What Makes Great Salespeople Great

Summary

The video script emphasizes the qualities that make great salespeople, such as self-motivation, definiteness of purpose, and a burning desire to succeed. It references Napoleon Hill's 'Think and Grow Rich,' highlighting the importance of self-management and a systematic sales approach. The presenter, with extensive experience in sales, shares insights on the evolution of sales techniques, the significance of product knowledge, and the necessity of adapting to modern sales strategies. The script also touches on the importance of having a structured sales process and the five common traits needed for successful sales interactions.

Takeaways

• 😀 Self-motivation is essential for great salespeople, and they understand that motivation comes from within.
• 📚 The book 'Think and Grow Rich' by Napoleon Hill is highlighted as influential, emphasizing the importance of definiteness of purpose and a burning desire for success.
• 🚀 Great salespeople have a clear purpose and a strong, persistent drive to achieve their goals, which is more than just a flickering desire.
• ⏰ Self-management is crucial, including the ability to bring closure, be accountable, deliver results, and manage time effectively.
• 🛠️ Job skills, sales skills, and personal skills are the three drivers of sales success, with personal skills acting as a multiplier for performance.
• 🔢 The 'Sales Success Formula' is presented as Job Skills + Sales Skills x Personal Skills = Sales Success Quotient, underscoring the importance of a balanced approach.
• 📈 The '93% Solution' suggests that following a sequential selling process significantly increases the chances of closing a sale.
• 🗣️ Effective communication is key; great salespeople know how to convey product knowledge in a way that is meaningful and relevant to the prospect.
• 🌟 Sales have evolved, and great salespeople adapt to changes, focusing on positioning and tactical marketing to stand out in the marketplace.
• 🔑 The five common traits of buyers include need, authority, ability to pay, sense of urgency, and willingness to listen, which are crucial for sales success.

Q & A

What is the significance of self-motivation in becoming a great salesperson?

Self-motivation is a necessity for a great salesperson as it drives them to excel without external influence. The speaker emphasizes that true motivation comes from within, and relying on external motivational speakers can sometimes only energize incompetence.

What book is mentioned in the script that has influenced the concept of success?

The book mentioned is 'Think and Grow Rich' by Napoleon Hill, which has been influential in shaping the concept of success through self-motivation and definiteness of purpose.

What are the two common traits that Napoleon Hill found in all the successful people he studied?

The two common traits found in successful people according to Napoleon Hill's research were definiteness of purpose and a burning desire to achieve their goals.

Why did Andrew Carnegie ask Napoleon Hill to conduct a study on the science of success?

Andrew Carnegie asked Napoleon Hill to conduct a study on the science of success to understand the principles and traits that lead to entrepreneurial success.

What is the role of self-management in sales success according to the script?

Self-management is an obligation for salespeople as it involves the capacity to bring closure, completion, accountability, and delivering results, which are all crucial for sales success.

What is the sales success formula presented in the script?

The sales success formula presented is Job Skills + Sales Skills x Personal Skills = Sales Success Quotient. This formula emphasizes that personal skills act as a multiplier for performance.

What is the '93% solution' mentioned in the script?

The '93% solution' refers to the finding that when a salesperson follows a sequential selling process meticulously, they have a 93% chance of closing the sale, as opposed to less than 42% without a structured process.

How does the script suggest salespeople should prepare before meeting with a prospect?

The script suggests that salespeople should prepare by completing a thorough pre-call checklist, understanding the structure of the prospect's organization, identifying key decision-makers, and mentally preparing before the meeting.

What is the speaker's stance on cold calling as a sales strategy?

The speaker considers cold calling to be an ineffective sales strategy, suggesting that it's outdated and that salespeople should focus on positioning themselves effectively in the marketplace.

What are the five common traits a prospect must have for a sale to be successful according to the script?

The five common traits a prospect must have include a need for the product, authority and ability to pay, a sense of urgency, trust in the salesperson, and a willingness to listen to the sales pitch.

Why is it important for salespeople to understand the basics of selling as per the script?

