Chapter 12: YOUR ATTITUDE TO SALES
Sales is the highest paying profession if you work hard
and the lowest paying profession if you just want an easy job.
For those who “actively join this profession”
and want the job to “become a part of their life”,
professional sales is really a demanding
and demanding profession but also full of excitement
and interesting and worth the effort.
I’m going to take an overarching look at this business with you,
which has been my life since I was an eight-year-old child selling vegetables
and delivering milk to every home in the area.
Most of the sales staff are very enthusiastic when introducing the product they are offering.
They believe that the company they represent is the most prestigious
and they are pleased to be “joined” in the team of people
who will represent the company to customers.
However, very few of them dare admit that they sell for a living.
I’m going to go into this very deeply
because your attitude about everything that concerns you with the customer,
the product, the company,
and even the sales profession determines whether the deal will succeed or fail.
This is especially true in closing deals.
Whatever you focus on is what you get. — Tony Robbins
It seems that everyone considers Christopher Columbus to be a great explorer
who was credited with discovering the Americas in 1492
(however, he himself always thought it was the Indian Subcontinent),
But few people realize that Columbus was also a salesman!
That’s true because Columbus was an Italian living on Spanish soil, which meant he was out of his “field”.
He only has one customer left to meet, and if the “deal” fails, he will be “ejected” to Italy by “sea” literally,
ie swimming across the sea from Spain to Italy.
Really, it was a very stressful deal!
Then he went to Queen Isabella and presented his proposal.
After listening to the content of
On that fascinating trip, Isabella said: “Chris, that sounds like a good idea,
but you can’t spend twelve thousand dollars on five small boats like that.
That’s a myth!” Columbus was aware of the implications of Isabella’s price complaint,
so he knew that money wasn’t the real problem.
Columbus understood that the benefits of being the one
who found a shortcut to India had not yet convinced Isabella.
He knew the Queen was thinking that the cost seemed too great for the benefits,
and the general rule was that no one,
whether Isabella or any other customer,
would agree to pay that much for a something more than they thought it was worth.
So Chris, in the role of a “salesman,”
began to paint the best scenarios for her country
and the fame she would receive
if she took on the responsibility of finding the shortcut to the future.
India. Columbus offered the possibility of seizing the lands they would discover for colonization.
He also emphasizes saving time
or discovering unknown foods and spices, gems and furs.
Chris also did not forget to mention the opportunity
to help Isabella spread the idea of Christianity
to the “wild inhabitants” across the ocean.
I believe that Columbus painted a beautiful picture
that Spain will make great strides against France
or England in the battle for world domination.
To such a grounded and emotional speech, Isabella said:
“Okay, Chris, I agree.
But the only problem is I don’t have any money.”
Columbus replied, “You have a necklace around your neck,
take it to the pawnshop and the money will be settled!”
In addition to those initial difficulties,
Chris also had to think of many more ways to have enough money to make that journey.
Even while they were at sea,
Columbus had to repeatedly continue his “sales business”.
History records that every day the sailors threatened to throw him into the sea and demanded his return.
And since Columbus was trying to convince people for his own life,
his speech must have been very persuasive.
Every day, Chris has to show his persuasion to keep the journey going.
Finally one morning, his “deal” was successful: “Hooray, land!”.
If you do what you’ve always done,
you’ll get what you’ve always gotten. — Tony Robbins
AFTER SALES KEY OF SELLING CAREER
After the sale was successful, Christopher Columbus made the biggest mistake of his sales career.
After the deal was successful, he did not serve customers well.
He seems to think that the journey came from his own ideas,
and that he is the one who opened the door of this wonderful opportunity,
so he deserves to be grateful in this great leap.
That leads to the fact that we have a “the United States of America”
instead of a “the United States of Columbus”.
just because Columbus lost his customers.
The failure of Columbus reminds you
that in business there is always an element of competition,
most of which is legitimate and legitimate.
Competitors persistently pursue and want to please their customers
you to the best of their ability.
(Of course you don’t want to lose these customers either, do you?)
When you make a deal, you look as majestic as a driver.
But if you take your eyes off the road ahead (customer)
and no longer step on the gas (service),
your competitors will immediately convince customers that they drive better,
that they have more to offer.
