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12 Great Selling Skills! The Psychology of Sales

12 Great Selling Skills

Chapter 1: The Psychology of Sales

Passion is a lever that helps people fight against fate.

It is the gift of encouragement that God has given us

to make our goals great

and achievements even greater. – Donald G. Mitchell

Why are some salespeople more successful than others?

Years ago, when I started my sales career,

I struggled for months,

barely earning enough to survive

while all around me other salespeople were selling more than me,

and of course,

earn more than me

even though they don’t seem to be any smarter

or work harder than me.

My first breakthrough in life was discovering the 80/20 rule.

This rule says that 20%

of the sales people completed 80% of the deals

and made 80% of the money made

by all the sellers in each field.

This means that the average income of those in the top 20%

is 16 times higher than the average income of

the remaining 80% of sales people.

When I first heard this number,

I felt both excited and a little depressed.

The feeling of depression

that comes from the fact that

I have never done anything well in my life,

how dare I dream of being in the top 20%!

I failed at school,

I failed at manual jobs,

and often slept on the floor with all I had,

in a backpack that

I often carried with me.

The idea of being in the top 20 is really exciting but also stressful.

I simply couldn’t believe it was possible for me.

Then I learned a new fact:

All the people in the top 20% start,

also from the top 20,

but the top 20% of the people at the bottom of that list.

Everyone who is doing great right now has failed at least once.

Everyone who has come very far from the starting line

of life has started before this line.

As T. Harv Eker said:

“Who is wise is not foolish once.”

I immediately decided that

I would be in the top 20%.

Then I learned that making a decision,

whatever type of decision,

and then taking action to implement that decision,

is often a turning point in your life.

If you don’t decide you’re going to be in the top 20%,

it simply won’t happen.

You won’t be able to rise

to the top 20% of your field by luck or chance alone.

People who rise

to the top in any field get here

after they make a decision,

and then are determined

to carry out their intentions by working hard,

day in and day out by year after year,

until you make it happen.

In his book Outliers,

Malcolm Gladwell reports the results of a study,

that it will take you about seven years

and/or 10,000 hours of dedication

and hard work to get to the position leader in its field.

This isn’t simply going to work

and going home every day for seven years.

It means you put your heart

and soul into becoming better and better,

like a runner competing in a major tournament,

and you put your mind and heart into it,

to develop personal skills.

In his study of “deliberate practice”,

Anders Ericsson of the University of Florira concluded that those

who reached the top had worked hard

for 10 years to be able to do so achieve “top performance”.

When I share this metric

with my audience,

it’s common for many of the salespeople present to start whining.

They said, “But I’m 30 now,

and you said it would take me seven to 10 years to get

to the top of my field.

I need to wait another seven to 10 years.”

It’s the truth.

But then I asked,

“If not, how old will you be in seven to 10 years?”

The reality is that no matter what,

time will pass.

Seven years from today you will be seven years older.

The only question here is whether you will reach the top

and earn the highest income among the people in your field.

And it’s purely a matter of personal choice.

Remember,

you can learn any skill you need to learn

to achieve any goal you set for yourself.

All sales skills can be learned.

Everyone who is good at a particular skill

today was once not very good at that skill.

Many of the best salespeople

I know were terrible at the beginning,

and it seems like there are very few.

chance of success.

Today, however,

they are some of the most confident,

active,

and highest-earning people in our society.

And what they did,

you can do too.

*************

“Success is not the result of making money,

money is the result of success.” – Grant Cardone

Confidence and self-respect

Just as 20% of salespeople make 80% of the sales

and make 80% of the money,

the 80/20 rule applies to individuals in a different way.

Accordingly, 80% of success depends on mental and emotional,

not on technical or material.

The most important determinant of success in selling in any industry,

in any economy,

in any market,

with any product/service,

is confidence.

When you have an unshakable belief in yourself

and in your ability to succeed,

nothing can stop you,

just like the force of nature.

The more confident you are,

the greater the goals you set for yourself

and the faster you will push objections

or disagreements out of your life,

so the time that you need to achieve

those goals will also be shortened.

I also discovered another fact,

that confidence is determined by self-esteem.

Your self-esteem can be simply defined

by how much you value yourself.

The more you value yourself,

the more confident you will be

and the more you will appreciate the people around you,

including your customers.

The more you value your customers,

the more they will value you,

and the more willing they will be

to buy your products/services

and refer you to their friends.