Understanding the basics of selling is crucial because they never change and form the foundation of effective sales strategies. These include principles like solving problems, getting people to take action, and handling objections effectively.

Outlines

00:00

🚀 Self-Motivation in Sales

The paragraph discusses the importance of self-motivation for great salespeople. It emphasizes that motivation cannot be externally provided but must come from within. The speaker dismisses the idea of relying on motivational speakers and stresses the importance of personal drive. The reference to Napoleon Hill's book 'Think and Grow Rich' highlights historical insights into success. The speaker shares anecdotes about his father-in-law and Napoleon Hill's background, leading to the conclusion that successful salespeople have a definite purpose and a burning desire to succeed. They do not make excuses but instead focus on their own abilities and determination.

05:01

🛠️ Self-Management and Sales Success

This section delves into the concept of self-management as a key component of sales success. It differentiates between self-motivation and self-management, with the latter being about bringing closure to tasks, being accountable, and delivering results. The speaker, drawing from his extensive experience, outlines that sales success is driven by job skills, sales skills, and personal skills. These elements are combined in a formula where job skills and sales skills are multiplied by personal skills to calculate the sales success quotient. The speaker encourages the audience to rate their own skills and understand the importance of each component in achieving sales excellence.

10:02

📈 The Sales Success Formula

The paragraph explains the sales success formula in detail, emphasizing that personal skills act as a multiplier for performance. It uses the example of Bob Jones to illustrate how high personal skills can compensate for lower scores in job and sales skills, highlighting their critical role. The speaker introduces the '93% solution,' based on research from over 12,000 face-to-face sales interviews, which shows that following a sequential sales process significantly increases the chance of closing a sale. The speaker challenges the audience to adopt a systematic approach to sales and demonstrates this through a role-play with a participant named Laura, who outlines a comprehensive sales process from preparation to closing.

15:03

🗣️ The Art of Product Knowledge and Sales Communication

This section focuses on the importance of product knowledge and effective communication in sales. It challenges the traditional notion of product knowledge by stating that it's not about the amount known but the ability to convey relevant information to the prospect. The speaker argues against overwhelming the prospect with too much information, which can lead to confusion and inaction. Instead, they advocate for simplicity and relevance in communication, answering only the essential questions, and maintaining a value-driven dialogue. The paragraph also touches on the evolution of sales, suggesting that the fundamentals remain the same despite changes in the sales landscape.

20:05

🔑 Five Traits of Successful Sales

The final paragraph identifies five common traits necessary for successful sales: need awareness, authority and ability to pay, sense of urgency, trust, and willingness to listen. It discusses the futility of creating need awareness artificially and the importance of identifying prospects who already have a need. The speaker stresses that salespeople should not waste time with those who lack authority or ability to pay. They also highlight the importance of urgency, trust, and the prospect's openness to listening as critical factors in closing a sale. The paragraph concludes by reiterating that the basics of selling remain unchanged, focusing on problem-solving and decision-making assistance as the core of sales.

Keywords

💡Self-motivation

Self-motivation refers to the ability to drive oneself to achieve goals without external influence or pressure. In the context of the video, it is emphasized as a necessity for great salespeople. The speaker suggests that true motivation comes from within, and external motivational speakers might not necessarily enhance one's competence. This concept is foundational to the video's theme, as it sets the tone for the intrinsic qualities that make a salesperson successful.

💡Think and Grow Rich

Think and Grow Rich is a book written by Napoleon Hill, which is mentioned in the script as an influential piece of literature on success and personal achievement. The book is highlighted as a source of inspiration and a guide for those seeking to understand the principles of success. It is used in the video to underscore the importance of having a definite purpose and a burning desire, which are traits of successful individuals.

💡Definiteness of Purpose

Definiteness of purpose is the clear and specific goal one sets for themselves, which is crucial for success in any endeavor, including sales. The video emphasizes that successful salespeople have a clear understanding of what they aim to achieve and why, which fuels their drive and determination. This concept is illustrated through the speaker's own experience and the stories of successful individuals like Napoleon Hill.

