Most Important Thing You Will Ever Read On WF.

36 replies
Are you ready?

Out of all the things I have learned, I still say this skill trumps anything I can think of. And I also believe that most people think they know how to do this, but they don't really commit themselves how they need. Its too traditional or boring for most people, when its the most effective thing anyone can learn how to do.

Its SELLING.

LEARN HOW TO SELL.

Just look at people like midasman. If he is making all the money he claims to, with all these awesome techniques, this is how I look at him:

10% of his success is from the techniques / 90% from his ability to sell. (if he's making sales offline, he's doing it because he knows how to sell - its that simple)

I do not care what techniques people are using. I only care about how they sell their techniques to others. There is only 1 way I know how to get to money, and that is selling through proper positioning.

And look, I hate positioning, I hate making threads like this because it positions me as something I'm not. And it forces guys like Iamnameless to wanna step on me. But selling is something I am focused on more than anything I can think of. It will always be like that.

Look at people like Iamnameless or John Durham or Bob Ross or Kannigan. What do these 4 guys REALLY have in common? Forget all the strategies and techniques, look for the 1 commonality they ALL share. See it from a holistic viewpoint. They are incredible salesmen. Iamnameless doesn't even try to sell on here, and he could make a killing if he did. I imagine he knows that, but has no need to do it. Hmmm.... talk about positioning. He doesn't even need to TRY anymore. Thats how natural it is for the value he delivers.

Without this skill, you are making your life so much harder than it needs to be. I have decided to post "loss leaders" on Craigslist, that were lower risk offers. It makes it so much easier to build value in your ads.

Here is one stupid example. By the way I was doing this because I was bored, most my important stuff is already done for the day.

I told myself I'm going to post an offer for a professional video to pitch clients services. Specifically small businesses. But in the ad, I conveyed massive amounts of knowledge for marketing and sales. I actually focused more on that stuff, than my actual offer which was videos.

I just got off the phone with 3 clients, all sold on videos, and 2 of them now want me to look at their websites. When we were on the phone talking about the video, I was looking at their websites and finding TONS of problems. One of them was about to invest a lot of money in sending traffic to their page, big mistake I told them. The other person stopped talking after I was done, like they didn't know what to say. Sometimes I fill my brain up with so much "value" (a lot that comes from gurus on here), that when it comes out, I'm not even sure what I just said. I just know I did a good job.

My main focus hasn't changed (home improvement), but PLEASE, become "value building machines" people. Money is E-V-E-R-Y-W-H-E-R-E. Price is NEVER as much a concern as value is. Bang your head against a wall untill you fully understand this. Since a lot of value is percieved, you can CREATE MONEY just by TALKING TO PEOPLE. Of course you need to deliver too, but that goes without being said.

Say this in your own head, over and over.

"Wow, just by talking to people... I can actually create money?"

Isn't that crazy?
Its such a stupid simple concept, but more effective than anything I can think of.

So learn how to sell! Learn positioning, take away selling, stop pushing crap on people, they will hate you for it. If someone's not biting, you very likely didn't build value. You very likely, positioned yourself as the aggressor or "that guy trying to just make a sale".

That is the WORST position to be in.

I had this 1 person email me, so I messaged back "I'm sorry, I'm with a client right now, I'll get back to you in an hour". As a test, I waited 2 hours. Sure enough they sent another email. I said "I'm so sorry, I'll be contacting you within the next 10-15 mins". Then I waited 20 lol. It really comes down to calibration and positioning. Some people will put up with anything if you just position yourself properly. By the time they get on the phone, they're already sold. Or you can call them and do the same thing "Hey I'm just calling to let you know that I recieved your message (or call), I am busy with a client but I will get back to you within x amount of time. Is that ok?" Then you take more time. Why do people wait? Just because you're REACHING OUT first. They think you're just being professional, when in reality you're creating demand. I think Dan Kennedy calls it "creating false limitations to increase demand". The seduction world calls it "creating false time constraints to drop the bitch shield", everyone has their own word for it, but its really cat string theory at its best.

That is the RIGHT position to be in.
Thats all I'll say.