Another aspect of self-esteem is called “self-control”.

Self-control is defined as the ability to control

and perform a certain behavior by yourself.

The more you value yourself,

the better you do your job.

The better you do your job,

the more you will value yourself.

One hand will support the other.

Self-esteem and self-control support

and strengthen each other.

Psychology asserts that everything

you do in life affects your self-esteem in some way.

Almost everything you do is aimed

at strengthening your self-esteem

or protecting it from being undermined

by other people or circumstances.

Self-esteem determines your level of optimism,

self-esteem and pride in yourself.

Everything you do to strengthen your self-esteem

will also strengthen your self-confidence.

When you really appreciate

or love yourself,

see yourself as an important

and valuable person,

you will become more positive and happy

and absolutely not hesitate

to go to meet customers,

and invite them to buy your product/service.

****************

“Let the rest do whatever while you do whatever it takes.” – Grant Cardone

Seven steps to mental fitness

Self-esteem is your own level of mental fitness.

Mental health can be compared to physical health.

Just as your body will become harmonious

if you work hard and exercise,

your mind will also become healthier

if you work hard in different ways.

To develop confidence and self-esteem in selling,

you must learn to think

and act like the most successful

and active salespeople

until your confidence level is so high

that no one can stop you,

you can go further.

People with high self-esteem can sell well in any market.

People with low self-esteem cannot sell even in the best markets.

Self-esteem is the key.

There are seven steps to getting mentally fit in sales

and improving the way you think,

feel about yourself,

and your potential.

To become one of the most successful salespeople,

you need to:

Have ambition

“Small thinking has and always will be punished in one way or another.” – Grant Cardone

Brave

Dedication in work

Professionally

Responsibility

Prepare carefully before every meeting with customers

Continuously learning

By consistently implementing these principles,

you will eventually reach the status of a sales champion.

The most successful salespeople are ambitious.

They have a strong desire

– the desire to succeed in sales.

This is possibly the most important of all the qualities

that can lead to success in sales,

or in any other field.

After 22 years of studying the most successful people in America,

Napoleon Hill has concluded that “burning desire”

is the starting point of all success

and all rich people.

This has never changed in history.

My friend Les Brown said,

“If you want to be successful,

you need to be hungry!”

If you are ambitious

and determined enough

to achieve your goals and be successful,

nothing can stop you.

To be successful in sales,

your ambition must be

Incubated by the enormous amount of setbacks

and rejections you will experience in meeting new customers,

making sales pitch,

and inviting them to buy your product/service.

Ambition is the fuel that

drives the furnaces of achievement.

The more ambition and drive you have,

the faster your drive to achieve your goals will run.

The more ambitious you are,

the quicker you will get rid of the feeling of disappointment.

The more ambitious you are,

the more strength you have to be able

to continue on your path

until you reach your goals.

Determined to be the best.

Because of their ambition,

top salespeople are determined

to be the best in their field.

As it happened,

selling is the “default job”.

This means that no one grows up

with a serious plan

to become a salesperson.

Rather, it is something they step into

when they have no other choice

or when nothing else works for them,

they start selling.

80% of people who start sales see it

as a temporary job.

They are constantly looking to see

if there is something else to do.

As a result,

they never put their

whole heart into selling.

They never became an expert in sales,

and never had great success.

They stagnate most of the time doing their business.

But the people at the top are different.

They get into business often by accident,

then at a certain point something amazing happens in their lives.

Light came in.

They look around their sales spectrum

and see that by being a good salesperson,

they can achieve all the goals they have set for themselves.

If they become the best at what they do,

they can make more money than professionals trained

for many years in college.

At this point,

the auxiliary fuel tank in the movement is activated.

They decide to be the best salespeople.

They put their whole heart into learning,

listening and attending training courses.

Every time they learn and apply a new idea,

their business results immediately improve.

This energizes their ambition

while strengthening their determination

to achieve success.

This is one of the great discoveries:

Only by committing to excellence can you excel

and succeed in your field.

Failure to commit means you accept being a mediocre person.

Being excellent

or elite in one’s field is the result

of many years of hard work

and effort to improve oneself.

Just as the average athlete needs to train

for seven to 10 years to be able to compete in the Olympics,

the average salesman wants to rise to the top of the field.

It also requires seven to 10 years of hard work.

Earl Nightingale once wrote,

“Happiness is the progressive realization of appropriate goals and ideas.”