💡Burning Desire

A burning desire is an intense passion and eagerness to achieve a particular goal or outcome. In the video, it is described as one of the common traits among successful people, particularly in sales. The speaker uses the example of salespeople who are not just content with their jobs but are driven by an inner passion to excel and succeed, which is a key differentiator between average and great salespeople.

💡Self-management

Self-management is the ability to regulate one's own behavior, time, and resources effectively. The video stresses that great salespeople understand self-management as an obligation, which includes being accountable, delivering results, and managing time efficiently. The speaker contrasts self-management with the negative traits of being disorganized and unstructured, which are detrimental to sales success.

💡Sales Skills

Sales skills encompass a range of abilities required to effectively sell products or services, such as prospecting, questioning, and closing deals. The video discusses the evolution of sales skills from traditional methods to more modern, customer-centric approaches. It is mentioned that sales skills are essential but must be accompanied by personal skills to achieve the highest level of success in sales.

💡Personal Skills

Personal skills are the attributes that define an individual's character and interpersonal effectiveness, such as empathy, goal setting, and handling rejection. The video highlights that personal skills are crucial multipliers of performance in sales, as they influence how well a salesperson can connect with customers and drive sales. The speaker emphasizes that personal skills are just as important, if not more so, than job-specific skills.

💡Sales Success Formula

The Sales Success Formula mentioned in the video is a mathematical representation that combines job skills, sales skills, and personal skills to determine a salesperson's success quotient. It illustrates the interplay between these elements and how personal skills act as a multiplier, emphasizing their significance in sales performance. The formula is used to convey the message that a well-rounded skill set is essential for sales success.

💡93% Solution

The 93% Solution refers to the high probability of closing a sale when a salesperson follows a structured and sequential selling process. The video discusses research findings that show a significant increase in the success rate of sales when a systematic approach is used. This concept is introduced to argue for the importance of having a defined sales process and to challenge the notion of 'winging it' in sales.

💡Product Knowledge

Product knowledge, as discussed in the video, is not just about understanding the features of a product but also about effectively communicating its benefits to the customer in a relevant and meaningful way. The speaker argues that an excessive focus on product details can confuse buyers, and instead, salespeople should concentrate on the value the product brings to the customer. This concept is used to highlight the importance of understanding and articulating the customer's needs.

💡Positioning

Positioning in the context of the video refers to the strategy sales professionals use to establish a distinct and appealing image of their products or services in the minds of potential customers. It is mentioned as a key aspect of modern sales, where being first and foremost in the prospect's mind is crucial. The video suggests that salespeople must understand how to position themselves and their offerings effectively in a competitive market.

Highlights

Self-motivation is essential for great salespeople.

Motivational speakers can energize, but competence must come from within.

The book 'Think and Grow Rich' by Napoleon Hill is recommended for its insights on success.

Napoleon Hill's research identified common traits among successful people.

Definiteness of purpose is a key trait of successful individuals.

A burning desire to succeed is crucial, not just a flickering desire.

Self-management is an obligation for sales success.

Sales success is driven by job skills, sales skills, and personal skills.

The sales success formula is job skills plus sales skills times personal skills.

Great salespeople follow a sequential process for sales.

Product knowledge is not just knowing about the product but effectively communicating its benefits.

The 93% solution highlights the importance of having a structured sales process.

Sales have changed, with positioning and tactical marketing becoming more important.

Cold calling is considered less effective; building relationships and trust is key.

Successful sales require the prospect to have a need, authority, ability to pay, urgency, and willingness to listen.

The basics of selling have not changed; it's about solving problems and helping make decisions.

People are more likely to buy when it's their idea and when they do more of the talking.

Never quote price to an unsold buyer; handle premature price questions effectively.