Later Warriors - Red
#important #read #thing
  • Profile picture of the author Red Kaiser
    You're absolutely right, this has been the most important thing I've read here. By adding value (and lots of it) to whatever you're talking about you're automatically positioning yourself as a go-to person.

    I know you hate positioning yourself Red, as you stated in the OP, but offline is different.

    Adding value is definitively a way of selling, something that is overlooked by a lot of salesman. And never pushing for a sale is equally important.

    I think a roofing estimator would have a higher closing rate if he really inspected the roof, talked about the risk areas or the latest roofing developments than some guy who quickly examines the roof and starts shoving prices down the poor guys throat.

    With this in mind I recall how I lost a sale when I was first starting out. I talked to this business owner about the benefits of local SEO, how it would affect his business in a positive manner and so forth. I put his needs above mine and he noticed. But once he said yes I started talking about prices. I either got greedy or didn't present the value properly, because afterward he was hesitant to talk to me because of it.

    Your post made me realize that I was giving value and positioned myself as an expert and go-to guy but once he said yes I went into crazy salesman guy because I couldn't contain my excitement of a first client.

    Just my 2 cents.
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  • Profile picture of the author 300SMG
    Agreed. I'm still working on my sales skills. There's an old radio ad salesman I know locally and he gave me this advice. "don't sell the product..sell the sizzle"
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    • Profile picture of the author Alex Makarski
      "Nothing happens until somebody sells something" (don't remember the source anymore..may have even been a book title.)

      You're right, DK is big on this type of positioning. He has an example of booking a surgery over the phone. Would you want to go to a doctor who can take you in and open you up right now or would you go to the one who's busy and won't be able to see you for two months? Hmm.... It's something that is still not coming to me naturally so thanks for reminding.
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  • Profile picture of the author John Durham
    Im with you red. But Im not an incredible salesman...just a willing one. And yes, whether you do direct mail, or cold calling or google places, or craigslist... You still have to be able to sell the call ins.

    Cold calling is the quickest way to learn to sell if you ask me, and its going to require you to get realistic about success. Period. The warrior forum is a wealth of experience and knowledge, but so is a sales training program for any company you go to work for in the offline world..

    1, Success is there to be had for anyone willing to play by its rules. No question
    2. You arent going to get out of selling in "offline". The other option is to keep your day job or learn IM
    3: IM is going to require just as much determination, and maybe MORE hard knocks.

    I do both, but it took me ten years to learn IM , no lie.

    I learned cold calling in 3 weeks once I made up my mind.

    You dont have to be hardcore to experience success, just be realistic, and willing to do what any insurance company, or web design firm or call center, or amway opportunity, or vacuum cleaner sales gig, or day job asks you to do when you get hired, only you will make alot more money.

    If you cant get yourself to succeed in an offline sales JOB, then you wont succeed here either.

    It took me two or three sales jobs to get decent, and I was gun shy and I knew that sales was the way to make as much money as a doctor , even for an unqualified person, but my past failures kept me from keeping on with it.

    Then I took a telemarketing job and I was forced to learn the principles or else my family wouldnt eat.

    Now I could sell anything...and Im not great...Im not a hard seller....I just know the principles well enough to let them do the work.

    I hate to say it, because its going to blow some bubbles, and I want you to buy my telemarketing reports, so I want to make it sound like NOTHING, but I cant say that... Its going to require some dedication, although there ARE some ways that make it easier than others, mostly some "understandings".

    You even have to be able to sell opportunity to the people you hire....if you cant make them believe in your opportunity they are going to fail. And you have to be willing to go through as many recruit prospects as you would sales calls if you were doing it yourself. There is no way around learning and developing, no matter if you want to sell, be a black belt in Karate, or learn to play the guitar. You have to get that muscle conditioning.

    You can either be like me and be gunshy for two years because of some past failure, and wait till the roof caves in to break down your walls....Or, you can decide to break them now, but there's no way around it.

    Its the difference between being a wandering generality, or a meaningful specific.

    Or just being happy with a day job.

    You got it here bro.