Better service with higher quality.
Stay committed to your decisions,
but stay flexible in your approach. — Tony Robbins
STRATEGY “FALL, FRIEND”
Personally, I believe this is probably one of the key factors
that cause the breakdown of so many marriages.
A guy and a girl go on a date (making a deal),
during which time the two only exchange compliments or sweet promises.
Each person forgets the inherent differences in order to keep the relationship going well.
He always uses masculine cologne,
and she is always seductive with sweet scents.
Both of them showed their affection, were empathetic,
and extremely caring
until the day they walked hand in hand into the church.
Don’t limit your challenges; challenge your limits.
Each day we must strive for constant
and never ending improvement. — Tony Robbins
AND EVERYTHING STARTS TO CHANGE
Then they stopped flirting with each other.
Of course, they didn’t do it right after the honeymoon or a month later,
but somehow they stopped giving each other the subtle gestures of care and understanding.
They begin to give up the habits of a good husband or wife.
They begin to let other things and activities interfere with their lives.
Please don’t get me wrong
I don’t mean that marriage can maintain the happy,
happy feeling of the honeymoon
but I believe that those words of love,
“flirting” are always necessary for a happy relationship in marriage,
not only to make it last,
but to make it more enjoyable and meaningful for both of you.
We often hear phrases like “another man” or “another woman”.
In fact, there is no place for any other man or woman if both husband
and wife always put their partner in the most important position
and always give each other words speak and gesture lovingly.
In short, the divorce rate would certainly decrease significantly
if both men and women “given” exactly
what they had “sold” when they were still dating.
For that reason, I believe most of us lose customers to competitors not
because of cheaper prices, nor because of better products,
although this could clearly be the case.
Which in many cases is because our competitors have approached
and “flipped” with our customers like we used to “flirt” with them
before “wedding” (that is, before the deal happened).
with full care, concern, along with better service
and sincere attitude to listen to the needs of customers.
To see the parallels between deals and examples of affection,
someone politely asked,
“When should a man tell his wife he loves her?”
And an answer witty words were given:
“Before another guy does it!”.
So when should a salesperson tell his customer that he loves them?
The answer is similar to
“Before another sales person does it!”.
And after that,
you should show your sincere affection through your thoughtful after-sales service.
Do not wait.
The time will never be just right.
Start where you stand,
and work whatever tools you may have at your command
and better tools will be found as you go along. — Napoleon Hill
GEORGE WASHINGTON IS A SELLER!
You probably don’t think that America is free thanks to a salesman!
In the process of gaining independence for the nation,
it was George Washington who made an extremely large business.
At that time, America was almost divided into three wings.
A third of the new settlers wanted independence,
a third wanted to join England, the other third said:
“Mr George, whichever side wins, we’ll follow.
For the time being, we are still in a neutral position.”
George Washington had to recruit nearly everyone into the army of independence,
from manual laborers to intellectuals.
He honestly shared with everyone:
“If we win this battle,
maybe I can’t afford to pay you,
but if we lose,
you will be hanged in the high places. as traitors”.
Please remember that only a third of Americans really want independence
and everyone knows at that time,
Britain had the most powerful army and navy in the world.
Yes, that’s right, Washington’s move to recruit troops is bold and risky.
I want to reiterate this so that those
who are recruiting for their sales team know that compared to George,
your job is actually much simpler.
You should say
Tell new salespeople that they must focus on customers
who have never used a similar product.
You even have to emphasize that,
if they (the newcomers) successfully make a deal,
beyond the monthly salary,
the company may not have enough money to pay them more
but if it fails, They may be fired soon.
If you can’t do great things,
do small things in a great way. — Napoleon Hill
THE ROLE OF THE SELLER
America became a continent-sized country practically because of the sales people.
As soon as the United States gained independence,
Alexander Hamilton persuaded President Washington to propose Congress to spend more money
to facilitate learning the British method of establishing colonies
and a distribution system of “agents”
and services travel around the world.
At that time, although the first people arrived in the United States in 1608,
for the next 168 years,
all the Americans could do was expand their territory to the Appalachian Mountains.
