I hope you’re not looking for magic words or formulas or phrases to say to yourself in the mirror. Life doesn’t work that way, and business doesn’t either. There are no secrets; there is no magic. The process of successful selling means endless use of your mental resources. The fact is that ANYBODY CAN DO WHAT I HAVE DONE. You don’t have to be a genius. I never even finished high school. But I still trust my eyes and ears and my feeling about how I like to be treated, and I know what makes me buy from one person and not from another one.
ANYBODY CAN DO WHAT I HAVE DONE.
I have trained myself to remember at all times that everybody I meet can become important to my business life. I never think of any person as just one sale. Never. I always think about Girard’s Law of 250; all the friends, relatives, fellow bowlers and co-workers who can turn out to be part of that 250. Every time you turn off just one prospect, you turn off 250 other people with money in their pockets who might want to give some of it to you. Can you afford to have just one person come to see you and leave sore and unsatisfied? Not if the average person influences 250 others in the course of his or her life. It doesn’t take a mathematical genius to know that Girard’s Law of 250 is the most important thing you can learn from me! I know how much of my sales and my income comes from people telling other people about me. It’s a powerful force in my professional life, and it should be in yours. This is a business like attitude that you had better develop and keep in your head every working hour of the day.
The message is that you can do it, because if I did it, starting when and where I did, then practically anybody can do it. But you have to want to do it. I know a lot of salesmen who are just as smart as I am, maybe smarter. And plenty of them are just as good closers, maybe even better, but they don’t put it all together like I do, and like you can. But if you expect to get more, you have to want more. You have to know what you want so bad you can practically taste it. Then want it bad enough to make it affect your professional life. Nobody can be a great salesman without wanting. And the more you want, the more you will drive yourself to do what it takes to sell. Look at everybody you meet as if he can give you what you want if you can get him to buy from you.
That sounds pretty simple. Nothing to it. Nothing except getting your own head right. That means you have to look at your work as a profession with the right moves, with ideas and methods that work and learn from your experiences on what doesn’t work. You have to study yourself and your work so that you know what makes you effective. If you are doing your job, you really do become your customer’s friend. I have said that if you have read and listened and learned the way I learned and did what I did, you would be a better seller of whatever you sell and would like your work and yourself better. That guarantee still holds. If I did it, you can do it. I guarantee it!