Sales
Things may come to those who wait, but only the things left by
those who hustle.
-- Abraham Lincoln.
Money is an excellent servant
But a terrible master!
. . . . YOU NEVER CAME BACK
Dear Salesman:
I
was surprised when you didn’t see me a week or
two after you delivered my new car that morning, not so
many years ago, for I liked you and your company. I was
planning on introducing you to some of my friends. I confess,
I was a little disappointed when you didn’t come.
A good many times in the past years, especially for those
first two when it was hard to pay the notes on the car
you sold me, I wished that you would come and tell me again
about the values of it, and make me as enthusiastic about
it as I was on the day when I bought it…BUT YOU DIDN’T
COME.
I was a little flattered when you persisted in seeing
me, before I bought. It made me feel worthwhile. I thought
perhaps you liked me for my own sake as well as for the
sake of my business. I thought you judged me an interesting
fellow; but guess I was mistaken, for YOU HAVE NEVER COME
BACK.
Every
year I think, well perhaps I should trade for a new car
now; but then I spend more money on the old one
and keep driving it. I have often wondered why you didn’t
come back to see me and save me that money … but
you never came back. The man who sold me my first insurance
policy likes me, and enough to come in to see me, even
though he knows I don’t need more insurance. The
result is that I have been buying insurance from him all
my life. I have spent a lot of money with your company – more
than I have buying insurance - BUT YOU NEVER CAME BACK.
Of
course, I have bought lots and lots of cars from many
different salesmen, each time thinking, “I liked
this man and will let him be my automobile salesman,” but
my life has been a continuous procession of strange salesmen….
Because THE OLD ONES NEVER CAME BACK.
Sincerely,
NEW CAR BUYER
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Only about 7 percent of what you communicate is verbal. The other
93 percent is transmitted by your body.
-- Matthew Segal
When
you make a foolish and self-serving argument, you lose all credibility
with prospects. They hit their mental mute button.
Oh, they’re still hearing you all right; echoic intrusiveness
assures you of that. They just don’t believe what you say.
You tedious, contrived, predictable argument is full of holes.
You’re no longer a marketing consultant. Now you’re
just a peddler.…
. Bottom line: Know what you’re talking about. Tell the truth.
And remember that specifics are more believable than generalities.
Violate any of these three, and you’re likely to get “zapped” by
your prospect’s mental mute button.
A sale is made on every call; Either you are selling them, or
they are selling you on a reason why they cannot buy.
Motion creates emotion - Move around.
Momentum: A train traveling 55 miles an hour will bust through
a 5 ft concrete wall without slowing it down the slightest little
bit. But at a dead stop it only takes a 2 inch by 2 inch piece
of wood to immobilize it.
If you are not selling ____________, that is because
you are not selling ____________.
How
do you get people to do what I want? And the answer is -- "You
can't! You can't get your people to do anything. "If you want
it done" your going to have to create an environment in which
- doing it - is more important to your people them not doing it.
Where - doing it - well becomes a way of life for them.
To succeed it takes a special person. But even the very best will
get down occasionally. To me, salespeople are like a battery, constantly
charging and discharging energy. And unless they are recharged
at frequent intervals, they soon run dry.
Every business that succeeds does so because it sells.
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MOTIVATIONAL QUOTES
Success | Excellence | Endurance | Leadership
Teamwork | Attitude | Humility | Faith
Creativity | Sales | Humor |
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