Most Important Concepts:

• You are not really in a position to sell until you have asked enough questions and listened closely enough to the answers.
• Activate both desire for gain and fear of loss.
• Do what successful people do. Follow the leaders, not the followers.

How Can I Use this Information:

Chapter Recap:

1 - The inner game of selling

• The real creators of wealth in our society are businesses. They produce all products and services, create all profits and wealth, pay all salaries and benefits.
• The very best proof that something can be done is that someone else has already done it.
• The more you like yourself, the less you fear rejection and the less you fear failure.
• The very best salespeople have a natural capacity to make friends easily with prospective customers.

2 - Set and achieve all your sales goals

• Set clear goals for daily, weekly, monthly, yearly amount of sales. Then set clear activity goals that will help you achieve these sales goals.

3 - Why people buy

• You are not really in a position to sell until you have asked enough questions and listened closely enough to the answers.
• The prospect does not care about what your product is, but what it does for him.
• Activate both desire for gain and fear of loss.
• People decide emotionally and then justify logically.
• Everything counts. Everything you do helps or hurts. It moves you toward success or away from success.

4 - Creative selling