Government grants help Americans have new sources of knowledge.
Along with independence and the benefits that knowledge brought,
the Americans moved to establish trading posts.
This helps the people who migrated to the west to buy guns,
blankets and other necessities.
It is also thanks to these trading posts that only 30 years after gaining independence,
the United States has expanded its territory to the end of the West Coast.
America became such a wonderful land not because of its vast size,
abundant resources, or top technology,
but because of the sales people.
In terms of area, the United States certainly cannot be the largest,
because Canada, Russia, and China are all larger than the United States.
Besides, despite many incentives, in terms of natural resources,
the United States cannot compare with Russia, China or Canada.
Although no one doubts that the United States is the world leader in science and technology,
it is clear that Japan, Germany, Switzerland
or Israel are still leaders in certain areas of technological development.
The achievements that we have achieved are thanks to the sellers,
thanks to the policy of freedom in exchange,
purchase and sale of goods and freedom of belief.
Whatever the mind can conceive
it can achieve. — Napoleon Hill
SELLING PROFIT GUARANTEE YOU A FINANCIALLY SAFE LIFE
I think one of the reasons I really love sales is because it offers financial security.
If my own son asked me which profession I consider the safest,
I would not hesitate to say that it is sales.
Perhaps it was always an illusion that salespeople were the only ones
who worked and salaried entirely on commission.
But if so, does it really give you security?
The answer is yes, the sales profession is really safe for you and you need to know that in all professions,
you can only receive a salary when you have completed the task.
A salesperson or any other person,
whether salaried or paid on commission, works on a mission basis.
In fact, in any profession,
if the work efficiency is not guaranteed,
the safety is no longer there.
Therefore, you still have to work according to your assigned duties,
even if you are the president of the United States.
If they do not do well, even the president will “lose his job”.
Perhaps you still remember the period from 1981 to 1982,
when America was in a recession.
At that time, tens of thousands of people lost their jobs,
even though they had great qualities:
honesty, sincerity, dedication, thoughtfulness, hard work and efficiency.
They may be teachers, waiters, pilots, high-ranking government officials, lawyers, workers…
but I dare you to name an honest, sincere, dedicated sales person,
attentive, hard-working and productive lost their jobs during that period.
If such a salesperson loses his job,
it is due to reasons beyond his control such as the company’s bankruptcy.
He could just walk down the street, even next door,
and immediately get a new job.
It is very interesting that the longer you work in sales,
the more effective your work will be.
Before each situation occurs,
you a professional sales person always have to think to find the optimal solution to the problem.
This helps you become more responsive.
Time will bring you loyal customers and it is they who bring you income.
That’s why honesty is always the most important factor in creating a stable
and rewarding job with loyal customers.
Choose a product or service that you believe can solve people’s problems.
I believe you can become a professional salesman.
It is when you look at the product, service you provide
or the company you represent that many opportunities for success are knocking at your door.
General Douglas MacArthur defined safety as the ability to work efficiently.
My salesman, as long as you are productive you will be safe both financially and professionally.
A quitter never wins and a winner never quits. — Napoleon Hill
ATTITUDE MAKES A DIFFERENCE
In a non-sales organization, when the business situation is bad,
leaders with a narrow vision often come up with solutions such as saving electricity
(turning off lights when not in use). )
or cut some positions
(such as security or service staff)
in order to reduce costs.
“We will try to work it out, and we hope for the best,”
they said firmly.
In contrast, the reaction of those in the sales industry was completely different.
When the media reports an economic recession,
the board immediately meets everyone and sends the message:
“We know you’ve all heard about this problem in economic recession,
but we think recession is like many other phenomena.
We can accept or not accept this.
However, the company’s current policy is to completely reject this recession.
We will organize a competition among sales staff,
along with many incentives and incentives for both sellers and customers.
We will make advertising and promotion campaigns straight to the consumer’s mind!
The company will organize sales training courses for you to have the opportunity to work more effectively.
Surely our revenue will skyrocket.”
In your opinion, is this solution feasible or not?
History has shown that the years after the economic crisis of 1974-1975
and 1980-1982 were the periods when sales people made the most money.
