Sales Crumbs from the Master's Table

Author Commentary with Brandon

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Chapter 13 Commentary

Key Lessons

Don't Sweat the Small Stuff!

As the Richard Carlson's title "Don't Sweat the Small Stuff" suggests, we have to roll with the punches in sales and in life. It is a seemingly small point, but with big ramifications. People should not be able to ascertain how you are really feeling from your countenance, your walk or demeanor. This is not meant to suggest a ruse or a "social mask" - but if we all looked sour when things went wrong and only happy when things went perfect the world would be a "salty place!"

Every event in our lives is a teachable moment.

We have to be focused on extracting the lesson and improving ourselves when necessary. When looking in the rear view mirror of your not- so- positive experiences, play back an "alternate ending" and see yourself successful!

With each transaction, remember your mission!

To put yourself in the best position to close sales, you have to be mindful of what the client wants. Think of your own desires and problems. What would you want if you were in their shoes? We all want answers, but upon examination, you will understand we all have a specific way we want the answers presented and implemented. Within the science of the product, you have to inject and nuance your "sales voice" - all the while uncovering/discovering what the client wants and how they want it.

Static and Dynamic

You should realize that while the product you are selling is "static," you and the prospect are in a "dynamic" exchange. It then stands to reason that your ability to "connect" to people, empathize with their needs/problems/desires, and provide an answer consistent with their preferences are the overriding factors in sales success.