When you commit to excellence,

to be at the top of your field,

and to work hard to improve yourself every day,

you’ll start to see results almost immediately.

Your level of ambition and determination

to be the best in your field is a stimulant

that helps your potential to explode over time.

****************

“If you hang out with people who are broke and in debt,

you’ll be broke and in debt.” – Grant Cardone

THE MOST SUCCESSFUL SELLERS ARE EXTREMELY CONFIDENTIAL

They are constantly confronting the fears

that hold most people behind.

If ambition is the driving force of success,

then courage is a way to unleash ambition because fear

is the biggest obstacle preventing you

from succeeding.

When I first started studying the psychology

of high performers,

I was surprised to discover

that the fear of failure,

not failure itself,

was the biggest obstacle

to preventing failure

and prevent success

and happiness in the lives of adults.

Everyone fails from time to time

and it is the thought

or fear of failure that paralyzes everyone’s ability

to do their best work and be productive.

The fear of failure, in any form,

even in your imagination,

will hold you back from your potential.

It prevents you from taking action.

The fear of failure causes you to procrastinate, delay,

and avoid any situation

where you feel you won’t succeed,

especially business situations.

Ralph Waldo Emerson once wrote about an experience that changed his life.

When he was a 10-year-old boy living in Concord,

Massachusetts,

once,

on the way,

he was hit by a piece of paper in his leg,

which said:

“If you want to be successful in the future,

make a habit of doing what you fear.

If you do the things you fear,

the fear will disappear.”

His life has completely changed since that time.

And so will your life change as soon as

you get into the habit of doing the things you fear,

until the fear disappears.

Glenn Ford once wrote,

“If you don’t do the things you’re afraid to do,

fear will take over your life.”

The reality is that you can’t succeed

without failure.

The most successful people fail more

than the average person or the unsuccessful.

The most successful people don’t like to fail,

but they realize that they won’t be able

to achieve their goals

if they’re not willing to fail again

and again along the way.

Just as you will become the person you think about all the time,

you will become the person you talk about all the time.

There are six magic words that you can repeat,

over and over again,

to build your confidence

and reduce your fear of the future:

“I can do it!

I can do it!

I can do it!”

Whenever you feel shy about going ahead

and doing something that scares you,

neutralize that feeling and take action

by affirmatively repeating the six magic words mentioned above,

that “I can do it!”

Conquer the fear of rejection.

The second major fear that can destroy your success,

especially in sales,

is the fear of rejection.

This fear comes from experiences

from when you were very young,

when we were constantly criticized

and we were victims of “conditional love” from our parents.

All the emotional problems in adult life stem

from the “love rejection” we received as children.

If you were raised in an environment

without support and encouragement,

you may enter adulthood

with terrible feelings of insecurity

or even extreme sensitivity,

for example as you are always negatively affected

by the thoughts,

opinions and attitudes of others,

whether it is real or just a fantasy.

In sales, the fear of rejection

is something like a feeling of “unwillingness

to meet customers,”

and it is the biggest obstacle

to success in business.

You won’t be able to reach your full potential

as a sales professional

without overcoming your fear of rejection.

Luckily, you can change this.

You can reprogram yourself

so that instead of fearing rejection,

you actually wait for it.

You can barely wait to wake up

and receive rejection every morning.

When I started my sales career,

knocking on doors,

I was always looking for ways

to avoid the risk of being rejected

at the first knock on a working day.

Then I learned something that changed my sales career:

Rejection is not personal at all.

You’re probably thinking,

“What, you mean when someone turns down my offer,

it has nothing to do with me.

Is it purely an objective response

to an offer in a competitive society?”

Yes, that’s the truth!

When you go to a few new clients

and they react negatively,

it has nothing to do with your self-worth.

The potential customer you’re dealing

with doesn’t even know

who you are and has nothing to do with you.

The denial is completely objective,

natural,

and not directed at you.

As soon as I learned this,

my sales performance improved dramatically.

I can wake up every morning and say to myself,

“I will face a lot of rejection today.

But I’ll use every rejection

as a motivator to push harder.

Every time I get rejected,

I will become more positive

and assertive,

ready to interact with more potential customers than before!”

Right after that,

I always wait for the first rejection.

I had preprogrammed my subconscious mind to react

with positive

and life-loving feelings

as soon as I was rejected.

Sometimes I can actually laugh out loud

at the first rejection of the day,

feeling that nothing can stop me.