It is in your moments of decision that your destiny is shaped. — Tony Robbins
A LOT OF PEOPLE BENEFITS FROM YOUR SUCCESSFUL TRADE
After closing the deal successfully,
you get your share of the profits and go to the grocery store to buy a box of beans.
The shop owner honestly shared:
“I am very happy that you bought my products
because I had the opportunity to go and pick up more items.”
Then he went to the wholesaler to buy more beans.
The wholesaler said to him,
“Thank you for coming to my place to pick up the goods,
because that’s the way I can go and get more beans.”
And he went to the canning factory to buy more canned beans.
The canning factory needed more beans to produce,
so they went to the farmer to buy more beans.
The farmer sold all the beans to the factory
and continued to plant another crop of beans.
Unfortunately the tractor of farmers is damaged
because too many crops have passed.
The farmer went to the tractor seller and bought one.
And since the tractor seller only had one left,
he had to go to the tractor factory and buy a few more.
When the tractor seller signed a contract to buy the machine,
the factory manager happily said:
“We will produce more
because you have already bought the rest of the machines in stock.”
To be able to resume production,
departments have to import more materials and other accessories.
And so hundreds of other deals were made.
All those events, those deals, and all those jobs were made possible
because one day, you yourself successfully executed your deal,
my colleague friend!
Change happens when the pain of staying the same is greater
than the pain of change. — Tony Robbins
MOST OF SELLERS ARE GOOD PEOPLE
One question that might naturally spring to mind as you read this far is:
“If all of the above is true,
then why are so many people not sympathetic to salespeople?”
In my opinion, it is because the unprofessional salespeople in the early days
made a lot of bad impressions about the profession.
At that time, a lot of people thought that a “good” salesperson was someone
who could get people to buy something they didn’t want,
or even worse, make them buy something they never wanted and needed.
Until now, many people still do not understand that a professional salesperson is a true mentor
who can identify the needs of the customer,
and then satisfy those needs with different goods,
products and services. products or services they provide.
As salespeople, we need to honor two things.
First of all, we need to celebrate the right to free enterprise.
Second, we commend the business owners and workers who,
for the benefit of all,
effectively use the eight-hour workday to produce the best quality products
at a reasonable price at the best price so the seller can sell them
with more confidence and solve more customer problems.
Society always wants even requires
the best products and services at the most appropriate prices,
only then will my family or yours get the most benefits.
I am proud to be a salesman!
A person who makes a mousetrap with more features will still “starve” if he sits there
and waits for someone down the alley to knock on his door to buy his superior product.
As a seller, remember that every product or service must be introduced as widely as possible
Eli Whitney was once laughed at when he introduced the loom that he invented.
Edison was forced to install a free light bulb in an office building so that anyone could see it.
The first sewing machine was also smashed to pieces by a mob in Boston.
Everyone laughed at the idea of building railroads
because they thought traveling at 30 mph would stop the bleeding!
McCormick had to try for ten
It took four years to convince people to use the harvester he built.
Westinghouse was once considered a paranoid
when he claimed that he could stop an entire train with the force of the wind.
Just like Morse had to beg ten congressmen just to let them look at his telegraph.
People need to hear salespeople convince them that this
or that product is useful. Just like inventors,
salespeople introduce their products to the public,
convince them of the benefits that the product will bring,
teach them how to use and teach them how to profit from this product.
As a salesman, I am proud to be a contributor to the advancement of the times.
I contribute my little effort to educate people,
create jobs, reduce hard work for workers,
bring more profits to manufacturers businesses
and bring more profit to the people in a fuller and richer life for many.
My achievements have partly helped reduce product costs,
improve the quality of goods and services,
and help people enjoy the comfortable and luxurious feeling of essential amenities in life,
from kits from kitchens to cars, refrigerators,
televisions or magnificent mansions and buildings.
My ability to help heal diseases,
provide health security for the elderly
and help thousands of young people have the opportunity to attend college.
I motivate inventors to make more inventions,
build big factories and ocean ships.
I am proud to be a salesman.
I am so grateful to be able to do this work.
Thanks to that, I have the opportunity to serve my family,
my friends and my country.