Transcripts

what makes great salespeople great

presented by one of the greatest people

of all me so at any rate as we take a

look at this there are some things about

the highway toward being a great

salesperson they understand that

self-motivation is a

necessity have you ever seen someone

that says you know I'm going to hear one

of those motivational speakers I have a

very simple philosophy about that

there's nothing worse than energizing

incompetence so if you came here today

looking for somebody to motivate you it

ain't going to

happen this interesting book that was

first written in

198 the book was Rewritten again in

1928 it was Rewritten again from 28

until

1938 and this is one of the original

books it's called Think and Grow Rich

has anyone ever heard of the book Think

and Grow Rich Napoleon Hill wrote this

book Napoleon Hill grew up in Wise

County Virginia is anybody familiar with

Wise County Virginia does anyone know

what's up there

nothing my wife lives in the next County

from there originally from tazwell

County in fact her daddy got picked up

the other day for speeding state trooper

pulled him over and said do you have any

ID said about

what last Christmas we had a fire in the

bathroom room fortunately it never

spread to the house and everything was

fine but Napoleon Hill grew up in Wise

County Virginia and and he had an

interesting career he he went to tazwell

business college and then he worked in

the mines and then he started to become

a writer and in 194 19005 he he met a

gentleman by the name of Andrew Carnegie

and Andrew Carnegie said I wanted you to

do something for me kid I want you to go

out and I want you to do the first study

of the science of success and he did

that and the first book that came out

was a 32 series set of books called The

Laws of

Success then he rewrote it in

1928 after the Depression started to

really really crater everything he had

it came out again in the late 30s

gentleman car on board the USS Arizona

he was one of the few who survived he

jumped off swam aore carried the

book this book is worth its weight in

gold it's called Think and Grow Rich

listen to these words

198 remember the philosophy presented in

this book makes every one of these aliis

obsolete

if I had enough poll if I had enough

money if I had a better education if I

could get a better job if I had better

health if I only had time if times were

better if other people understood me if

conditions around me were only different

if I could live my life over again if I

did not fear what they would say if I

had been given a chance if I had a

better chance if I if people didn't know

that that that that I don't have the

opportunities everybody else has if

people would say oh they have a better

territory they have better customers

they have a better product they have a

better price point the truth of the

matter is really great salespeople know

that the motivation comes from totally

them themselves and Napoleon Hill did

some interesting research of these 568

very successful people he concluded that

these people that he studied people

entrepreneurially successful like WT

Grant Rock Bel van Rockefeller

Vanderbilt all of those people had two

common traits I Ur you to write these

down if they make sense the first

trait def definiteness of

purpose a true definiteness of purpose

about what they were doing and why they

were doing it people say to me why do

you do what you been doing and I've been

doing this for 26 years sometimes

speaking 200 times a year around the

country and around the world and people

say to me why do you do that and I say I

do it because I must do

it I do it because I get a kick out of

seeing people's lights go on and say you

know I'm better now than I was

before you empowered me and helped me to

do some things that I didn't think I

could

do you know I don't know anybody who

went a Shore at D-Day for the combat pay

my father-in-law a true American hero 25

combat missions in a

B25 he didn't do the 25 missions for the

air combat pay he did it because he had

to do it and he had an inner drive that

said I must do this it's definite of

purpose the second thing is a burning

desire to make it happen not a

flickering desire but a what burning

desire I love to sell I would rather

sell than do most anything in the world

world and I know lots of salespeople who

are hesitant reluctant I see them

someplace and someone says and what do

you

do and they look with a blank stare and

say I'm

a I'm a

peddler I'm a professional

salesperson in fact people look at me

someplace they say what do you do my

answer is very simple about

what I call a secretary on the phone she

says who is this I said this is Bill

Brook she says who are you with I said

I'm all

alone there's no one with me it's WR

lady see the truth is that self

motivation is an inside job and it's

definit of purpose and a burning desire

and without that fulfillment is never

there the other thing that they know is

that self-management an

obligation you know what self-management

is it's the capacity to bring closure

the capacity to bring completion the

capacity to be accountable the capacity

to deliver results

the capacity to manage time you see this

watch this is a marvelous watch it's

guaranteed for life if it breaks a

mainspring comes out and slashes my

