229: The Seven Lucky Stars Of Selling

<p>Luck is the nexus of hard work and persistence.  Salespeople need some luck, even if they have to create it themselves.  That old blues refrain “If it wasn’t for bad luck, I’d have no luck at all” can’t apply. We have to make our own luck and here are seven luck creation principles we can start using immediately to help us get there.  No fancy varsity degrees or puffed up IQ scores needed.  Common sense that morphs to common practice is all we need to change our luck in sales.</p> <p> </p> <ol> <li>Arouse in the other person an eager want</li> </ol> <p>Salespeople are consumed by what they want and it is usually getting enough commission to be able to eat.  Buyers don’t purchase for any other reason than getting what they want.  Our job is to communicate in such a way the client realises they have a want they didn’t recognize or give sufficient import to previously.  Opportunity cost is a measure which shows that taking no action is not a zero cost option.  Clients are not in a static market, their competitors are still alive and hungry for market share. </p> <p> </p> <ol start="2"> <li>Talk in terms of the other person’s interests</li> </ol> <p>We have to show that taking action today is needed and that argument has to be based around a good understanding of what the client needs as opposed to wants.  If we honestly have the buyers interests foremost in our minds we can build the trust needed to secure the business.</p> <p> </p> <ol start="3"> <li>The only way to get the best of an argument is to avoid it</li> </ol> <p>Salespeople arguing with buyers is the silliest thing in the world.  Nevertheless, there are legions of salespeople out there trying to slam square pegs into round holes and make a deal fit which should never even be a consideration.  Trying to overpower the buyer to drive them through force of will to buy is ridiculous, has always been ridiculous and will remain ridiculous. Some salespeople don’t learn however.</p> <p> </p> <ol start="4"> <li>Let the other person do a great deal of the talking