An anonymous salesman
Our only limitations are those we set up in our own minds. — Napoleon Hill
Below is Allan Cox’s report on the business situation of American
companies/corporations in an interview with US News & World Report:
Salespeople’s loss of status represents a growing gap between businesses and customers.
In the early history of the American economy,
the two leaders of the manufacturing and sales industries were twin heroes.
After that, the salesman lost his position although he continued
to play the role of connecting the customer with the manufacturer.
I see this trend changing and look forward to the resurgence of sales and marketing people.
We’ve come to realize that we have to go back to customers we were previously indifferent to.
Then you’ll see, a different kind of CEO will be the heads of businesses,
those who are good listeners,
not the profit-driven individuals
who once occupied the top position in the period. 1965-1980.
The current sales trend is more about marketing combined with customer opinions
and more linked to issues related to social responsibility.
The way of success is the way of continuous pursuit of knowledge. — Napoleon Hill
Chapter 13: BUILDING PHYSICAL STRENGTH
As I mentioned in the previous chapter,
the most important factor in the sales process is the salesperson himself.
So, I will talk more about the role of the salesperson
and why and how you need to build physical strength,
one of the key factors for success in your sales career.
If you want to take the island,
then burn your boats.
With absolute commitment come the insights that create real victory. — Tony Robbins
TRAINING PHYSICAL STRENGTH
If you want to focus on any job, including sales,
you need to be physically fit first.
A psychologist told me that talking continuously
for an hour burns more energy than a worker who works eight hours a day.
Before each presentation,
I always prepare very well because the audience (customers) always expect to see me energetic
and enthusiastic until the last minute of the talk.
They spend their time and money coming to hear me speak,
so I feel obliged to be physically ready
so that I can express myself mentally and emotionally.
That’s when I “sell” them the ideas, skills,
or processes needed to be more effective in sales and in life in general.
Dear reader, not only me but also you have the same obligation towards your customers.
(We have agreed that the customer is king,
the person who benefits the most,
so we must always put ourselves in the best position to be able to benefit them.)
You need to show your enthusiasm, not just to the customer
the first line but also the last customers of the day,
whether it’s when you actively reach out to customers
or when they find you on their own.
Every customer deserves your best “service”.
You should remember that the last customer of the day
to call you has the same needs as the first customer.
Of course, age and health limitations are important factors,
but you should try to get used to the ability to work at high intensity.
Only then can you give them passionate presentations and through that,
they will have enough information to make their own decisions.
In addition to regular exercise,
we also need to follow a balanced diet with nutrition and reasonable sleep time.
When you are in a healthy state,
you will have enough energy and motivation to make more calls
to customers until the end of the working day.
This is what makes a huge difference in your career.
You need to keep in mind that tobacco
and alcohol are not only harmful to your health
but also cost you a considerable amount of money.
Most customers today don’t want to come into contact
with a salesperson holding a cigarette or a glass of wine.
Simply because secondhand smoke can seriously affect their health
(especially people with chronic asthma,
people who are sensitive to with the changing environment)
and the glass of wine in your hand does not give them a sense of peace of mind,
confidence in you and the product you are offering.
Say, you are facing an important surgery
and you want your doctor to do his best,
would you insist that your doctor drink some alcohol to stay awake during your surgery?
So, I advise you not to drink while trying to convince someone to make a deal with you.
A successful sales professional always remembers
that nothing helps you start your day more excitedly
than the feeling of success when selling to the last customer the day before.
Usually, the last sale of the day makes you feel “double” proud,
because it shows that your “little extra effort” has paid off.
And emotionally, it energizes you so you’re ready to take on your next task.
So you’ll start your day off like a “tiger”,
full of energy – not a sluggish, reluctant start.
According to American psychologist Dr. William James,
that success not only helps us regain the excitement at the second start,
but also the third, fourth, fifth, sixth and second time
or even the seventh time.
Sometimes you think you tried your best,
but when you make the last call with all the excitement,
you will feel your energy “revived”.
So the last call achieved the expected result.
80% of success is showing up. — Grant Cardone
ARE YOU CONTROL OR WASTE OF TIME?
A study by the international organization S.M.E found that one of the reasons
why salespeople can’t successfully close a deal is because they use the wrong time.
