Videotape yourself and perfect your techniques. I recorded myself every day and watched my gestures, my hand motions, and even my emotional responses. Throughout the day I’d write down all of the objections I heard, and the next day I’d team up with another associate and we’d practice handling them until I was satisfied. Drill and practice build confidence. You’re already doing this now, whether you know it or not, but you’re doing it to build bad habits, not good ones.
STANDING IS FOR LOSING, SITTING IS FOR CLOSING
I’ve watched salespeople enter negotiations standing up, which is a common error. They stand there talking about their prices, payment plans, programs, guarantees, and benefits, and in so doing, they’re only talking and not showing. No wonder they aren’t closing! They’re talking too much and not using anything to establish their credibility. Remember, your buyer will believe what he sees, not what he hears! Talking and telling aren’t closing. They won’t get a salesperson even a remote shot at the close!
You’ll almost never close a deal if you’re standing up. Sit your clients down and show them what you can do for them. Support it with facts they can see and substantiate. Standing up is for walking; sitting down is for closing. So sit your customer down and get your buyer in a position to be closed. “Sit right here, sir, and let me SHOW you the facts about the product.” Don’t pitch it; show it. When you’re making a proposal, sit the buyer down and write down the facts and figures. Telling him verbally is a waste of time and effort and almost never results in a close. So sit the buyer down and show him what you’ve got, and be prepared to hard sell in order to close the deal.
CHAPTER TWELVE QUESTIONS
How is “hard selling” someone different from pressuring someone into buying?
What is a great way to handle someone that suggests you are pressuring them?
What are the two things you have to become convinced about in order to reach hard-sell status?
1.
2.
What is the formula for hard sell?
1.
2.
What are the three suggestions the author makes for learning how to hard sell?
1.
2.
3.
CHAPTER THIRTEEN
MASSIVE ACTION
TAKE MASSIVE ACTION
Most people incorrectly estimate the amount of effort it takes to get the results they want. When it comes to taking action, never think in terms of balance; always think in terms of massive amounts of action. Assume in the case of action that more is better and less is nothing. Whatever you think you need to do to get the job done, increase the amount far more than you think is necessary, and you’ll get results beyond your wildest expectations.
Never let the psychiatrist types convince you with their psychobabble and mumbo jumbo that you need “balance” in your life or that you should “stop pushing yourself” and “live in the moment.” This advice is promulgated by those who apparently want you to have a mediocre life, and they have no evidence to substantiate this advice as valuable. The more I work and accomplish, the better I feel. The less I do, the more tired I feel. When it comes to getting big results and becoming wildly successful, you have to take action in that direction in massive quantities. There’s no way around it.
I love action, and the more, the better! I love getting things done, and I bet you do, too! I love the satisfaction of accomplishing a task. I’m happiest when I’m producing and creating. I love working in my yard more than I like lying on my sofa.
If you want to get anyplace in life, you’ve got to take action. If you want to take a trip, you’ve got to fill the tank with fuel and then accelerate the car down the highway. If you want to build a house, you’ve got to pound nails and pour concrete. If you want to win the lottery, you’ve got to buy a ticket. To get results, you have to take action! The amount of success you have is limited by the amount of action you take. Stay away from the people who tell you to stop working so hard and suggest that you should relax and take it easy. You can take it easy once you make it. For now, take action, and take it in massive quantities.
I took massive action in my life and have done so until it became a way of life, a discipline. Am I a maniac? I certainly don’t think so, and I can tell you that I’m living a life that no one in my entire heritage has ever experienced. Do you think a man gets elected president of the United States without taking massive action to ensure he gets elected? Do you think Tiger Woods didn’t take massive action to become the greatest golfer in the world? Mr. Woods out-practices everyone in his field, and because of this dedication to massive action, he has reached levels that others never dreamed of. To become president in your field, you will have to be out of balance, totally focused, and dedicated, following up with tremendous amounts of action.