5 Rules to Make You More Successful Than 90% of Salespeople Today
Rule #1 DO NOT… get emotional in the negotiations.
The greatest salespeople I know are able to stay very calm and relaxed—they don’t get all freaked out when others get upset or take things personally. They say things like, “I understand,” and, “I hear you”—they are so logical and unemotional even though they may be emotional inside.
When everyone is freaking out somebody has got to stay sane. When you are in negotiations—a big monster deal—and the place starts burning down people look for a leader. The greats never get emotional during the negotiations. The only way I know how to do this is through role playing and practice sales scenarios every day. The amateur practices on the customer, the pro practices before seeing the customer.
Rule #2 DO… go way beyond just selling.
Don’t stop at just selling, but take responsibility for everything from creating a customer to making a sale. Average and good people stop after a sale. The greats go way beyond selling a product or service. And I’m not just talking about follow-up, but getting the financing, getting the property appraised, the paperwork completed and more. It’s false to say that financing, appraisal, and administrative duties are not part of the sales person’s role in any way.
When my wife was pregnant the doctor asked me what hospital we were going to go to and I told him I’m the delivery man—we were going to do it at home because I started it, so I’ll finish it. I’m a finisher. I take responsibility for how something turns out, good or bad. I roll my sleeves up and do whatever it takes to get the job done. You have to see things all the way through.
Rule #3 KNOW… the difference between an objection and a complaint.
So many times I’ve been working with a company where I went in after a sales team had been working a transaction, and the sales team told me it was the price or the product, or it’s this or that—and I would just walk in and take the contract and ask the client to sign. He’d tell me, “What do you mean, I just told the sales guy the price was too high?” I’d reply, “Sir, I understand, I agree with you on all that, but I need you to sign here.” And then he signs. Close. Stop getting caught up in complaints that don’t need validation more than a simple agreement.
You see many salespeople turn complaints into objections. If someone complains to you about the weather—it’s too cold or hot—are you somehow in charge to lower or raise the temperature? No. How do you know that when a client tells you the price is too high it isn’t just like the weather? You can’t solve problems that aren’t actually problems. You need to know the difference between an objection and a complaint.
Rule #4 BE WILLING… to persist and insist in the close.
I know a guy named Carlos Panthera—one of the greatest sales, prospectors, negotiaters, and closers I’ve ever met. Carlos has duplicated the information from Sell or Be Sold, The Closer’s Survival Guide, and Cardone University better than any other person I know. He’s connected a purpose to a product so he’s willing and able to persist and insist in the close.
Carlos called me from New York City one time when he had a client he had spoken to 11 times already. The greats can keep going when they’ve been told no countless times. Connect a purpose to your product.
Rule #5 REMEMBER… that the most important sale you will ever make is to yourself.
You have to keep making this sale over and over again. You must believe in your own product or service and be completely sold on it. I have morning meetings at my company and I like to ask for success stories that people are having with my product EVERY day. Why? Because I have to stay sold along with my staff. The most important sale is not 1,000 units of anything but one sale—to yourself.
Take these 5 rules to heart and you’ll be on your way to being a better salesperson than 90% of everyone out there.
Are you tired of missing sales? Are you ready to increase your revenue? Spend 3 days with me in Miami at the Sales Boot Camp later this month.