The First Rule of Selling: Agreement - Part 1

Never expect people to agree with you if you disagree with them. In selling, like minds attract. When there’s not enough agreement between two parties… there is no agreement. ALWAYS AGREE WITH THE CUSTOMER. Agree first, close later.

The Rule of Agreement:

• Agree
• Acknowledge
• Make the other party right
• Close!

Agreement takes muscle and discipline.

Agreement Vocabulary:

• You’re right!
• I’m with you!
• I agree!
• I’ll work it out!
• I understand!
• I’ll make it happen!
• Done!

If you need to be right, then selling will be difficult for you.

Agreement is understanding. By establishing a basic agreement, you’re creating the opportunity to help the buyer purchase your product and service.
Distrust is not the buyer’s problem... It’s your problem. The buyer will make a decision, what do you want it to be? The decision to “shop” is caused by some level of distrust.
You, as the salesperson, always get a decision. We’re not looking at what a customer says, but at what the customer isn’t saying.
Measuring the unspoken level of trust that they may be at.

• Trust is critical
• If you don’t get the sale, don’t get distrust
• Every decision is a decision

Customers don’t make sales… Salespeople do!

You have to understand the minds of the customer. Most salespeople blame their customers… Low responsibility = low production.

You need to take responsibility for: selling and buying. Don’t think about just your role. Think about getting the job done, no matter what it takes.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

Get into MASSIVE ACTION!

Get out of balance! More is better, less is nothing. People that are trying to convince you to slow down and not work so hard want you to live a mediocre life.

4 Degrees of Action: 

1. Right action

2. Wrong action

3. No action

4. Massive action

To get something, you have to do something. Most people don’t want to have problems; instead, focus on wanting better problems. Doing too much will not fail you, doing too little will always fail you. Go massive, or you end up passive.

Decide to produce something. Production builds confidence, creates security and gives people a sense of hope. Produce it in massive quantities! When you start getting criticism, you’re on the right track. “You’re working too hard, working too many hours, going too far!” People who tell you these things are mediocre and can’t reach up to more.  

Take MASSIVE action so you can get new problems!

The 10x Rule

Don’t put too much attention on too little. Make extraordinary and unreasonable amounts of action. If you haven’t gotten the result, you’re not doing enough. Do anything it takes to get the result.

Working your power base

Everyone has a power base. People that are familiar to you:

• Family
• Friends
• Relatives
• Past associates
• People you went to school with
• Past employers
• Members of clubs
• Neighbors
• Organizations
• Church
• Work it!
• Use it!
• Mine it!
•  

Don’t abandon those people in your power base. You can do things with your power base that you can’t do with unfamiliars.

Make your list FIRST. Then, make contact. Don’t sell them something, the purpose is to renew your power base. You’re not just selling to them, you are selling solutions to their problems.

10 of your friends x 3.8 average people in household = 38 people who could buy your solutions.

Complaints are one of the most overlooked opportunity for a sale. Use problems as a way to create opportunities. People find comfort in familiarity. Customers love it when you already know what they expect!

Stay in touch with the people in your power base, especially past customers. Birthday calls, gifts, follow-ups, etc.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca

YOU are in control of your time.

“Time isn’t the main thing; it’s the only thing.”

— Miles Davis

Maximize every minute of every day... time is money so we need to use it wisely, make the most of it and be in control of time so we are able to accomplish the most. Grant explains that even on your lunch break there is an opportunity to increase your sales.

His idea of NESTING is repetitively visiting the same place over and over again until you are familiar with everyone there. Have lunch in places where potential customers congregate. You need to spend time with customers, reach UP!

Go to places where qualified buyers would go. This provides you with the opportunity to go out and be seen.

We need to use every moment to sell.
How much time are you wasting?
A way to measure the time we waste on a daily basis is to record every time you find yourself doing something that wasteful; smoke break, coffee break, facebook, doodling, etc.

He who makes the most of time accomplishes the most.

YOU are in control of your time.

One of the core values we have as a company is to inspire and empower people in all aspects of their lives. Additionally, if you want to read about our Custom Software Solutions and Consulting Services, please visit www.isucorp.ca