“Only invest in income producing assets.” – Grant Cardone

********************

THE BEST SELLER WILL DESTROY FOR WORK

The most successful people in all fields,

including and especially sales,

are committed to putting their

whole heart into the work they do.

They put their whole heart into their work

and constantly strive to do better

and better at their work.

There’s a direct relationship

between how much you believe in goodness,

the importance of what you’re doing,

and how persuasive your offering is to others.

For starters,

the best salespeople believe in their company.

They believe their companies are excellent organizations

and they are proud to work in them.

The best salespeople believe in their product/service.

They believe that the product/service

they provide is the best product/service on the market.

They believe that the product/service

they provide can really help people improve their lives and work.

They believe in the products/services

they offer so much

that they use them for themselves whenever possible,

excitedly sell them to their family

and friends,

and speak well of them in every life discuss.

They believe in their customers

and want to help them.

The best salespeople see themselves as helpers

and are always looking for ways

to improve the lives of their customers

with the products/services they are providing.

Another important part of commitment is

that the best salespeople care about their customers.

The highest-paid sales professionals are emotionally hooked

on their products/services

as well as their customers.

They really want to make a difference

in the lives of their customers

with the products/services they are providing.

Ultimately, the best salespeople believe in themselves

and their ability to succeed.

They have an almost unshakable belief in

their ability to achieve their goals

and overcome obstacles.

They are very confident,

optimistic and passionate.

“Making money is a game most people

just don’t know how to play.” – Grant Cardone

*******************

THE BEST SELLERS ARE ALL PROS

When I started providing financial services,

I named my business card “sales representative”.

That’s how I see myself

and how my current

and potential clients see me.

Then one day,

I decided to change my description to “consultant”.

I threw away all my existing business cards

and put a new title on the front of the card

– “Financial Consultant”.

This really created a strange effect!

From that day on,

I think of myself as a consultant:

A person who gives professional advice,

a consultant and a guide to clients

to help them organize their financial lives,

and your investments.

And my customers reacted in a different way.

When they see the name “Consultant” on my business card,

they treat me differently.

Instead of being suspicious

and defensive,

they became more open,

more intimate,

and more interested in what I had to say.

“Getting money requires intention,

discipline,

ethics,

and continued interest in creating financial freedom.” – Grant Cardone

***************

Become a consultant.

The best salespeople see themselves

as consultants/advisors

– not just salespeople.

How can you become a consultant?

Very simple.

Behave like a consultant in all client interactions.

How does the seller advise?

They ask good questions

and listen carefully to the answers.

They try to understand

what others want to share

instead of simply trying

to get others to understand them.

They deliberately focus on the customer

and seek to understand the customer’s situation

so that they can make good suggestions

to help the customer.

Salespeople with consulting skills find out

what problems they can solve their customers’ problems.

They realize that anything they sell is either a solution

to a problem

or a tool to satisfy a customer need.

Their first job in a sales meeting is to find a real need

and figure out what can help satisfy that need.

Consultants realize they are working

for the benefit of the client,

not their own.

And the most interesting thing here is

that customers will accept you

to the extent that you rate yourself.

If you consider yourself a consultant

and describe yourself as a consultant to your clients,

they will accept that you are a consultant

and they will treat you like an investor question.

Possibly the hardest part of being a consultant

and not simply a salesperson is having the courage

to call yourself a consultant for the first time.

(For more on what it takes to become a consultant,

see chapter 4– “Selling on Consulting.”)

“Think it, say it, do it, create it.” – Grant Cardone

******************

BEST SELLERS ARE VERY RESPONSIBLE

The starting point to being a great person is

when you take 100% responsibility for your own life

and for everything that happens to you.

This is another area where the 80/20 rule works.

The top 20% of people

who are at the top in all fields see themselves

as self-employed.

They always clearly identify themselves

as the person responsible for their own life.

When you’re self-employed,

you see yourself as the director of a company

with one employee – yourself

. You are responsible for selling a product

– your own personal services

– in a competitive market

(In the next chapter,

I will explain in more detail how

to become the director of your company.)

The best salespeople see themselves

as the directors of their own private companies.

The best salespeople don’t complain about anything,

especially their company,

competition,

and the challenges of selling in a tough market.

The best salespeople don’t criticize others,

especially competitors.

They also refuse to justify,

instead of justifying,

they will find ways to grow.

In particular, professionals who are responsible

for themselves do not blame anything or anyone

when their life is difficult or difficult.

