If You Want More Success When Selling…

  • Remember that if your lips are moving you’re not selling. If their lips are moving then you are both hearing how to close the deal.
  • Pick the best (customers), so you can leave the rest.
  • Keep learning and adding to your skills. We learn absolutely nothing by repeating things we already know. Growth only happens when we get outside our comfort zone and try new things.
  • Get customers to talk themselves into buying as they always believe themselves. They only sometimes believe you.
  • Engage in sales flow, flowing two-way conversations, instead of sales force, trying to forcefully influence, convince, and induce people to buy.
  • Innovate, evolve, or expire. Innovate your value to customers. Evolve core business practices. Without this, your market share will expire.
  • Let the better closer close the deal. That’s always the customer and never the salesperson.
  • Never count your deals before they hatch. Instead, focus on keeping your sales funnel flowing and full at all times.
  • Know that “no” is not a permanent condition. Every “no” means you’re that much closer to the next “yes!” N-O is an acronym for “next opportunity.”

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