    Thanks for this post. I dont think anyone wants to squash you on this.

    Ps. Iamnameless has a sig, and so does kanigan, and so does ken, and so do I most of the time...We all sell online... We just dont "sell".

    We have sigs because it would be a waste not to have one since we are here posting anyway. That would just be DUMB.

    Its a long story to explain....but the ability to do that "sell without selling" DOES come from our offline sales experience and it took us all years to learn how to do it.

    Its mostly about "giving and humility"....Youn have to "give yourself" over to the principles of success, not just want the rewards. Having enough of that (humility) to not think you are too good to "give", and not thinking that success should just fall into your lap without paying its dues. If you help enough others get what they want, then you get what you want.

    Iamnameless works passionatley like a dog, and so does Ken, and so do I... But we are devoted to our dreams so its more passion than work.

    I promise you any success at the WF has three times the work ethic of an average person.

    In the offline sales scenario, you have to have enough humility to humble yourself to success and do what it asks.

    When you achieve it....EVERYONE IN YOUR WORLD WITH A DAY JOB WILL THINK YOU ARE A GENIUS.... And because you had humility you receive a kings rewards, and admiration from everyone in your life.

    My friends all think Im a genius just because I dont have a job.

    Im out...dont want to hog your thread. I have been enjoying posting alot these last few days, because there are meaningful threads like this to post on.
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  • Profile picture of the author foomenow
    Could not agree more!, sales come naturally for me!
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  • Profile picture of the author kenmichaels
    Originally Posted by RedShifted View Post

    So learn how to sell! Learn positioning, take away selling, stop pushing crap on people, they will hate you for it.
    Sound like some one had an epiphany.

    1) So learn how to sell!
    2) Learn positioning
    3) take away selling

    Those are the three most important sentences in your message.

    Learn those 3, in that order... and you can rule the world.
    ( or at least build your own empire )
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    Selling Ain't for Sissies!
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    • Profile picture of the author John Durham
      Originally Posted by kenmichaels View Post

      Sound like some one had an epiphany.

      1) So learn how to sell!
      2) Learn positioning
      3) take away selling

      Those are the three most important sentences in your message.

      Learn those 3, in that order... and you can rule the world.
      ( or at least build your own empire )
      Again "God I wish I were that concise" lol:rolleyes:

      Originally Posted by foomenow View Post

      Could not agree more!, sales come naturally for me!
      Then how come Im not buyin you?
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  • Profile picture of the author misterme
    Originally Posted by RedShifted View Post

    I told myself I'm going to post an offer for a professional video to pitch clients services...
    in the ad, I conveyed massive amounts of knowledge for marketing and sales. I actually focused more on that stuff, than my actual offer which was videos.
    I just got off the phone with 3 clients, all sold on videos
    And this is the other often overlooked part of "sales." Namely, the fertile ground your ad landed on. Because it wasn't completely all about your ad, but about the target.
    I can sell pretty well too, but if I'm talking to the wrong person, they ain't buying.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by RedShifted View Post

    I had this 1 person email me, so I messaged back "I'm sorry, I'm with a client right now, I'll get back to you in an hour". As a test, I waited 2 hours. Sure enough they sent another email. I said "I'm so sorry, I'll be contacting you within the next 10-15 mins". Then I waited 20 lol. It really comes down to calibration and positioning. Some people will put up with anything if you just position yourself properly. By the time they get on the phone, they're already sold. Or you can call them and do the same thing "Hey I'm just calling to let you know that I recieved your message (or call), I am busy with a client but I will get back to you within x amount of time. Is that ok?" Then you take more time. Why do people wait? Just because you're REACHING OUT first. They think you're just being professional, when in reality you're creating demand. I think Dan Kennedy calls it "creating false limitations to increase demand". The seduction world calls it "creating false time constraints to drop the bitch shield", everyone has their own word for it, but its really cat string theory at its best.

    That is the RIGHT position to be in.
    Thats all I'll say.

