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Libro: LITTLE RED BOOK OF SELLING

Autor: Jeffrey Gitomer’s

All of teres attibutes of RED must be present in a salesperson as a basic fundamental of success. If you don’t love it, if you ain’t passionate about it, if you ain’t on fire, you’re gonna lose the sale to someone who is.

What’s the difference between failure and success in salespeople?

1-Believe you can. Have the mental posture for success. Believe you are capble of achieving it.

2-Create the environment. How conducive is your eniroment to attitude and success?

3-Have the right associaitions. Network, how successful are the people you associate with?

4-Expose yourself to what’s new. How much time are you spending each day learning something new?

5-Plan for the day. Are your plans and goals in front of your face every day?

6-Become valuable. How valuable are you to others?

7-Have the answers your prospects and customers need. Propects don’t want facts, they want answers. How good are your answers?

8-Recognize opportunity. Stay alert for the situations that can create success opportunities.

9-Take advantage of opportunity

10-Take responsibility. For your actions and decisions.

11-Take action

12-Make mistakes. The best teacher is failure.

13-Willing to risk. Risk is the basis of success.

14-Keep your eyes on the prize. How focused is your success effort? As focused as your play effort?

15-Balance yourself. Your physical, spiritual and emotional health are vital to your success quest.

16-Invest, don’t spend. Do you invest (in yourself) each month?

17-Stick at it until you win. How many projects do you abandon before they’re complete?

18-Develp and maintain a positive attitude. How positive is your attitude?

18.5-Ignore idiots and zealots

We live in a world of negative conditioning. The three big motivators are… fear, greed and vanity.

Failure actually only occurs when you decide to quit.

You have a responisbility to yourself to achieve.

What causes a slump? Here’s a prescription to help cure sick sales:

1-Study basics

2-Revisit your (or make a new) plan for success

3-List 5 things you could be doing to work smarter AND harder

4-Change your presentation

5-Talk to your five best customers

6-Get someone you respect to evaluate your presentation

7-Get to work an hour before everyone

8-Hang around positive, successful people

9-Have some fun

10-Listen to your favorite song just before the presentation

11-Take a day off

12-Avoid negative talk and negative people like the plague. Find people who will encourage you, not puke on you.

Philosophy drives attitude. Attitude drives actions, actions drive results, results drive lifestyles.

Are you a winner? Or a whiner?

Personal Branding is sales: It is not who you know, it’s who knows you.

What’s your Brand? Not just your Company Brand –I’m taliking about your personal Brand. In sales, prospects buy the salesperson FIRST. If they buy Brand-you, then they may buy what you’re selling. How do you get a Brand? How do you create a Brand?

Want a 50 new leads a week? Give a free speech at a civic group.

The best way to market yourself is give yourself to the market. Expose yourself to your prospects.

Don’t give a sales pitch, but do speak on your topic.

Don’t sell your stuff at the meeting. Make a lunch appointment or breakfast meeting, and avoid making a sales pitch.

No matter who you are or where you are in your sales career, free speech can impact learning and earning. Free speech isn’t just a right –it is an opportunity. Exercise yours.

Price Vs Value:

When there’s no value all that’s left is Price

Not everyone will buy value. Thirty to forty percent of all customers will buy Price. That’s the bad news. The good new is 60-70% of all customers will buy value if you provide it to them.

People who buy Price have no visión. They are not looking beyond the moment of purchase.

Give value first, don’t add it.

Questions unlock sales.

After about 30 days of asking the right questions you’ll begin to see the real rewards.

Ask Smart questions, they think you’re Smart.

BUYERS DON’T WANT AN EDUCATION. BUYERS WANT ANSWERS.

Powerpoint is used to convey a message. Powerpoint humor is an aceptable Messenger.

Who is the most powerful member of your sales team? A satisfied customer

VIDEO WILL LED YOU TO A SALE, BUT IT WON’T MAKE THE SALE –THAT’S THE JOB OF THE SALESPERSON. THERE MUST BE A SMOOTH TRANSITION FROM END OF VIDEO TO NEXT STEP IN THE SALES CICLE. OUR SUCCESS HAS COME BY MAKING VIDEOS ON PURPOSE FOR A PURPOSE TO ACHIEVE A PREDETERMINED OBJECTIVE.

Tips for making your video:

High quality is worth it.

The video is what you put in it

Less is more. 5-8 minutes is optimum run time

Make your video real. Be relaxed and animated

Write a script before you start.

Let your satisfied customers tell as much of your story as you can

A video picture is worth a sale.

Nothing could be more powerful than the words of one customer who loves you, telling a customer thinking about doing business with you to DO IT!

Tesimonials are the only proof you’ve got

6 positive sales senses:

1-The sense of confidence. Don’t confuse confidence with its evil twin –arrogance-

2-The sense of positive anticipation.

3-The sense of determination. Determination is having the prospect tell you no, and you gear it as “not yet”

4-The sense of achievement.

5-The sense of winning. The will to prepare to win must exceed the will to win.

6-The sense of success. This is the hardest sense to master, because you must sense it before you actually achieve it.

I can wish all I want, but the hard work is up to you!

The biggest mistake salespeople make is trying to sell for the wrong reasons, their own. You see, people don’t buy your reason –they buy for their reasons- so find their reason (their why) first and sell them on that.

12.5 PRINCIPLES OF LIFE-LONG LEARNING

1-It Starts with a positive attitude

2-Listen to audio tapes

3-Read books

4-Attend live seminars

5-Join Toastmasters

6-Record yourself speaking

7-Record yourself Reading

8-Record yourself selling

9-Record your personal comercial

10-Record your own set of sales tapes

11-Listen to your own tapes as much as you listen to others

12-Spend 30 minutes a day learning something new

12.5-Practice what you’ve learned as son as you learn it.

Great book with a fantastic tips to take advantage in the sale field.Positive attitude, read books and learning something new every week are essential principles to get success. Remember that when there’s no value all thta’s left is price, what is your value?