wrist I'm just glad I didn't get a

pocket

watch thank you for catching

up how many of you know some people who

are always

late disorganized

organized

unstructured and the argument is you

don't understand I'm creative no you're

sloppy it's

self-management it's self-

motivation the other thing is they

understand that sales success is driven

by three things now let me tell you I

have been cars with 500 salespeople

traveled with them I've personally

trained over half a million salespeople

in 26

years worked in over 2,000 different

companies 450 different Industries

someone once said that I was a

consultant and that's a very bad thing

to tell someone a consultant is a person

who knows 256 ways to make love knows no

member of the opposite

sex so in my little company the Brooks

group I have the highest sales quota

even though we have a phenomenal sales

team I serve as the sales manager for my

company so I sell and I'm the sales

manager I'm the CEO because I'm not

going to talk to you about things that I

don't do and I know very well that sales

is driven by three things and three

things only and these three things are

pretty simple and easy to understand let

me show you what they are the first of

these is job skills job skills is a real

interesting concept how many of you have

we have any sales managers in the room

raise your hands if we have some sales

managers I know we have some of you out

there someone said if we took every

sales manager in America late them end

to end that'd be more

comfortable see most people the sales

managers don't know what to do say they

run a contest you know and do that see

job skill skills are things like product

knowledge things like industry knowledge

things like knowing how to run the

software how to run the computer

something about sic codes those are

things that relate to the hard part of

the

job lots of our clients over the years

have been held hostage by job

skills and lots of people think when

they do sales training that they give

people that information and it's sales

training the second part of this is what

we call sales

skills now when I talk later about this

we're going to be talking about this in

some

detail I am going to tell you that the

state of sales in this world is very

weak for example someone told you when

you were a young child you have The Gift

of Gab you ought to go into

sales no one ever said you had the gift

of asking the right questions and then

buttoning your lip and showing the right

solution how many of us in this large

group of people have seen people sell

something and buy it

back prospecting skills positioning

skills preall planning skills value

added selling skills questioning skills

feedback question skills social proof

skills trial closing skills all of those

skills are part of it but let me tell

you the secret the secret is the third

part the personal skills the personal

skills are things like listening and

goal setting and goal Direction and

results orientation and the capacity to

be a self-starter the capacity to handle

rejection all of those things and I'm

going to tell you the real secret here

and the real secret is not that hard to

understand they understand what we call

the sales success formula and the sales

success formula looks like this job

skills plus sales skills Times personal

skills equals the sales success quotient

and the way it works is it kind of looks

like this you may want to write this

down and think about this mentally or

write your own skill numbers down give

you an example on a scale of 1 to 10 10

being

fantastic one being really

abysmally bad like really bad five being

in the middle everybody with me I would

like you to rate your job

skills your product knowledge your

industry experience your knowledge of

the stuff Gary ha you're out there give

yourself a 10 plus because I know you've

been hanging around that industry for

how many years 30 years you look every

day of it

brother Gary's very much like me a very

young man with badly aging

hair second part of this your sales

skills and I want you to be really

honest about this I'm not talking about

20 Century selling skills I'm talking

about 21st century selling skills where

you understand that needs-based selling

for example is dead because people don't

buy what they need they buy what they

want there's more beer sold than

Bibles don't you tell people going to

help them get what they

want and what they want varies from

customer to customer and we'll talk a

little bit more about that later and

then your personal skills your

self-management your motivation your

goal Direction your results orientation

your empathy all the things that go with

it so let's take Bob Jones Bob Jones

gave himself a 10 and a 10 and a

five 10 + 10

is 20 that's right that's right

20 thank you times 5 is

100 now the next guy gave himself a five

and a five but a

10 who scores

better listen to

me personal

skills are the multiplier of

performance because the example I gave I

played with you but it doesn't make any

difference what it is the multiplier is

what the personal

skills so as a good friend of mine says

the secrets to work very hard on

yourself don't work in your job can I

say that again work hard on yourself

don't work in your job now another

interesting part about this as you look

