“Everyone lives by selling something.”
Robert Louis Stevenson
A thin man eats to live and a fat man lives to eat.
You don’t expect much from a cook, yet you expect a fine meal from a Chef.
How is it there’s such a vast difference in the way basic things are done? How is it those often almost unnoticeable differences produce such dramatically different outcomes?
These differences, my friend, are the result of:
- Attention to detail
- Passion
- Commitment
The thin man, the cook, and the average sales person miss the mark on each count by just a little. Water at 211 degrees is just hot water, yet increase that temperature one teensy degree and you unleash enough power to pull a train with cars as far as the eye can see. Improve the way you sell one little degree and you transform from an average sales person to a top producer.
Read these three sentences placing emphasis on the italicized word in each sentence -
- The red house is the one on fire.
- The red house is the one on fire.
- The red house is the one on fire.
Change the way you emphasize just one little word and the entire meaning changes.
The cook approaches the meal with the thought of getting it done. The Chef approaches the meal with the thought of creating an experience for the taste buds. The cook is happy when you are full. The Chef is only happy if you had a mouthwatering eating encounter.
The average sales person approaches sales with the thought of closing the sale. The top producer approaches sales as the beginning of a life-time relationship.
The average sales person thinks only of the process. The top producer is passionate about the engagement and discovery.
The average sales person always leaves a way out… a back door for escape. The top producer is all in all the time. There’s no need for back door options because the top producer’s focus is on the right option for both the producer and the new client.
Yes, sales is a process. However, sales done right is a passion fulfilled through a process.
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