    Later Warriors - Red
    My friend, you have just elevated yourself to Ken Michaels-Bob Ross-Jason Kanigan-John Durham status. I'll be reading your posts from now on.
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    "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Profile picture of the author John Durham
    One last note (Gosh some of these recent threads are so good!):

    This has been said numerous times, but; If you cant afford to pay for sales coaching and think you need training... Then go get a day job in a call center for a couple of months and they will pay YOU to be trained.
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    • Profile picture of the author Alex Makarski
      Originally Posted by John Durham View Post

      One last note
      I sure hope it's one of very many still to come, John LOL

      Your comments are worth more than most WSOs.
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      "I hear and I forget. I see and I remember. I do and I understand." -Confucius

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      • Profile picture of the author John Durham
        Originally Posted by Alex Makarski View Post

        I sure hope it's one of very many still to come, John LOL

        Your comments are worth more than most WSOs.
        Thanks. I should have said "for now". :rolleyes:

        Ps. Thanks to red too, he produces great threads.
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  • Profile picture of the author hira08
    i m new to this, lets c .
    i have read all u guys's coments . it was helpful
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  • Profile picture of the author Hobo82
    Hi Red,

    Great post, filled with positive information. You are so right.

    Thanks.
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  • Profile picture of the author Rus Sells
    Great post and not really anything to add except that I've been talking about sales and positioning oneself on these forums since I dunno? When it opened? LOL Gotta hand it to a few of you around here who continued to hold the torch as I got tired of talking about it to no one. = )
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    • RedShifted,

      good work.

      if anyone can add the importance of selling your position, as it pertains to selling yourself.

      it's up to us. who are we, in the marketing mix????

      as michael gerber, I believe, states " you are your business".
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  • Profile picture of the author JTzor
    Well done Red - it is refreshing to see someone actually talk about the act of selling Using a Phone for once.

    As some1 with a fair amount of professional sales experience, i concur on all major points that you referenced.

    And for Pete's sake people, dont be scared to get on the phone or shake someone's hand - a firm handshake, a smile, and a confident sounding voice can all sow the seeds to a sale.

    Warmest Regards,

    - JT

    PS - How you been JD?
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    "The Path to success is not a straight line but a jagged, broken road which we must piece together & make our own."

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  • Profile picture of the author zenyatta
    Wise words RedShifted. I truly enjoy the challenge of sales. Each prospect is new and unique so finding the right pieces to their specific "puzzle" becomes a game with the prize being the ultimate sale.

    I agree that sales can be learned and continuously improved. My latest sales training discovery is a book by Oren Klaff called Pitch Anything. Learn from a super star that has raised 100s of millions in the investment arena. It will give you the proper sales perspective and will provide infinite return on your investment once you apply his sales techniques & principles to your own business. Happy Sales - Zen
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    • Profile picture of the author midasman09
      Banned
      "Nothing happens until somebody sells something"

      I've mentioned this in 4 or 5 of my posts here. WHY? Because it's the BASIS of my "entroopenerism"!

      The first businesss I started was a "Burglar Alarm" biz in the suburbs of CHGO. I quit my "Electrical Enginering" job at General Electric and started "Security Associates" with 2 babies and a "scared" wife.

      I started out in our apartment....bought some equipment...opened a bank acct....made up some letterheads, envelopes and biz cards and....sat around my home WONDERING WHAT TO DO.

      I was NOT a "Salesman"! I spent my college time and 1st job as an "Engineer". I quickly learned that "Jobs" would NOT come to me UNLESS I went out and "Sold" them.

      So...I signed up for a Dale Carnegie Sales Course where I learned the Basics and studied and worked my buns off (I called it "tossing a Lot of Stuff against the wall and...SOMETHINGS gotta stick!) until I got my FIRST SALE!

      I then had to "grab my buns with both hands" to try and figure HOW to provide what I sold"!

      This is something I've done with ALL the businesses I've started. Rather than get EVERYTHING together and discover that either I can't SELL the thing or...prospects WON'T BUY!....I see whether I can SELL IT, FIRST! THEN I worry about producing what I sold!

      Reminds me of a "Inventors-Club" I attended. I could not believe how many people were in that class who had spent small fortunes getting their products READY for the Market!

