It takes as much to sell a little one as a big one
I’ve just finished the manuscript for my fourth book to be published by McGraw-Hill. It goes to them on August 31st and will be on the book shelves at the beginning of 2007. Here’s a sneak preview:
”I wake up to my power every day. I am confident every day, no matter what. And through experience I know it doesn’t matter if I get a yes or a no. I have the passion to keep taking action and moving forward and I get every goal I make. When I worked for Xerox I sold copying machines for up to half a million dollars. Now I sell traiining for up to a million dollars, and there is a truism, it takes just as much effort to sell a little one as it does a big one, so sell big ones!
People ask me if it is harder to sell an intangible thing like training than to sell a tangible thing like a copying machine that people can see, touch, and feel. And I tell them, ‘not really, it still requires passion and a belief that you are amazing.’ So the more confidence you have that you are an amazing person, the more people believe in you.
Whatever I am selling, I just want to make sure they get my stuff rather than someone else’s stuff. Because everyone wants stuff, they just have to have it. Whether it’s an electric light bulb or a Boeing 777 people need stuff.
Someone once asked me in a sales class I was facilitating, ‘What if you are making a sale and the customer sitting across from you is looking disinterested, and bored.’
I said, ‘I would know I was doing everything wrong. If that happened to me, I would ask the customer, ‘Do you think you really have a need for these services or should I call back next year?’ because I don’t want to waste my time or other people’s time.
YOU HAVE A CHOICE ABOUT EVERYTHING
Waking up to your power is being able to understand that you have a choice and that choice gets activated first thing in the morning. So let me ask you the reader, ‘How do you wake up in the morning? Think about it. Do you realize you actually have a choice about how you wake up in the morning? You can wake up happy, ready to rock and roll and make lots of sales, OR you can choose to wake up depressed, angry, tired and with the thought that you are not going to sell much today.
The great thing is that the more you practice, the easier the choice becomes to wake up happy which is really about waking up to your power. Let’s look at it for a moment….did you know that your brain supports the choices you make? The more you choose to wake up happy and ready to sell, the more your brain actually manufactures and releases chemicals to support that choice until finally it becomes a habit. So by taking control of your life you are actually training your brain to work for you. Your brain is manufacturing the ‘feel good’ chemicals because you are always reaching for the higher more positive thoughts.
Now if you choose to wake up depressed, angry and frustrated not only are you NOT going to sell much, you are training your brain to manufacture and release the ‘feel bad’ chemicals that will support being negative. So if you tell yourself that you’re not a morning person–your brain will reinfore that feeling by creating the ‘I am not a morning person’ chemical.
So by choosing to be in control of how you wake up in the morning you are accessing your power, which will inevitably produce more sales.”
So that’s part of the book folks. If you have any questions….please let me know.
Rock N Roll
Jeff
Add comment August 29th, 2006