Sell or be sold book pdf download

That includes the TV you watch, the newspapers you read, the friends you have, the movies you go to, your hobbies, your interests, your family, and everything else that you are involved with. Thoughts come before actions, and your actions then determine your life. Once you get control of how you think, you will then get control of your actions. Protect yourself from negative information — Be careful where you get advice when you are going after your dreams and goals; even the people who love you the most can offer information that could possibly cause you to get off the path of your dreams.

Is that a complaint or an objection? Your ability to persuade others determines by itself how well you will do in all areas of your life. Selling is an absolute necessity for really living life and making your dreams come true. You need to sell, negotiate, and persuade others in life to get what you want. How well you can do that will determine what kind of life you will have and how many people you can influence. Chapter The Perfect Sales Process Wives are making more of the decisions about what is bought and how money is spent.

Basically, the sales process is finding out the following about the buyer: Who are you? What do you want? Why do you want it? What do I have that will fulfil your wants and needs? How do I show it to you so that you can make sense of it; make an offer that can be funded; and then close, deliver, and follow up in the hope to repeat the process with you and others? The best salespeople I know are straight shooters. The best sales processes are shorter rather than longer. Sales processes should be built to satisfy the following in this order: 1 Customer, 2 Salesperson, 3 Management last.

Close the Transaction or Buyer Exits When determining wants and needs, you are not selling; you are asking and listening. Remember, all purchases or investments are trying to solve a problem of some sort. All of them. You buy a drill because you want a hole. Shorten your demonstration process to laser focus what will make your product a must-have now!

What are those few things that will make sense of all the other things? What is the senior or dominant buying motive in how you buyer will justify and validate this product as the right thing to purchase? The demonstration of your product is where you build value, create urgency, and increase the desire for your buyer to give you money for the product you are offering.

Make a proposal. I always make a proposal. Even when people are not ready, I make an offer. A great closer needs hundreds of closes, not just a few. The pro needs a complete commitment to fresh and innovative ways to handle any closing situation that arises. Chapter Success in Selling Treat success as your duty, obligation, and responsibility, not as a choice or as a job!

Luck is just one of the by-products of those who take the most action and are the most prepared. Be honest with yourself on every sales cycle. What could I have done differently? Where did I miss it? How could I have better justified the cost? Where could I have gotten them financing? In order to demand consistent sales success, you have to: Decide you are ultimately responsible for the sale. Make it your duty, obligation, and responsibility to make the sale. Take massive amounts of action, followed by more action until the sale is made!

Accept no excuses, reasons, or logic, and figure out how to make it work! Prepare yourself daily to handle all obstacles, stalls, reasons, and barriers you will encounter with a client. Chapter Sales-Training Tips It is not enough to just read a book or listen to an audio program; you have to practice, drill, and rehearse.

From astronauts to athletes they all practice, drill, and rehearse-over and over again until each move, response, and reaction has been worked out. A Navy Seal submerses himself in his training so that he not only knows exactly what to do in any situation, but also to give himself supreme confidence. It is a fact of life that to the degree you get attention, you will at some point get criticism.

Go to Work to Prosper, Not to Work. The ten commandments of sales. Try to avoid it and you are doomed because you will withdraw. You will only feel rejection as a negative sensation if you do not take full responsibility for the situation.

It will be critical to your sales success that you keep your environment positive. In sales, lacking discipline is going to negatively impact your presentation, motivation, ability to predict results, follow-up, and your ability to keep your pipeline full. Lack of discipline is rampant in sales because so many sales positions are commission based. This allows the salesperson to believe he or she can self-manage and get away with spotty undisciplined activity.

The economy will discipline anyone who operates with this sense of freedom. If you want sales success, you must exercise discipline. Find a way to differentiate yourself. The value proposition should always be what you bring to the table. Closing is not selling. Closing has been taught as though it is a sales technique, but it is only an extension of selling and is, in actuality, a completely different art.

Selling is identifying needs, selecting the right solution, and then demonstrating how you product or service solves the problem. Closing is getting the buyer to take action and agree to exchange something of value for what it is you offer; that is, close on your offer and solution.

Closing is an art, and anyone can learn it. Closing requires a tremendous arsenal of techniques, transitions, responses, counters, and strategies. Nothing is happening to you; it is happening because of you.

I know that when you are experiencing fear it might feel real, but it actually does not exist in the physical universe. The way to kill fear is by taking action. Taking action on those things you fear is how you build courage. Everyone has the ability to be courageous; you just have to take action.

The more you do that which you fear, the more courageous you become. When you are faced with a prospect or client who gets emotional and demonstrates an emotional outburst with you, know that you are getting close to making the sale. Never take it personally, never react to it, and never become emotional, as a response. A true professional salesperson is motivated by truly helping others.

You are in a business where communication is your number one weapon. Keep a diary of every objection you hear and immediately work out how you would handle a similar objection in the future. Make a list of every objection you hear so that you are cognizant of what you might hear, and then practice handling them all in a manner that will assist you in making the sale. I believe a lot of depression is actually a mislabelling of inactivity! Your lack of consistency always boils down to a lack of real discipline.

Believe in your product or service and negate your fear by getting into action. Pure, massive action will drown fear in no time. Rich men and poor men alike all have the same amount of time in any given day. Wayne Gretzky The person who controls the sale is not the person simply asking questions, but the person who can get answers to questions.

A diamond is only coal until the right amount of pressure is applied for the right amount of time. Asks for the order regardless.

Listens selectively. Stays sold on his or her own story. Asks questions. Gets answers to questions. Knows that price is not the issue. Is willing to pressure and persist. Believes in selling as a good thing. Trains and prepares constantly. Pushpa looks dodnload expectantly. Or a dozen days and nights. It has sold around 10 million copies and has been translated in over 35 languages. This content was uploaded by our users and we assume good faith they have the permission to share this book.

If you own the copyright to this book and it is wrongfully on our website, we offer a simple DMCA procedure to remove your content from our site. Start by pressing the button below! Sold Home Sold. About the author Patricia McCormick is a critically acclaimed author for young adults. Once your book is ready to market, you need to make sure you are set up to take payment through a major processing outfit like Paypal.

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