      Then....they discover it WON'T SELL...or THEY....don't know HOW to sell it, thus....all their money and TIME was wasted.

      One guy I especially remember, he had a "Tool", a real innovation. He even paid a lawyer to get a patent....it was that good.

      Then...he showed it to Sears and...they turned him down BUT....a few mos later he found HIS product in the Sears Catalog.

      Now....he had a choice; Sue for patent infringement or forget it.

      So....along with "Nothing Moves Until Something Sells!....I add...if you get a good idea SELL THE HECK OUT OF IT! "HE WHO GETS TO THE MARKETPLACE, FIRST....WINS!"

      Don Alm....seeing if something sells....first
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      • Profile picture of the author ownergolan
        Originally Posted by midasman09 View Post

        "Nothing happens until somebody sells something"

        I've mentioned this in 4 or 5 of my posts here. WHY? Because it's the BASIS of my "entroopenerism"!

        The first businesss I started was a "Burglar Alarm" biz in the suburbs of CHGO. I quit my "Electrical Enginering" job at General Electric and started "Security Associates" with 2 babies and a "scared" wife.

        I started out in our apartment....bought some equipment...opened a bank acct....made up some letterheads, envelopes and biz cards and....sat around my home WONDERING WHAT TO DO.

        I was NOT a "Salesman"! I spent my college time and 1st job as an "Engineer". I quickly learned that "Jobs" would NOT come to me UNLESS I went out and "Sold" them.

        So...I signed up for a Dale Carnegie Sales Course where I learned the Basics and studied and worked my buns off (I called it "tossing a Lot of Stuff against the wall and...SOMETHINGS gotta stick!) until I got my FIRST SALE!

        I then had to "grab my buns with both hands" to try and figure HOW to provide what I sold"!

        This is something I've done with ALL the businesses I've started. Rather than get EVERYTHING together and discover that either I can't SELL the thing or...prospects WON'T BUY!....I see whether I can SELL IT, FIRST! THEN I worry about producing what I sold!

        Reminds me of a "Inventors-Club" I attended. I could not believe how many people were in that class who had spent small fortunes getting their products READY for the Market!

        Then....they discover it WON'T SELL...or THEY....don't know HOW to sell it, thus....all their money and TIME was wasted.

        One guy I especially remember, he had a "Tool", a real innovation. He even paid a lawyer to get a patent....it was that good.

        Then...he showed it to Sears and...they turned him down BUT....a few mos later he found HIS product in the Sears Catalog.

        Now....he had a choice; Sue for patent infringement or forget it.

        So....along with "Nothing Moves Until Something Sells!....I add...if you get a good idea SELL THE HECK OUT OF IT! "HE WHO GETS TO THE MARKETPLACE, FIRST....WINS!"

        Don Alm....seeing if something sells....first
        In short - MVP - Minimum Viable Product. Read the "Lean Startup" by Eric Reiss, you'll enjoy it.
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        "Aiyyo I'm gonna be on ti-dop, that's all my eyes can see..
        Ill put in work, and watch my status escalate"
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    • Profile picture of the author max808
      Originally Posted by zenyatta View Post

      Wise words RedShifted. I truly enjoy the challenge of sales. Each prospect is new and unique so finding the right pieces to their specific "puzzle" becomes a game with the prize being the ultimate sale.

      I agree that sales can be learned and continuously improved. My latest sales training discovery is a book by Oren Klaff called Pitch Anything. Learn from a super star that has raised 100s of millions in the investment arena. It will give you the proper sales perspective and will provide infinite return on your investment once you apply his sales techniques & principles to your own business. Happy Sales - Zen

      Totally!! Oren Klaff has changed the entire way I sell. I took is online course (A New and Better Method to Present and Persuade | Pitch Mastery) and made 75k the first week!

      Found out about Oren and Pitch Mastery through the book Pitch Anything...so glad I did
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    • Profile picture of the author Claude Whitacre
      Originally Posted by zenyatta View Post

      My latest sales training discovery is a book by Oren Klaff called Pitch Anything.
      I'm reading it now. I'm a 30 year sales veteran. I teach selling. I've read over 1,000 books on sales and marketing.

