Being right, being indignant, being offended are all irrelevant, all that matters is accomplishing your objectives. Do what it takes to win. I told him it was because management put him on a garbage product. He told me a great salesman can sell anything, standard sale s brainwashing. That was the end of that conversation. The best way to increase your income is to work for the best company with th e best product.
From the clothes you buy, to the food you eat, everything you buy is designed to produce a good feeling. Once you understand that you realize that all sales is state transference.
Transition phrases are amazing sales tools, you can say anything with a transition phrase without breaking rapport. They mean nothing but you can use them to segue from any objection to a feature or benefit. No one is that much better at sales they just lie more.
Imagine you felt no guilt and no shame. You could start a pyramid scheme and sweet talk a bunch of intellectually challenged people into joining. Or you could start a firm specializing in selling fraudulent stocks like Jordan Belfort and whip your guys into making high pressure calls a day.
I could start a real estate scheme today and be a millionaire within 3 years with the skills I have now. The best salesmen in the world are sociopaths, how can you possibly compete deal for deal with a guy who is willing to tell his clients anything.
Playing the numbers game means you have more of a chance of finding the guy who is ready to buy. Most salesman like most players think it was their skill that closed th e deal but in reality it was just finding a buyer that was ready to buy. That girl would have gone home with any guy as long as long as he was decent looking. That buyer would have bought any product that looked half decent. Similar to a decent player and a good player in daygame. Sell only as much as you need to , when th e guy wants to buy you let him buy.
T he more you carry on the more likely he is to question the deal. There is no trick and no way to always feel good, just man up and get in there. Real sales is over the phone or in person. You can use email to set up a call or a meeting but never try and close over email, nut up and get him on the phone.
That includes voicemails, a guy who pitches voicemails is not a salesman. Many sales managers will insist on you pitching clients using exagerrated features and benefits. Many companies only exist because of deceptive practices. The only time you can sell without lying is when you control the targets and the product. In fact I built my whole site around being honest and I love not having to compromise myself. Do you think I could ever write an article like this if I was working in Corporate America?
Not a chance. Every day in sales is an ethical challenge. My advice to you is try and keep as much of your integrity as you can. At the end of the day you have to look yourself in the mirror and be able to sleep at night. I would try to keep my exaggerations small and outwork the rest of the team to make my numbers. But when it came down to it and I was behind on my target I would do what I had to do to hit it.
Sales is the hardest white collar job. Fear of provoking a negative reaction in someone is normal. Failure, like lying is built into your targets. Most companies have no problem firing salesmen. Because when you fire a salesman you get to keep his book of business and release a monthly salary and commision payout. This is especially true in some industries like ad sales where commissions are booked in advance.
Firing salesmen means you can keep years worth of future commissions. Most guys either quit or get fired within three years. The standard arc is guy gets hired, buys into the company dream but over time slowly starts to sour on the company, his manager and his coworkers. Then he finds another company and repeats the same process.
Some guys power through and move up into management but this is rare. Some older guys are just permanently burnt out, but they have a mortgage, kids, car payments and no way out. Most of these guys use food, cigarettes or alcohol to cope with the stress. But after working close to a decade in the meat grinder I can pitch a CEO of a multi billion dollar company on advertising to a venture capitalist on investing in my tech startup without flinching.
I can pitch them in the boardroom, on their way to the washroom at a conference or at their company Christmas party. After that kind of training picking up a girl off the street is a joke. The most important strategy in the workplace is having your boss like you. Forget about being an alpha male, the best way to make your boss like you is to kiss his ass. Show him you have the same interests, same sense of humor, whatever you have to do.
As a wise man once said: know your role and shut your mouth. Sales is one of the rare industries where a guy under 30 can get his hands on the cash he needs to buy his freedom.
There are few industries that give non-specialists that kind of pay, especially young guys. Learn how to close, learn how to service your customers and most importantly, learn how to toughen up in the face of stress and rejection. Now before we get into the job terminology, sales environments and breakdown of the key industries, you need to understand what sales really is:.
Sales is manipulation. A great salesman is a great manipulator, no exceptions. Everything you communicate to people is to serve your purposes, how artful and how unfair you are depends on your level of skill and your ethics. Everyone is manipulative, a good salesman is just better at it. In fact I was probably worse, in high school I used to get anxiety from having to call the pizza man. I was raised to be very polite and not pushy. Calling up strangers and asking them for money was not my first career choice, in fact it was my last career choice.
My dream was to be a prop equities trader. Not making good money was not an option for me so I knew what I had to do. I had to move into the only industry where a guy like me could do six figures: sales. So I sucked it up, put together a terrible resume and somehow talked my way into a sales job. My first day on the floor I was so scared of making my first cold call that I could barely hold the phone. Not only that, but the confidence I learned in sales put my social skills on steroids.
I took what I learned from sales, banked my cash, built an online business and moved to Thailand.
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