Feldman is known for spending two hours each night reviewing

and reviewing material

for the next day’s client meeting.

In his popular book,

The Feldman Method,

Ben Feldman explains that his great success is largely

due to his ability to ask the right questions at the right time.

He discovered

that an ingenious question can change a customer’s attitude

from negative to positive,

sometimes in an instant.

(1) Ben Feldman (1912-1993)

– One of the highest-grossing salespeople of all time.

During his time with New York Life Insurance Company

from 1942 to 1993,

he sold $1.8 billion in insurance proceeds.

Today, his sales record remains unbroken

with $100 million in a year

and $20 million a day.

In the last years of his career,

his total annual commission was $1 million.

In his book How to Win Customers,

Heinz Goldman proves

that 95% of salespeople will improve their sales performance

if they correct the wording of their presentations.

Choosing the right words in a question

or an answer can be very effective.

The only way you can make sure

you’re using the right sentence structure

is to write it down,

practice it,

and then practice it over and over again.


3rd corollary:

The advantage belongs to the salesman

who knows the most complete notes.

You should define clear goals

before contacting customers.

Write down exactly what you hope

to achieve during this meeting.

After the meeting is over,

quickly jot down what the customer said

or the terms agreed to as long as your memory is still full.

Remember the Chinese proverb:

Even if the ink is pale,

it will last longer than a good memory.”

Before each client contact,

even if it’s a close customer,

you should take some time to go

through your profile as well as your notes on the general situation.

You will be surprised at the impression you make

when you conduct the conversation

after reviewing the customer’s profile a few minutes ago.

And customers always feel your thorough preparation.

Excellent salespeople are well-prepared

for both the pre- and post-sale stages.

They don’t miss anything because sometimes

it’s the seemingly small details

that make the difference.

When you spend a lot of time

learning about your customer’s specific needs,

you will build the highest level of trust

and build a successful sales relationship.

“To attract attractive people, you must be attractive.” — Jim Rohn



Customers want the freedom to buy,

not to be forced to buy.

No customer wants to be a victim in a sale.

They want the freedom to choose products

and suppliers that they love and feel comfortable with.

Customers will not be comfortable

when being persuaded to buy

to the point of almost manipulative,

pressured or pressured.


1st Corollary:

The great salesperson is the assistant

who helps the customer meet his

or her needs and wants.

The customer’s behavior towards the salesperson

is largely determined

by the customer’s own perception of the salesperson.

You need to do everything you can to show

that you are helping customers,

not just selling them


2rd Corollary :

The great salesperson is the one who guides the customer

through how the product

or service offered will meet his or her needs.

Once your clients trust you,

they often see you as a mentor

or mentor to their problem.

Customers expect your product or service

to meet their needs.

If any time a customer feels,

even for a moment,

that you are trying to sell them something

so they have to buy something,

they will immediately resist and back out.

The most important element of sales work is the quality

of the relationship

between you and your customer.

Avoid anything that could damage this relationship.

Nothing is unattainable for salespeople

who know what they’re doing,

believe in what they’re doing,

and love it.

The future of a salesperson will be limitless

if he or she knows how to sell products

and services that are suitable for customers.

To get the most out of your sales potential,

to be in the top 10% of the business,

you must follow the sales laws outlined in this chapter.

Failure to follow any

of these rules can sabotage your efforts

and reduce your sales.

Everything has its own role!

“In order to achieve goals you have not achieved

before you have to become someone you haven’t been before.” — Jim Rohn

(adsbygoogle = window.adsbygoogle || []).push({});
Share on facebook
Share on twitter
Share on linkedin
Share on pinterest
Share on email
Share on telegram

Related Articles

Angel Cherry

Creative Blogger

cherry angel
Translate »