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“One Big Secret That All Superstar Salespeople Share" PDF Print E-mail

“One Big Secret That All Superstar Salespeople Share"

 

We all have customers say “No” to us.

I do too. But here is something that all great salespeople share…..They don’t take it personally. A “No” to them simply means that;

they are talking to the wrong person

they didn’t ask the right questions,

they showed the wrong product,

they didn’t cover the objection in the product demonstration

They didn’t give a demonstration

They didn’t give the prospect time (at the store) to absorb the idea of buying

They ignored what the prospect was telling them

They insulted or aggravated the customer

 

Notice these are all the responsibility of the salesperson? It’s never the prospect’s fault that they didn’t buy. It’s yours. The Master Salesperson accepts the responsibility for a lost sale.

 

Accepting responsibility is different from taking it personally.

Frankly, my blood pressure doesn’t change whether they buy or not. If I do everything in my power to be of service to them, and they walk…….I don’t give it a further thought...maybe ““What could I do to improve my performance?” but that’s it.

 

The downside of this is...I forget the people who bought. If they come in an hour later, I don’t usually remember them. Weird. I remember the sales, but not who bought.
 

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Reviews from Amazon.com.

Your Survival Guide to Ad Reps Who Don't Know Any Better!, January 23, 2010

By Gloria Steinman "Obsessive Compulsive Book Re... (Sandusky, OH)

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If you have ever been approached by an ad rep, you know the feeling of confusion and frustration. They tell you how much your business will increase and how you will get SOOO many new customers. Then you run the ad, nothing happens, and the rep comes back and tells you to run it again to see if it works next time. Surely if you continue to run the ad SOMETHING will happen!

After months of spending hundreds or even thousands of dollars, many business will throw up their hands and proclaim "ADVERTISING JUST DOESN'T WORK!"

 But what you don't know, and to be honest the ad rep doesn't know it either, is that the simple act of purchasing an ad does not mean you will get a response!

There are tried and true "rules" to advertising and Claude's book is very good at laying those "rules" out in an easy to understand way. It is not the last book you should ever read on advertising but it can be used to IMMEDIATELY improve the response to YOUR advertising!

 I highly recommend this book to any small business that operates on a local level.

The $20 bucks you'll spend (at Amazon.com) on this book will be well worth it and if you actually put some of Claude's principles to work you could see a return on investment worth thousands of times the cost of this book! Claude has spent 10 years in the school of harsh reality and has tested and tweaked these methods for the survival of his own business.

Claude Whitacre is My Hero!

 An Incredibly Valuable Book!, January 19, 2010

By Mike McGroarty

The Unfair Advantage is an excellent book that every small business owner should have on their desk. Not their bookshelf, on the desk, and the pages should be dogeared from constantly refering to this book. All businesses need to and should advertise aggressively and this book really does give you an unfair advantage by teaching you how to craft your advetisements, and where and where not to place those advertisements. Advertising that doesn't work is expensive. Advertising that REALLY works is libertating and will take your business and your life to the next level and beyond.

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