Sales Notes from Paul J. Meyer
Every time you maintain active your internal motivation, you will develop attitudes and habits that will guide you towards the success.
There is nothing augmenting motivation more than the knowledge of the success consecution.
Fear and faith can not live together in your mind.
In the moment you make a compromise to put your maximum effort in order to reach your goals, and then continue to achieve consisten work habits, the only limit will be the sky.
If you want to be at the top of your sales career, you will have to let you teach.
The salesman that has a poor image of himself will tend to consider the "no" of a potential client as a personal rejection.
Try to maintain yourself motivated remembering potential clients that buy, instead of getting obsessed with those who don´t do it.
Because no one will tell you how many hours you have to work, you will have to establish the amount and control them so faithfully as a worker that has to check-in.
Because no one will tell you the first thing you have to do, you will have to be able to develop your capacity of initiative, investigate what has to be done, and do it.
Your success depends on your capacity and desire in taking responsabilities in order to achieve your objectives.
The main characteristic of the personality of a successful salesman is his enthusiasm.
At the beginning of the day, repeat a positive affirmation. Tell yourself verbally and mentally, that today is going to be the most successful day in your life. The attraction law inevitable works all time.
Immediately after according an important appointment or closing a sale, use the resultant enthusiasm in order to achieve another success.
Every successful salesman has acquired the habit of doing things that loser people do not like and will never do.
A successful person is influenced by the same human preferences and by the same prejudices that dominate a loser. The main and most important difference is this: successful people have strong purposes and decisions, a decided resolution sufficiently powerful so as to acquire the habit of doing things they do not like to do.
First of all, we form habits, and then our habits form ourselves and our future.
The bigger your potential client list is, more qualified buyers you will develop, and bigger will be the closing sales average. As a consequence, your possible income will be unlimited.
When reading an article or hearing about a realization of a company, of a sales director, or an executive or owner of a company, write down a congratulation letter and generate an opportunity to have those people as clients.
When you form an exact mental image of the profile of a good client for your business, then you will be looking new potential clients everywhere.
Successful people not just see, they also observe. They take notes. They are alert respect to others.
The use of the references system will guide you through the development of a great contact network inside a related clients group.
The creation of influence centers is the key stategy for any experienced prospector.
Unless your form the habit of prospecting, unless you develop and turn that habit into an obsession, your daily work will be uncomfortable and you won´t get aything.
Successful sales are only obtained when you visit the correct persons, in the correct moment, and under the correct conditions.
A salesman who does not prospect do not sell.
The influence centers always respond positively when they are informed that thanks to them someone could make business with others.
Condition your mind towards the consecution of success using the word "interview" instead of "appointment".
Be always prepared to make the sale exposition in the act, if anytime your potential client asks you "why not right now?". If you are not prepared, maybe you lose any chance to make the interview further.
Reserve a determined hour every day and a particular place for the basic phone calls. Select that hour in which you feel ok and capable to go for potential clients.
Write down the excuses you receive more frequently when potential clients always repond automatically with a "no" and do a plan of how to deal with them. A positive plan to face excuses can help to increase professionalism.
You must have in mind that every telephone call is worthy, although you don´t get an interview in that call particular call.
Your interest in people will make you obtain a lot of information that will tell you if they are or not potential clients for your product or service.
Although the amount of sent letters justifies its printing, personalize them with a brief script note. The extra time and the effort in writing personal letters tends to be compensated later.
Resist to the temptation of including advertising, catalogs or pamphlets inside the package in which the personal letter goes. Reserve these materials for the interview.
Sending 10 presentation letters every day and following them immediately with each person is better than sending a hundred letters and let time go for contacting them so that when doing it probably they have forgotten the content.
We can learn our sales program perfectly, we can do an excellent job with our presentation, but non of this will be useful if we are not in front of a potential client.
The price we have to pay as a salesman is the development of work habits which will guide towards face to face interviews. If this price is not paid in autodiscipline, organization, planning and prospecting then we are exposed to failure.
The main reason I chose sales as a carreer was, first of all, because I am my own boss. I start when I want, and finish when I decide.
The price for success is exact, and there are few exceptions. Work is the price we have to pay, and working correctly means getting positive work habits. Therefore, if positive work habits is the price we have to pay, then I ask you to honestly answer this question to you: Do I agree to pay that price?
An essential premise in the development of positive work habits is the one of having your own starting power, your own "on" key.
Develop the habit of doing things losers do not like to do and will never do.
Good work habits:
* Increase productivity and income;
* Improve self-esteem, improve confidence, and provide better enthusiasm for work and life.
* Provides capacity to face a large list of work themes without feeling frustrated, discouraged, or depressed.
* Improve capacity for making decisions.
* Improve solving time problems through a better organization, and through establishing priorities.
* Provides capacity to face quickly and effectively crisis situations.
* Provides more leisure time.
* Provides a global sensation of success.
When you develop excellent work habits and assume responsabilities to get your own success, frecuently you will go further in your own intuitions because you will be ready to satisfy needs soon as you notice them.
Maintaining daily registers of activity and results produce a sensation of consistency, and consistency will guide you through success.
Ask yourself "Is this the best way to employ my time right now?"
The starting point towards success of a professional salesman is to honestly worry about others.
Always conserve your profession with the best self-esteem, because you are really important in the world´s economy.
Unfortunately, sometimes salesmen do not recognize the importance of their profession. As a consequence, they use to have a poor vision of themselves, and therefore fear appears.
Your self-confidence will find the others respect.
A salesman who does not listen, does not sale. The more you listen, the bigger your sales will be.
Successful salesmen always expect to close a sale. They assume that their potential clients will say "yes". This positive mental posture creates an atmosphere of security that leads to closing sales.
The difference between high-level salesmen and the mediocre ones is in the frecuency and the persistence of placing orders.
You can become a closing sales expert if you have in mind this five basic rules of sales:
* Convince potential clients that you are willing to do anything for their well-being.
* Help potential clients to recognize their needs. Discover their basic need and help them to see that way your product or service can contribute to satisfy those needs.
* Help potential clients to convice themselves. Those who believe that something is product of their own ideas, are usually ready to take action.
* Always show clearly the value and benefits of using your product or service.
* Simplify purchase conditions to your clients. Create an environment in which saying "yes" will be easier than saying "no".
Never doubt about the total value of your offer. Your company has provided your product or service a price that can be paid. Totally convince yourself that the price you are asking for is in fact lower than the value your product will offer to your potential client.
Therefore, you can go out and sell secure based in benefits, not in price.
You will not have the product or service on sale with the lowest price always. So be prepared to justify the price you are asking for, to demonstrate that it is the adequate. The key to overcome price objections is in the application of the product knowledge. This is, to understand and being capable to apply the different competitive advantages the superior quality of your product or service owns.
Having success when facing objections highly depends on your attitude. If you assume the sale has finished when you receive an objection, then it will be finished. On the contrary, if you assume that the objection represents a new opportunity of sale, it will sure be.
How many times can you tolerate receiving a "no"? How many times can you hear a potential client say "no"? Or a cold negative? Or a "leave me alone" and still go back again? In other words, how much tolerance to a "no" do you have? Have you ever analyzed your own power of resistance in order to check what is guiding you towards failure?
How many times can you tolerate receiving a "no"? The are no enough "no" in any language so as to discourage anybody that faithfully wants to become a winner, that kind of person that is self-confident and goal-directed.
