Sell or Be Sold(16)

Become so sold, so convinced, so committed to your company, product, and service that you believe it would be a terrible thing for the buyer to do business anywhere else with any other product.

Are you so sold on your product that you think it’s detrimental and unethical not to convince someone to buy from you? Get to that point and watch your production freak out! When a customer doesn’t buy your product, do you actually feel bad for him and lose sleep feeling like you’ve screwed him over because he didn’t buy it from you? If you were really sold, you would feel like that. That is sold! The person who is sold completely won’t let people not buy, because that would be a violation of his own integrity! Reach that level of being sold, and I assure you that people will buy from you.

You might ask yourself, “But what if I’m not convinced that I have the best product or the best service?” Then get convinced, and do it right now! Do whatever it takes to believe that you’re offering the greatest product and the greatest service. Find the plus points and sell yourself on them completely.

Let us take as an example an unhappily married man who wishes he had a better relationship. Perhaps he hasn’t been paying attention to his wife and he’s lost some of his commitment and passion over the years. What happened? He basically isn’t sold anymore. At one time he was completely sold on his wife, so sold that he suggested they spend the rest of their lives together. Somewhere along the line he stopped selling himself on the marriage.

If you want your marriage to work better, then convince yourself that you have the best spouse on the planet. How is your spouse the best? What sets him or her apart? What makes that person unique, different from any other human being on this planet? What are you sold on? She burns dinner, she looks terrible in the morning, and she’s got big ugly feet! Setting the negatives aside, look at what sold you on her in the first place. Sell yourself on her all over again. Find the plus points and ignore the imperfections. Get back to being sold and doing the things that you were doing early on and watch the change. You’ll be amazed to see what happens. Suddenly she isn’t burning meals anymore, she looks great in the morning, and she’s gone out and gotten a pedicure and a nice pair of shoes.





GET SOLD OR BE SOLD


Should you lie to yourself? Of course not; but you’ve got to get yourself sold no matter what! Rather than lying to yourself, a better alternative is to do what a champion does: Champions decide to win the game with what they have to work with. They don’t change teams. They make the most of the assets and strengths available to them. They play the cards they’ve got and they make the most of the pot. They don’t lie to themselves; they convince themselves that the only solution is winning, and they commit to one outcome only—success!

Focus on winning whatever game you’re playing in life. Sell yourself on what you need to do today to make today great, to make your relationships great, to make your neighborhood great, to make your life great, and to make the sale. Find every plus point and sell it.

David beat Goliath not because he had any real chance of being able to, but because he sold himself on the idea that he had to. Did he lie to himself? Absolutely not. He became convinced that his survival depended on taking down the giant. This is what you must do. Get sold and get committed to the fact that you’re offering a superior product or a great service that can’t be beat. You’ve got to make it so true to yourself that you can say it to others with such conviction that no one would even think of challenging you.





PUT YOUR MONEY WHERE YOUR MOUTH IS


One time a real estate agent was trying to convince me that a particular investment was a great deal and a great opportunity for me. He kept going on and on about what a fabulous investment this property was. But I wasn’t convinced because he didn’t say it convincingly. He lacked the believability of someone who is completely and thoroughly sold on his product. Like any customer who isn’t sold, I started questioning him. It wasn’t the deal that I was unsure about as much as it was the salesman who was pitching it. Something just didn’t add up with the way he dressed, how he presented his pitch and the rushed, loud sales talk. He sounded like a “salesman,” not like someone who was completely and securely confident about his product.

Finally I asked, “Since you continue to tell me how great an investment this is, how many have you bought yourself?”

With a dumbfounded look on his face, the salesman quietly answered, “None.”

You might be thinking that my question was unfair because maybe he couldn’t afford the product. Look, if it’s a sure thing, why not pool all the money you, your kids, your parents, and your friends have and buy it? If it’s a sure thing, you’re not putting anyone at risk. If your product is a great deal, wouldn’t it make sense that you’d be willing to buy it yourself?