First Rule Of Sales

Most everyone I talk with considers selling to be a pushing thing.

In other words - it's the salesperson pushing the product or service
and the buyer is resisting - holding out- stalling. Until recently,
most sales training programs taught the same thing. Trainee
salespeople had to learn dozens of phrases to manipulate the buyer
into a corner. Pretty stressful and often unpleasant for both sides.

But how about if selling was the ability to help the customer find
what he wanted. Not so much a push and pull but rather a joint
seeking.

See - the buyer knows a lot more about what he wants than
he tells the salesperson.
He has been conditioned over time to be careful about what
he discloses because he knows that a sharp salesperson may
use that information against him.

So he only tells the salesperson enought to point the way -
but that's it.

It's very difficult under these circumstances to avoid a combatant
relationship.

The solution.

Persuade the customer that you are working in his best interests
and that if what you have works for him - great. If not you will
point him in the right direction.

How will you know when this is happening?

When the customer sends you his close friends with his
recommendation to work with you. He feels safe enough
with your expertise and integrity that he is prepared to risk
his friendships.

How to achieve this objective. Watch the next post

Making money on the internet - yeah right!

Welcome to Growing Income.

The most asked question I get is - is it really possible to live in pajamas and earn
dollups of cash.

Well - yeah , it's possible. I mean Hugh Hefner spends a lot of time in his jammies
and he's doing ok. Seriously though - only two places to get money - steal it or
somebody gives it to you.
Stealing allows you to spend quite a lot of time in pajamas but not with the same
kind of lifestyle that Hefner enjoys. So that leaves money that others give you.

Apart from Granny at Christmas time - most people are kind of possessive
about their cash and don't really want to give it away - so how do you get it.

They'll only give it away if they figure they are getting more than they are giving
- yeah, it's a swop really. I'd rather have that cold can of coke down my throat
than the $4 in my pocket
When you can get that right - then you get to wear what you want.

So the question is - why do you want to live in pajamas - and how badly.

And that's what this rambling is all about.

Till next time

Kevin Bauer