They always repeat the saying:

“I am the one in charge!

I am the one responsible!

I am the one responsible!”

Take responsibility for all problems.

As the directors of their own private sales company,

the best salespeople take responsibility

for everything that happens in their business.

They are responsible for setting goals

and making strategic plans.

They are responsible for quality control

and continuous product improvement.

They are responsible for advertising,

sales and income generation.

They are responsible for their finances

and all their activities.

Most importantly,

they are responsible for the results.

The best salespeople are responsible

for the planning

and scheduling of each day.

They realize that the only product

they have to sell is their time

and so will arrange to be able

to utilize every minute they have

in front of each customer

to explain their product/service.

The best salespeople are accountable

for their sales results,

meeting and exceeding their targets no matter

what happens to the market.

There seems to be a direct link between self-esteem

and willingness to take responsibility.

The more responsible you are,

the more powerful you will feel,

and it is these feelings that

will strengthen your self-esteem

and sense of confidence.

The more responsible you are,

the more positive emotions you will have,

and therefore the more energetic you will be.

The more energetic you are,

the more your ability to focus

and work effectively will increase

when work becomes busy

and therefore your business results will become much better.

“If your money doesn’t work while you sleep,

you’re never going to have any money.” – Grant Cardone

*******************

BEST SELLERS ALWAYS PREPARATE THE MEETINGS

In any field, especially sales,

it seems that preparation is the clearest sign

of true professionalism.

Before each meeting,

the more prepared you are,

the more confident you will be

and make a good impression on your clients,

especially in the first meeting.

As I described in the introduction to the book,

the best salespeople learn everything about their customers

before they even meet.

They define goals for each meeting

and write down the questions

they plan to ask the client in advance.

After each meeting,

they write down all the details

and keep important details

that they can refer to

when they visit the client in subsequent meetings.

Another characteristic of the best salespeople

is that they plan

and prepare before and after each workday.

They make plans

for the following week on Saturday or Sunday.

They plan each workday the night before

and early that morning,

before the sale begins.

The planning and preparation is done “underground”.

During the sales session,

when the customers are ready to meet,

the real experts don’t do anything but visit the customer.

“To get what you want,

you have to deserve what you want.” – Tai Lopez

******************

THE BEST SELLERS ARE LEARNING PEOPLE

There is a fact:

“To make more money,

you need to study more.”

It seems that the amount of lessons you learn about

how to do your job better is directly related

to the size and growth of your earnings.

You should spend 30 to 60 minutes a day reading sales books,

preferably in the morning before starting the work day.

Reading one or two chapters

of a good book on sales every morning

is the equivalent of reading one book a week

and 50 books a year.

By regularly reading books related to your field,

you will soon become one of the most knowledgeable

and highest paying salespeople in that field.

Discovering the incredible power

of reading business books

early in my career has completely changed my life.

When I encourage other sellers

to read books every day,

they also report to me that their sales immediately change,

sometimes doubling and even tripling

within a day

or two month.

Try applying

this book” with yourself.

The best salespeople also listen

to educational radio programs in the car,

from their iPod or smart phone,

and while exercising.

They never miss an opportunity

to learn something valuable

and useful that may be useful in their work.

The top-earning salespeople also participate in training courses

and seminars about sales

or related to their field of activity.

They are constantly learning

and hungry for information.

This is an attitude that

I developed at the very beginning of my career

and it has helped me a lot.

I start each day imagining

that there’s an extremely valuable piece of information

or knowledge somewhere around here that,

if found,

would skyrocket my sales

as well as my income.

With this attitude,

I constantly seek,

read,

listen and ask questions,

participate in conferences

and seminars in search of that holy grail.

And you know what happens?

I always find valuable ideas

and knowledge,

even after many years of successful business,

ideas and knowledge that can help me work,

even more effectively,

in finding better customers

and convincing them that my product/service

is the best choice for them.

Continuous learning is another active area of the 80/20 rule.

This rule states that 80% of salespeople

who are not professionally trained,

or if still involved,

will rarely make the effort

to learn anything new

for the rest of their business enterprise.

And their income reflects this.

They are always in the bottom 80% of people.

They are always struggling

and worried about money.

They are always jealous of those at the top.

But they are not willing to work hard,

constantly learn,

and as a result,

their life could never be better.

But for those in the top 20%,

things are different.

Remember that happiness

is the progressive realization of a goal or ideal.

Every time you learn

and apply something new,

you will feel that you are growing up

and being pushed forward.

