Sell or Be Sold(22)
Did you know that there’s enough money circulating on this planet for every human being to have a net worth of $1 billion? One billion dollars! Are you getting your share? If you’re not, it’s because you’re thinking in terms of hard work and limits, not in terms of abundance.
Look out at the Pacific Ocean and observe the infinite energy created there. The Pacific never stops. Go out there and get as many buckets of water as you want. How many buckets can you take? If you took as many bucketfuls as you wanted, would there still be plenty of ocean? Absolutely.
Look at how much money is in the marketplace. How many people own homes, own cars, pay telephone bills every month, and buy clothes and food? There are endless amounts of money, and if we ever get close to running out, they’ll just print more—thus inflation!
Get over the idea that there’s a scarcity of money because there isn’t! There’s plenty of money to go around. If you start looking for prosperity and abundance, you’ll see that these things exist all around you.
ALERT! If others have a difficult time getting money from you, you’ll never find it easy to get money from others. Many of the best and highest-paid salespeople I’ve known are the most generous people I’ve ever met. They’re less scared about money, not because they have it, but because they understand that money is to be used, not possessed. Because they know this, they don’t have trouble getting others to part with it.
YOUR BUYER AND HIS MONEY
Your buyer becomes quite funny when it comes to decision time and giving you the money. It’s as if money somehow identifies him or he feels he’ll be different once he gives it to someone else. When it comes to actually parting with the money, buyers can act strange and start making excuses; they might generate odd stories and even alter the truth a bit. The trained professional knows how to stay in the deal, knows how to handle objections and stalls, and knows how to persist and can do so without appearing to pressure the customer.
It’s even funnier when you consider that most people aren’t giving you money; they’re merely transferring numbers from one bank account to another. In most cases they aren’t even paying for it; someone else is. But they say, “I can’t afford this.” Of course they can’t afford it—that’s why we have banks!
I’ve had people tell me that my price is too high when it wasn’t even their money on the table. When the actual money guy got involved, he immediately said “yes” and never once mentioned the price.
Some of the most difficult buyers I’ve ever been involved with later thanked me profusely for hanging in there with them, working through the price issues, and helping them make the right decision. Love your product, love your service, love your customer, and love yourself enough to learn how to “hard sell.” If you need some help handling your buyers’ price objections, then get my complete audio program on closing the deal. It will change your life.
SECOND MONEY IS EASIER THAN FIRST MONEY
I discovered the second-money phenomenon by accident one week when I was on fire, selling everybody that I called on. It was one of those freak moments when everything was easy and effortless. Every prospect I was working with was buying from me, and it seemed as though I’d walked through some magical closing portal in the universe. I’d spent hours selling this executive team who were trying to make sense of the product being affordable for their company. They finally submitted to my logic and persuasion and agreed to make the purchase.
Upon acceptance of that product, I decided to see if I could move the executives up another level, as I truly believed that it would be a better investment for the company. I knew that they’d already gone over budget, but I had to try anyway. I suggested to them that since they were already paying more than they were comfortable with, why not go all the way and move up another level? They looked at each other and turned to me in astonishment. “Actually,” one of the guys said, “we were going to ask you to do just that. We’re already paying more than we can afford—we’ll just have to produce a little more to make it work.” In that moment I’d stumbled across one of the great secrets of selling: Second money is easier to get than first money.
Startled by this discovery, I reflected on times when I’d been out shopping for a product and took forever to decide on that one particular item. But once I finally made a decision and bought it, I found myself buying another eight items on the way out of the store. This phenomenon is common among consumers. Once the flow begins, the buyer becomes more open to making more purchases. It is my belief that the consumer is actually using the second and follow-up purchases to support the rightness of his first decision.