      This book covers ground I haven't seen before. Eye opening. Thanks for the recommendation.
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      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Profile picture of the author ownergolan
    Cannot agree more. but how would you position yourself in that way when cold calling ?

    I mean, you are basically already aggressive, and most likely not talking to the decision maker yet.. how would you incorporate that in this stage?
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    "Aiyyo I'm gonna be on ti-dop, that's all my eyes can see..
    Ill put in work, and watch my status escalate"
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  • Profile picture of the author tryinhere
    Originally Posted by RedShifted View Post

    Are you ready?

    Its SELLING.

    LEARN HOW TO SELL.
    After selling for close to 40 plus years give or take a grey hair, I will upset the apple cart and say that learning how to sell is not the most important thing.

    Before learning how to sell and more important than that is learning WHAT TO SELL, period.

    It boils down to this in that selling is not selling as such but presenting people with a solution to a problem they have, so the selling part can be learned and really if anyone is dedicated they can learn to sell just like they can learn to do any other task or duty.

    So given we all can learn how to sell, why then are some people more successful than others ?

    The answer learning or understand WHAT TO SELL, Red you mentioned midasman and yes the ol timer can sell but look at what he sells to be successful, solutions to peoples problems or a better outcome, he is in the groove where his records play ca ching.

    As an example if nobody where I lived wanted blue widgets. knowing how to sell blue widgets will not make me a dime and I would be one very depressed salesperson.

    So look for products or services that save people time or money / solve problems and pay well, then get better at selling ?

    Selling as a word should not even exist because if your mindset is to sell ? then you already have the wrong mindset ? and by that you should be looking to be at best a qualified consultant who openly presents the client with a way to / save money / better some part of their lifestyle / solve problems and or all of the above and related options.

    From there they buy and you should not need to sell.

    Like the ol timer midasman who makes a few K in a day, I still consult and this week again on several days I made more in a few hours than the average worker makes in a week.

    Pick your product or service that solves a problem / saves time or money or similar, then study the process of presentation and bring home the bacon.
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    | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
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  • Profile picture of the author YoungIMers
    Was some great advice, the only thing I didn't get was the positioning part. What do you mean?
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    • Profile picture of the author Rearden
      Originally Posted by YoungIMers View Post

      Was some great advice, the only thing I didn't get was the positioning part. What do you mean?
      Every product or service SHOULD have a unique selling proposition.

      Meaning -- the product should have a clear and specific offering that separates it from the competition. And more importantly offers a set of benefits unique to its competition.
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      David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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  • Profile picture of the author Rearden
    Sorry y'all.

    Salesmanship takes a backseat to prospecting.

    That's really what you need to become proficient in. Above all else.

    Because salesmanship isn't about force, or head-locking a prospect/suspect into submission.

    Salesmanship is about positioning your solution as the optimal choice amongst the competition and making it the obvious choice to buy TODAY.

    ...But before you can SELL something, you need to find a prospect that has an "open mind." You know -- someone who has an interest in improving his web presence for more business... who has the financial means... and who has the authority to write the check.

    And, without the skill or system to sift out the prospects from suspects, your amazing salesmanship isn't worth squat.

    Because in any industry -- the mediocre salesman who prospects like crazy always beats out the charismatic salesperson who doesn't approach prospecting with discipline.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author John Durham
      Originally Posted by Rearden View Post

      Sorry y'all.

      Salesmanship takes a backseat to prospecting.
      Never were truer words spoken.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Rearden View Post

      Sorry y'all.

      Salesmanship takes a backseat to prospecting.

      That's really what you need to become proficient in. Above all else.

      Because salesmanship isn't about force, or head-locking a prospect/suspect into submission.

      Salesmanship is about positioning your solution as the optimal choice amongst the competition and making it the obvious choice to buy TODAY.

      ...But before you can SELL something, you need to find a prospect that has an "open mind." You know -- someone who has an interest in improving his web presence for more business... who has the financial means... and who has the authority to write the check.

