Description
Allow me to Introduce Myself
In my twenties I picked up a “motivational” book for the very first time. I was told this one book, “Think and Grow Rich”, by Napoleon Hill, would change my life in the same way it had focused “millions before me”. But, in my opinion, on the first reading it had little or no impact on me or my life. Prior to that time my sole inspiration came from those peers I revered and idolised. They were the sellers that would leave the office with four or five black and white television sets early afternoon and return the next day with a fist-full of orders, deposits and cash. The next day they would top up again, sell a few more, and again return with more orders, deposits and cash. To me at least, what they were achieving was a lot more relevant than any of the words penned by Napoleon Hill.
But is wasn’t till years later, when I had read, “The Five Great Rules of Selling”, by Percy H. Whiting (first published in 1947) that began to realise that both my perception and fundamental foundation of selling and professional selling techniques had been modelled by those I looked up the most. And more than a half of what I had learned did not align with what this book, and other subsequent books by the supsersellers of the time, had suggested was the necessary course of action in specific situations. What’s more, the more I studied their techniques, the more my own figures increased.
Other classic books around that time, such as “How I Raised Myself from Failure to Success in Selling”, “How I Multiplied my Income and Happiness in selling” and “How I Learned the Secrets of Success in Selling” by Frank Bettger, as well as the motivational masterpieces of the time such as “How to Win Friends and Influence People” and “How to Stop Worrying and Start Living” by Dale Carnegie, had a more than profound influence upon my life.
And it didn’t take too long for me to realise that many of those that I looked up to didn’t pass on everything they knew. Just like a mother purposefully leaves out one or two final (but critical ingredients) in a recipe she passes onto her daughter-in-law in order to maintain her superiority as a cook in her son’s eyes, in so many cases, so do so many above-average sellers.
Years later, other classics like the “Power of Positive Thinking” by Dr Norman Vincent Peale, became a constant companion. I would also highly recommend this book to my friends, my staff and my peers, with a word of caution however – that they overlook, or even take out the “religious” overtones. Today I realise that without that “religious” content, Dr Norman’s best seller could not have been written. It was simply a book dealing with the power of self-motivation based upon his faith in God and reliance on the truth contained within the pages of the Holy Bible.
At that point I have to admit I was both pleased I had read these works, and at the same time a little a little frustrated and bewildered. For some strange reason I got the impression that I had to believe in myself or fail. I also observed that some of the very successful people I had met did not seem to possess many of the success traits, love for humanity and other “essential” factors for success. And that success factors in one field of endeavour may not necessarily translate in the same way to another.
Experience also taught me that a positive mental attitude alone was not the universal criterion for success. Success was related to a number of factors all working together in harmony with each other. The pressures of life and the performance levels we are required to adhere to, rely more on the right mental attitude than on any other factor. A point brought out by Earl Nightingale in his film narration of “the Strangest Secret”. A film I can honestly say changed my life and helped me rise above the threshold of above average results, to levels I had only dreamt of previously.
Since that time, I have had the privilege of meeting (and/or working) with some of Australia’s elite salesmen. Those in the top 1% of money earners. Over that time, so many of the average (and even above average) salespeople I have come into contact with in this country have suggested that their professional secrets are hard to get hold of.
I have not found this to be the case. Every PROFESSIONAL SUPERSELLER I have met (and/or worked with) has been more than willing to help, advise and answer any question I had put to them. I also understand, that because of the many that approach them and on so many cases disagree with their methods, they can be selective as to who they are prepared to divulge their “secrets” to.
In one occasion I was told, “Why should I help them, when all they want to do is to gather information and in most cases never even try it out, How will they ever know it will work for them?” Another stated that, “At best, some people will show off that new information to their peers, but never get around to using it themselves.” These statements are sad, but true. I only pray that the contents of this book are not dealt with in the same manner.
The entire contents of this book have been designed to give every individual salesperson who takes the trouble to read and/or study this book, an insight into how the SUPERSELLER thinks, acts and responds to many of the daily tasks and demands experienced by every salesperson, no matter what their rank or standing in either their own personal or corporate sales ladder.
Peter Collins
INDEX OF CONTENTS
- Selling is An Awesome Responsibility
- Now Lets Open in the Negative
3. Introducing The Need for World Class Closing Books
- Today’s Modern Sellers Mostly Dread Fear of Rejection
- Today’s Modern Sellers are Afraid of Being “Too Pushy”
- Today’s Salespeople Simply Don’t Know How to Close
- Modern Salespeople Simply Don’t Know When to Close
- Today’s Salespeople are Mostly Afraid of Objections
- Too Many Sellers These Days are Afraid of Awkwardness
- Remember this well – If You Can’t Close, You Can’t Sell
- Best Sellers Say that A Strong Desire to Close is Essential
Among so many of the low earning people in sales there is a need to knock professional closing techniques and consider them something that the sales industry used to do, but today we have different techniques that suit the majority of “free thinkers” in sales. Others say that professional closing techniques are considered to be “too pushy.” And yet others suggest that they have a handful of closing techniques they use, and “this is all they need.”
Strangely though, those detailed in the above paragraph, would be considered to be the uneducated that earn a living in sales (for a while) and prefer to “wing it” picking up something “here or there” rather than undertaking formal sales training.
On the other hand, this book unashamedly exposes their self imposed limitations in seven defined areas of professional selling and closing. It’s an easy read and a revealing read. And the best part is – it’s FREE.
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