Simplify Every Transaction - Top Salesperson's Winning Strategies

Author: Xie Degao
Publisher:
Publish Date: 2006-12-01
Features:
1. To persuade customers, you must first persuade yourself. For a salesperson, one of the keys to closing a deal is a strong desire to succeed. You must view closing deals as your second life and plant this seed deep in your heart. A top salesperson once said, "I have an unparalleled passion for sales, and the satisfaction that comes from a successful transaction is simply my life's fountain." This top salesperson had already achieved both fame and fortune, but closing deals still held an irresistible allure for him; to him, closing deals remained the most attractive challenge in the world.
1. Convince Yourself "It Will Definitely Close"
Before you can persuade a customer to buy, you must first master yourself. However, the most difficult subject for most people is themselves. No wonder Scottish poet Robert Burns prayed to God, "Please grant me the strength to know myself." In reality, the best way to master yourself is very simple—it consists of four words: positive thinking. This theory has existed for a long time because it is correct. Recent medical research shows that some cancer patients who "imagined themselves healing" actually broke free from the control of their illness!
Jim Newman, a famous soccer player, once said to his coach, "Are these difficulties really difficult? The answer lies in willpower—willpower is the key to success, and success or failure depends on your mindset!" Newman later became the vice president of Hamilton Company. He said, "I believed my coach's words then, and I believe them even more now."
Iowa in the United States suffered a five-year drought on the frontier, leading to economic depression and a significant decline in people's purchasing power. Salespeople who came to Iowa for business complained that it was extremely difficult to make sales—they hit walls everywhere and achieved nothing. However, the sharp-witted Clement Stone didn't see it that way. He believed that business is about people, and as long as there are people living somewhere, there is always business to be done—the question is how to do it. He drove himself to West Osceola City in Iowa to expand sales. In the car, he imagined that he would succeed and didn't dwell on the possibility of failure, so he always maintained high spirits and a positive attitude.
Clement went straight to the downtown area of West Osceola City and walked into the largest bank there. He found the bank manager and tried to sell him an accidental insurance policy. He briefly introduced his insurance business and said, "Our insurance policy costs very little but provides reliable protection." Without much persuasion, the bank manager bought Clement's insurance policy. A cashier and a teller who were present also bought policies. Clement then went to other stores and organizations, where people also eagerly purchased insurance policies. The sales were unexpectedly good.
When Clement discussed this successful sale with his company's sales team, he explained, "After the bank manager, who had a wide network of connections, bought the insurance policy, others followed suit. Because they had suffered a five-year drought, people were very afraid of accidents. I chose insurance policies as the product to sell, making them realize that insurance was not something optional but essential for protecting their lives and property."