at what great salespeople they

understand the

93% solution the 93% solution is very

simply this my friends I wrote a book in

1995 with a gentleman by the name of Tom

travisano was called you're working too

hard to make the sale please go to the

book stores and buy the book none of the

world IES come to me they go to the poor

children who used to live at 548 Century

Oaks Drive here in

Greensboro one of them is our camera

person will who's a college graduate

let's hear it for will uh he graduated

from Hampton Sydney College uh he

graduated in in four and a half years he

had a double major beer and

wine no we're very proud of him very

very proud of him and our other young

fellow who is in Washington in Lee

University but seriously here's what we

discovered in that Rec church we looked

at

12,000

12,000 face-to-face sales

interviews and here's what we discovered

when a salesperson had a lengthed

sequential process that they followed a

selling system as it were and they

followed it meticulously they had a 93%

chance of closing the sale without it it

dropped to less than

42% so I'm going to make a challenge

here and I will submit to you that we've

got some people in this audience

who wing

it you go in for surgery we all had some

surgery recently we talked to the

surgeon what would Nancy and I have said

if the surgeon looked at us and said

well I'm just going to go in there and

wing

it I have a knack for

this but you understand I'm a sales

professional yeah you have job skills

so I'm going to show you what I'm

talking about by asking Laura Laura

would you come out and join me here uh

and Laura's going to ask me a question

okay are you ready for the question I am

ready for the question and then I'm

going to answer Laura and then I'm going

to give her an opportunity to ask me

another question okay okay all right

Laura what's your first question Bill

what do you do to prepare before you go

to meet with a prospect I complete my

23o preall

checklist I complete my absolute

understanding of the form informal

structure identify the buyer the user

the check writer the internal Advocate

the style of the buyer the competitive

factors look at the unique differential

that I've got I call for the appointment

confirm the appointment get there ahead

of time and mentally prepare and then

what do you do I issue a statement of

intention what do you do then primary

bonding statement what what happens

after that permission to ask questions

what happens then problem question tell

me more agitation question what happen

solution question and what benef

question then what do you do next

question what do you do then summary

statement and what happens statement of

findings and then targeted presentation

yes what about it feedback yeah what

after that social proof then what revert

to probe yeah isolate objection uhhuh

after that reapply well what about next

more feedback uhhuh and tell me what do

you do after that bill assumptive close

uhhuh tell me what happens then

vertically integrate the account M and

uh what do you do after that justify the

margin uhhuh tell me more take them to

the advocate level and seek them as a

referral tell me what what do you do

after that thank the

Lord let's hear for Laura okay thank you

Laura I appreciate that so you say do

you do this every time my answer

is

yes every

time whether it's a seven figure sale a

small sale a big sale a little sale and

listen to

me I talk less now in my entire life

I've never talked Less in selling and

sell

more so I want have listen to

me shut

up do we have anyone in this audience

who would consider himself or herself to

be an oral

hemophiliac it's the process it's the

system another thing that makes them

great is they understand what product

knowledge is and isn't

if this makes sense write this down

product knowledge is not how much you

know about your

product it's how good you are accessing

what you know and putting it in terms

that are meaningful and relevant to that

Prospect based upon what they're trying

to accomplish with that product or

service in fact I will submit to you

that there's a great chance that the

more you know about your product the

more trouble you're

in what do you

think I know people who are having a

romantic interlude with their product

and it's an x94

742k 815 R and I don't have to tell you

what that means do

I the prospect looks back and doesn't

want to be embarrassed so he or she says

no write this down a confused buyer buys

nothing in the research that we did we

discovered that the average sales

presentation consists of six to eight

features or benefits 24 hours later the

average Prospect remembers one

in 39% of the cases they remember that

one

incorrectly and in 49% of the cases they

remember something that wasn't brought

up at

all but we think oh we have to give them

all of this information so that they can

make an intelligent decision all you're

doing is Raising more room for

objection so let me say this and here's

the point don't ever say anything that

does not bring value to the relationship

or the

communication keep it simple keep it

basic and answer only the basic

questions

now they

understand that sales has

changed

forever forever and ever it will never

be the

same I have never seen anything change

more than sales in the last

decade my dad

sold for 40 43