Learning releases endorphins,

chemicals known as natural “happy drugs,”

in your brain.

As you learn and apply new ideas,

you have more positive

and joyful emotions.

You feel more responsible for your own life,

feel stronger about yourself.

Your self-esteem and confidence are also strengthened.

You love and respect yourself more each time

you find new pieces of information

that you can use to improve your quality of life

and your accomplishments.

Saint Francis of Assisi once wrote:

“The way to heaven is paradise itself.”

Achieving a big goal isn’t the only factor in your happiness

. It is the constant efforts

and the feeling

that you are gradually conquering the set goal

that really help you to get the feeling

of happiness and excitement.

Every time you learn

and apply a new idea,

or even think about applying a new idea,

you become happier and more confident in your abilities.

Invest in yourself.

Here’s the key to maximizing your potential

as well as your income:

Invest 3% of your personal income in yourself

for the rest of your career.

Let’s put this principle first.

If you make $50k per year,

invest $1,500 in yourself

so you can work better and earn more.

The return you get from this investment in yourself can be 10,

20 or even 50 times more than what you put in.

It is the highest return you can get

from any financial investment.

One of the best salespeople ever came

to me at my seminar

and said that he had invested $75

to buy a tape recorder of a sales training program

called Psychology in Business.

The Psychology of selling a year ago.

He was already well-paid

and successful as a salesman,

but was always open-minded

and willing to learn new ideas.

Well, thanks to the sales training program

and the ideas that came up in the program,

ideas that he wasn’t aware of before,

he increased his personal income to $75,000

in just a few days in 12 months.

The profit this salesman made on this investment was more

than 1,000 times what he invested.

And I’ve heard similar stories

from thousands of the highest-paid sales professionals in all fields,

who invested their money in books,

tapes,

and seminars throughout their work.

When investing 3% of total income

into yourself on a regular basis

you’ll be amazed at the rate

at which your sales and earnings grow.

Of course, the reverse is also true.

If you don’t continuously invest in yourself

to be able to do better and better,

nothing will happen.

Your income will either stay the same

or slowly decrease.

You will struggle and worry about money

throughout your career.

You will always covet,

even envy,

the best salespeople who make a lot of money,

drive brand new cars and have lavish vacations.

What kind of person do you want to be?

The good news is that you have what it takes

to become one of the best salespeople in your field.

Everyone who is at the top has already started

at the starting line.

But when you start thinking

and acting like leaders,

you will soon reap the results they have achieved.

And sometimes, you’ll get these spectacular results

so quickly that you can’t even imagine.

When I first started out in my sales career,

I took the Extended Sales Psychology program over and over again

to master key methods,

techniques,

and strategies.

The hardest and most important thing

that I learned during my first year of diligently applying

these skills was how to get over rejection,

time and time again.

Rejection is like the focusing mechanism in a camera;

The more rejections you get,

the better you will know yourself.

One mental method that has helped me is

to imagine a master sculptor chiseling small pieces

out of a human-sized block of marble.

Each objection

I received was the equivalent of a piece of rock hewn out of the rock,

bringing it closer to the form of a human,

until the great sculptor successfully sculpted a sculpture perfect image.

That perfect statue is who you really are

and your ability to persevere in your work

in the face of rejection.

In the end, facing and overcoming the fear of rejection will act

as both a fuel source and a guide,

helping you to move forward unstoppable.

Above the ancient Greek temple of Delphi is a reminder:

“Know yourselves, children.”

Constant rejection can be the best way

to help you really get to know yourself.

“Born broke is not the issue,

staying broke is.” – Grant Cardone

****************

ACTION EXERCISES

Here are some questions based on

what we’ve covered in this chapter:

State exactly why you want

to be one of the best sellers in your field.

How will this change your life?

If you were absolutely certain that

you would achieve great success

in your business career,

how would you change your sales practices?

What are your main sales and income goals at the moment?

How much money do you want to make

and how many products

will you need to sell to be able to make that money next year?

What features and benefits

do you personally like most about the product you’re selling?

What benefits do your products/services bring to customers?

How can you behave more like a consultant

and less like a salesperson

the next time you meet a client or prospect?

Every day, what would you do differently

if you owned 100% of the equity

of the company you work for

and were 100% responsible

for the sales results of your business?

And finally,

if there was one thing you wanted to do right after

what you learned in this chapter,

what would you do?

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Angel Cherry

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