Words of Wisdom from the Weekend Millionaire
Posted on May 10, 2005
This
article appeared in Jeffery Gitomer’s outstanding ezine
Sales Caffeine on May 3, 2005. If you would like to subscribe to this
outstanding sales tool, you can do so at subscribe here.
Words of Wisdom from the Weekend
Millionaire
by Mike Summey
When I sat down to write this article, the first things that entered my mind was, “What can I offer to the readers of a sales newsletter produced by the greatest sales trainer on earth?” In my best selling book The Weekend Millionaire’s Secrets to Investing in Real Estate, (McGraw-Hill 2003) I gave readers a roadmap to building wealth with small real estate investments. In my recently released new book Weekend Millionaire Mindset: How Ordinary People Can Achieve Extraordinary Success, (McGraw-Hill 2005) I discuss how ordinary people can develop the mindset required to achieve financial independence. Then it dawned on me; all of the accomplishments I have enjoyed throughout my life have been the direct result of having made a sale.
I had never thought of it that way, but as I reviewed the successes I had written about in these books, I realized that each one had happened because I was able to get people to see how they could benefit from doing what I wanted. Isn’t that what selling is all about? It’s not about manipulation! It’s not about persuading people to do things they don’t really want to do. Professional salespeople will actually refuse to make sales that are not right for their clients. They understand that an unhappy customer can cost them far more than any commission they might make on the sale. So, with this thought in mind, I decided to analyze my successes to see if there were any commonalities that had made them all possible. What I found was startling!
In spite of all the sophisticated training programs being offered today, I found that it all boiled down to one simple thing; people do things for their reasons, not yours. When I was able to help people see how they would benefit from doing what I wanted them to do, the sale was made. You’re probably thinking, yeah we all know that, but it’s getting them to see the benefit that’s the hard part.
Really! I don’t think it’s nearly as hard as making presentation after presentation without making a sale, which is what many frustrated sales people do.
When I studied my successes, I discovered that there was a very interesting series of actions that always seemed to take place is a certain order. Let me share what I found:
1. Most of my successes began with a perceived need I thought existed. One that if I could fill it would lead a person to take the action I wanted.
2. I would then research this perceived need until I was convinced that it was real and not just something I dreamed up.
3. Once I convinced myself the need was real, I would begin to look for people that, based on my research, should have the need. (I guess that’s called prospecting.)
4. Through a variety of ways, I would arrange to get myself introduced to these people.
5. Once introduced, I would make an appointment with them; an appointment where I could have their undivided attention.
In these appointments, I would try to find out three things: (a) Did they feel like they had the same need I thought they did? (b) Were they interested in filling the need? (c) Would they be willing to do what I needed if I could fill their need?
Once I received positive responses to these questions, the presentation was simple. All I had to do was show them how I could fill the need that they said they had; a need that they wanted filled and were willing to do what I needed in order to fill it.
8. Then it was simply a matter of getting their commitment; in other words closing the sale.
Sounds simple doesn’t it? A step by step series of events that leads to a successful sale! Well, if it’s that simple, why do so many people have trouble selling? The answer to that question is simple too; because they’re lazy. They aren’t willing to do their homework, to do the research and preparation needed to be able to conduct a successful interview. Believe it or not, legitimate prospects will tell you exactly what you need to do to sell them if you will just give them the opportunity.
Instead of wishing for miracles, why not just remember that everything in life worth having involves a sale of one type or another. With this thought in mind selling loses its negative connotation and becomes a gratifying process that helps you achieve everything in life you truly want.
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