years for 43 years he was the number one

salesperson in his company listen to

this every

week for 43 consecutive

years my dad graduated from high school

barely he did not know his parents he

grew up in orphanages and Foster

homes but one of the things that I know

is if I brought my dad back to this

Earth today and I said Dad I want to

plop you down in your territory and I

want you to

sell he wouldn't have a clue about what

to

do unless you are working on it and not

just in it as the popular book says the

cheese has moved and to make it worse

you can't find

it so let me share a couple of ideas

with you about how sales has

changed first way that is

changed sales my friends is all about

about positioning it's all about

tactical marketing it's all about how

you as a sales professional are

positioned in your Marketplace in

opposition to in comparison with

everyone else that sells the same

products or service to you bottom line

you must be first foremost in the mind

of your prospect and Richard's going to

be talking about that at Great length

the second thing and please remember

this one the secret to selling and I'll

talk about this later is never in the

selling

it's always in the

prospecting if someone were to say to me

if you've looked at these salespeople

over the years and you've observed them

you've watched them you've seen who

successful and who's not successful

what's the greatest cause of failure in

sales I'll tell you what it is not

having enough qualified

prospects the name of the game is how do

you position yourself the second part of

this the corollary to this is that

listen to me cold calling is

stupid we don't understand that's how we

do it

I'm going to suggest to you that if

you're going to have someone buy what it

is that you sell they have to have five

common traits now let me give you the

five common traits number one they must

have a need for your product and be

aware of

it and you say that's okay I'm going to

go create that awareness has anybody

here ever done that it's like trying to

spit in the wind all things being equal

when I come back in my next life I want

to own the blood franchise in an

emergency

room theyve been need for it and they

what look at this electric power the

second that's consumed it has to be used

again second characteristic they have

the authority and the ability to pay for

it so let me ask you a straightforward

question raise your hand if you've been

in front of someone who had all the

authority and no

ability you're lying to me how about all

the authority and no

ability how about no Authority and no

ability why were you there

because everybody's got to be

someplace and you go back to your sales

manager and say boy we had a great

meeting they really like

this you know what I say to my

salespeople what step of the sale are

you in and what's

next and it's

regimented third characteristic they

have a sense of urgency about the

decision you know what I know I know

that you or I or anybody in this room is

never going to create any urgency for

someone that's not there because it's a

buyer's market that's what's changed you

see the truth of the matter is they're

going to go down the

street so they better have that

heartfelt sense of

urgency next characteristic there's a

certain amount of trust between the two

of you you see people don't buy from

people they like they buy from people

they trust and if you're someone who

gets people to like you I'll tell you

what the way you sell is you sell with

low price which means no margin you're

an approval seeker and approval Seekers

have one thing in common they have

skinny kids

fifth

characteristic they're willing to listen

to you you see an old school selling

said as long as you can get in front of

enough people who are willing to listen

to you somebody

will

buy but you know what else great

salespeople understand they

understand this that the basics of

selling have never

changed they never have

and they never

will you see if you can't get someone to

take action then you're a professional

host or

visitor your job is to solve people's

problems and get them to make decisions

that perhaps they're hesitant to

make because most people need some help

to do

that some of the universal selling

truths that we've discovered over the

years are some of these like people buy

things when it's their idea

that when is your

idea people are more likely to buy

something when they're talking than

when you're

talking we know that

people understand that you should never

begin selling telling or demonstrating

anything about your product or service

until they verbalize what they want to

perceive gain or achieve with that

product or

service one of the ones that I'm going

to talk about later is this principle

never quote price to an unsold

buyer and the biggest issue that some of

you have is what's called a premature

price question and you have to know how

to deal with a premature price question

and as the economy continues to Bumble

and maybe take off a little bit you're

going to get more and more of these

premature price questions and in sales

my friends you have two types of people

the quick and the

dead you either know what to say and

know what to do or you don't

yeah the basics have never

changed that's what makes great

salespeople great