      And, without the skill or system to sift out the prospects from suspects, your amazing salesmanship isn't worth squat.

      Because in any industry -- the mediocre salesman who prospects like crazy always beats out the charismatic salesperson who doesn't approach prospecting with discipline.
      Your talking about marketing. Everything you do before you actually pitch your product. And prospecting is marketing (at least great prospecting is).

      Are you:
      Making sure you are talking to a person who is a real prospect?
      Making sure they could buy if they wanted to?
      Positioning yourself as either an expert, celebrity, or someone who needs their help? By the way, you can position yourself as an expert and a celebrity even as you cold call...if that's what you want them to see.
      Using language that makes them want to know more about your idea?

      You do all of those things while prospecting. But that's also what marketing does. Selling a sandwich to a hungry person is far easier than trying to convince a person that they are hungry. That's list selection, and selection once you have them on the phone.

      I only mention any of this because I believe that selecting the prospect and deciding if it's worth your time to pitch is one of the last skills a truly great salesman develops. And I think only some of it can be taught.

      The last few years I sold in people's homes, my closing rate was high enough that I stopped telling my other sales friends what it was, because it sounded like a lie.

      Was I really that much more brilliant than I was a few years ago? Did I find "The magic close that never fails"? Nope.

      I just started talking to people that I knew had a far greater chance of buying than the general public. Maybe 5% of the population.

      I would quickly find out, either on the phone or in person...
      If they had ever had a presentation like I was giving. Did they buy? Why or why not?
      Did they ever buy anything from someone coming to their home selling a high dollar offer? (Maybe $1,000 or more). If the answer was "Yes" to this one, I knew my chances of selling just more than doubled.

      I concentrated on people who were used to buying...the way I was selling.
      Talk about taking away the pressure!

      This is before I found out that this was really what great marketing did for you. And great prospecting is great marketing...only faster and cheaper.

      Good thread.
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      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      "Those who know that they are profound strive for clarity. Those who would like to seem profound to the crowd strive for obscurity" Friedrich Nietzsche
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  • Profile picture of the author maricelu
    Originally Posted by RedShifted View Post


    So learn how to sell! Learn positioning, take away selling
    How this can be? Or by "take away selling" you mean a strategy or something?

    thanks
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    I have no signature.

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  • Profile picture of the author MarkBrook
    This is a great information you have provided I am using some of you points and have a good experience with that.
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    My first blog about friv games http://www.freeonlinefrivgames.com/ read it and learn more about free games.

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  • Profile picture of the author Macc Made
    Hold up John Durham. I'm new to the group but people are speaking of you as an "expert". Did I read correctly when you said you learnt cold calling in 3 weeks? Can you point me in the right path to getting there please? I'm eager and definitely an action taker
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  • Profile picture of the author Macc Made
    Thanks Kirby I just overlooked the site and it seems promising. Although Im going to try to focus my sales more "in person" than by telemarketin, I can possibly benefit from the same thing. Okay so I have one task, #1-work on my "selling skills". My second task is to "find something to sell". I've been selling OPEN LED signs as an idea I got from Martin Buckely. Going in to business cold is quite a challenge for me. I have like a 10 to 1 ratio at best. I sold two lights so far. One for $35 and the other for $30 so the idea works. It did take make some time to sell them, but at least I sold them. I'm doing it because I need money and I guess Im building relationships and gaining sells experience. In 6 months from now, I wanna be reading this post and think "I done came a long way". Thanks fellow warriors. I will see y'all at the top when I get there!!
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  • Profile picture of the author successproducts
    I feel great salesmen have this confident about them - and knowledge and passionate. Selling is not my forte as I tend to have a leave it or take it attitude. I would like to over deliver and value services and honesty above all else. Just wondering if a great sales man is the one who paints the most vivid picture out of thin air???? Like Einstein had said "Everybody in the word wants to be smart but if you think a fish can climb a tree you will spend your whole life believing that it's stupid"... A great salesman must find his audiences -- so I agree with the poster above ..prospecting and learning how to spot a willing buyer is the key to selling success.
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