Based on his experience as an assistant to corporate vice president E. F.
Hutton, Mark Gardner suggests that each day,
a stockbroker spends less than two hours selling new or established securities every day
establish relationships with customers.
First of all, they were “lighthearted” or unprofessional in time management.
Besides, due to lack of energy,
salespeople start work late and finish earlier than prescribed.
As a result, they are not at their best during the day or work week.
We also need to consider cases of “involuntary” work due to lack of confidence,
inaccurate perception of self-efficacy
Most of the problems related to time management often arise
from bad habits or a lack of direction.
And the remaining reasons are due to lack of understanding
and lack of professionalism in solving problems
and we can solve them through positive solutions.
It is not wrong to say that people
who know how to close deals professionally are often “stingy” about time and this seems to be no exception.
He knows that he can only “make money” during his interactions with potential customers,
so he always tries to work out the details necessary for his job during the times
when he is not “on the stand” before” the customer.
Acquiring the necessary knowledge
and maintaining a good appearance will enhance the effectiveness of the meeting with the client.
And that extra effect will certainly impact your basic income level.
Success will also come after the “push”.
A week of creating a “push” is a week of working hard,
starting in the early morning and ending in the late evening,
continuously for a week.
That “push” week will be more effective if you plan ahead to make sure nothing goes wrong.
Interrupting your plans to reach your potential customers.
I’ll never forget the first “push” week after I actually started selling kitchen sets.
Incidentally, six months earlier the company also launched a product promotion program
and my sales skyrocketed,
creating “momentum” for many subsequent activities.
To have a successful sales week, three weeks before that,
we booked a dinner to organize product launch activities.
Female attendees will receive a gift if accompanied by their husband
and cakes are served from 6 am.
I introduced the product to thirty-nine couples
and sold thirty-one sets of pots and pans!
Of course, that week had a huge impact on my sales career,
giving me more confidence in setting goals for the following weeks.
The “hard” weeks require physical preparation and again your physical condition plays a huge role.
You should also consider family during the “push” week
and the weeks after.
Discuss with family members that you are temporarily unable to take on personal responsibilities,
so you can focus on work.
In the following week, you can plan to do many things for the family,
such as a short vacation.
Be great because nothing else pays. — Grant Cardone
DIRECTIONS FOR YOURSELF
To put it simply, you must first identify the problem you are facing.
Next, you must understand that nothing is impossible if you have faith.
Dear readers, whoever you are, what you are doing and where you are,
I can assure you:
What has not happened in the past will surely happen in the future.
At some point you will face difficulties beyond human endurance.
That is why the power of reason becomes necessary,
not only for a career in sales, but also for everyday life.
Perhaps you will ask:
“What about the role of mental and spiritual strength in the success of a business?”
If you are facing major obstacles in your personal life, family, or financial condition…then you need to find solutions to your problems first.
I would like to reiterate that the most important factor is
The most important part of the sales process is the salesperson himself.
And an excellent salesperson is one
who balances the body, mind, and spirit.
Connecticut Mutual Life Insurance Company conducted a comprehensive study on thousands of people
and in 1,500,000 pieces of information,
discovered quite interesting things and surprisingly the results showed
that three groups
The people with the strongest spiritual awareness in America are:
(1) the clergy,
(2) the business people,
(3) the general public.
Most of these people reported that their trust,
commitment and loyalty to their leaders helped them work more effectively.
Students who achieve high academic results are proud to say
that their faith in God helps them to study tirelessly.
A study conducted by The Heritage Foundation also found
that regular participation in religious services reduces suicides,
alcohol and substance abuse, illegitimate birth and divorce.
Belief helps them become happier, happier and healthier and no longer depressed or autistic.
Marriages also become longer and happier.
The answer to all of this is simple:
Every human being is physically, mentally, and spiritually unique.
If you take any aspect lightly, you are not a complete person.
If you feel you are miserable or weak in one aspect of your life,
it is unlikely that you will achieve success in other areas.
All successful people men and women are big dreamers.
They imagine what their future could be,
ideal in every respect,
and then they work every day toward their distant vision,
that goal or purpose.” — Brian Tracy