Summary of Selling or Selling
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ScribdTranslationsSummary of Selling or Selling
Uploaded by
ScribdTranslationsSummary of selling or selling
Chapter 1
Knowing how to sell is a prerequisite for life:It doesn't matter who you are or what you do,
you always sell something.
The commission: earned in everything, salary increase, profit margin, etc.
Beware of false information: if you have not experienced it, your advice is not worth it.
Sales are critical for survival: we always have to sell, it is vital for the
survival of people.
Chapter 2
Sellers manage the economy: If it is not sold, it is not produced. As a professional in
With a specialty, you must know how to sell your knowledge, and you will never lack work.
Sales or a university degree? Not all successful people have that success because of it.
They taught in school. School does not give everything. You learn to sell.
All professions depend on sales: because you will never survive otherwise.
You know how to communicate, persuade, or close a deal. If you don't know how to sell, you will be a thief, no matter how professional you are.
Chapter 3
The professional: The best salespeople do not designate themselves as salespeople, but rather as litigants.
negotiators, moderators, advisors, founders, agents, actors, artists, planners, etc.
Amateur: it is a hobby.
The great deficiency: there are few sellers, and those are the millionaires.
Chapter 4
Commitment: to give oneself completely
Envy: it is characteristic of people who do not commit.
The power of prediction: knowing what will happen is something only professionals possess. Clients need
prediction, time is gold
The only reason you won't like sales: The only reason a
A person does not like what they do because they do not know what they are doing.
Becoming the best: If you are not able to increase your income, then you are not a professional.
Chapter 5
Knowing how to sell yourself: being confident in the quality of your product
Conviction is the turning point of any negotiation: to believe that it is worth your
product.
Overcoming the phenomenon of the ninety days: it can only happen when sales do not
they have the effects you wanted.
Sell yourself or let others sell you: pull out the game of what you have to sell.
Preach by example: your product is of good quality, would you be willing to take the risk of buying it?
risking your money
Selling ice to an Eskimo: as a biologist, I can only sell my knowledge as a biologist.
The vital point: to be proud of selling the product and to buy it if you were the customer.
Chapter 6
It's almost never about the price: what is the advantage that justifies the difference?
The price experiment: if the price drops too much, people do not find value in the product.
It's about love, not cost: Do you love a product? Because if you do, you will be willing to
pay whatever it takes to keep him.
Upward, never downward: having more than two options to present more expensive products.
It is the sellers, not the customers, who prevent sales: Yes, I am
I agree with you that it is a lot of money for a gift, but luckily in the world, money is not scarce.
Water and coffee: how the client makes decisions and will have benefits and losses. The product has to
it is worth it otherwise there wouldn't be Starbucks.
Chapter 7
There is no shortage of money: money is meant to be used and not to be possessed.
Your buyer and their money: in the first purchase there will always be doubt about investing.
The second purchase is easier than the first: once the wallet is opened
it is no longer under control.
The more they spend, the better they feel: people like to show off, one must settle down.
in the second sale, which would be dessert.
Chapter 8
The business of people, not X business: first is to offer the benefit, then the product.
Listen to the customer and give the benefit, do not use customer information to manipulate.
People are more important than products: if the customer is far away,
make everything viable. Prices, information, etc.
Chapter 9
Always come to an agreement with your clients: even if the client is wrong, you have to agree.
agreed.
It only takes one: people naturally have an absolute need to be right, and the
the seller has to give it to him/her.
The challenge of agreeing: First, agree. Then you are given the opportunity to close the sale.
How to soften a client? Agree on the timing to convince them of the benefits of the
product.
Chapter 10
Don't say, show: the client will always be distrustful because of the scams we see.
The potential client does not close a deal, you do: recognize the client, that's all they have.
What a client does is give you their money.
Credibility equals more sales: if you lose creativity, you lose the customer.
People believe what they see, not what they hear: show them the quality of your product.
How to handle the buyer's distrust?: show him information that validates you.
product. If it is written, it is true.
Help them believe in you: assist the customer in believing by showing them the product.
Chapter 11
The magic of giving and giving and giving: the idea is to close the deal, not to win. Giving knowledge, ideas, etc.
Love the person in front of you: first attend to your client, then attend to email.
telephone, etc
Hotel Four Seasons or Fiesta Americana: the service has to be the best, persuade and
help. problems = opportunities for future sales
Service is more important than the sale: service is more important than the sale.
Chapter 12
A difficult sale: don't stop asking, the desire to help, because you know your product is good.
The formula to achieve a difficult sale: 1. Believe that your product is of quality, 2. Ability to
I will stay with the client no matter what happens.
The recipe for closing a deal: knowing what to say naturally
He who stands up loses; he who sits down wins: do not negotiate while standing and show him the...
benefits with references
Chapter 13
Take massive action: the amount of success depends on the amount of actions.
Four types of action: 1. The correct action, 2. The incorrect action 3. The lack of action (that
it will always result in nothing) 4. The massive action! (e.g. Doing too much, not settling for numbers
small)
Productivity leads to happiness: doing enough to be happy or to be a winner
The 10X rule: when doing something, do 10 times more things to achieve it.
Act like a madman: take whatever actions are necessary to make it happen.
Chapter 14
Work on your power bases: focus on fixed clients.
How to build your power base?: Tell your entire environment what you are dedicated to.
Imposing yourself or helping?: working with your acquaintances.
Capitalize on easy sales: people feel comfortable with the familiar.
Create power!: always inform yourself about fixed clients
Chapter 15
How much time do you have?: we all have the same time, 24 hours a day
Use all your moves to sell: walk with people who add up, that you can
to sell
How much time are you wasting? Become a master of the clock, not its slave.
The opportunity to go eat: we need to work on the people who can buy.
Eating out increases your sales! Mix with people you can sell to.
Chapter 16
A good attitude is more valuable than a good product: making people feel good
personas, brings benefits for the seller.
Treat them as if they were millionaires: the best attitude brings luck. Treat the customer as if
I'm going to give you 1 million dollars.
A product of your context: you are a product of everything that surrounds you, for example, if the newspapers say that there is
economic crisis, people anticipate the crisis before it actually arrives. Stay positive.
Chapter 17
The most important sale of my life: attitude is more important than the product.
Chapter 18
The perfect sales process: the sales process must be quick and simple. The client
it has to be comfortable. Steps
Greeting: to make a good impression,
Welcome, thank you for coming, how can I help you?
Hello, thank you very much for taking the time to see me.
Tell me what you know so far so that I don't waste your time with information you already know.
° How great that I was able to see him today and thank you very much for your time. What information do you need to take advantage?
as best as possible your time?
2. Determination of desires and needs. Knowing what the client needs and
because he/she needs it.
3. Choice of product, presentation, and description of its value. Choose for your
client a product, according to what he told you.
4. Make the offer. Make an offer to the client.
5. Conclusion of the transaction or customer exit: it is the most important part of selling
Chapter 19
Success in sales: commitment is success
Do you fulfill your potential?
Do you approach success as a duty and an obligation?
Would being more successful be harmful to you?
Does your whole family follow the same plan to be successful?
Be honest with yourself, never justify your failures: do not justify mistakes
Chapter 20
Training tips for salespeople: practice, train to sell
Chapter 21
Have a presence on social media: being known on social media, if people don't you
he/she/it cannot do business with you
Chapter 22
Practical tips for handling any type of situation:
Rejection: do not play the victim, improve the product
Negative environments: there should only be positive people in your surroundings. Negatives = enemies
Discipline: have a schedule of activities
The economy: preparing for all economic scenarios
The competition: Do not compete, dominate a sector
Know the product: be committed to the product
Follow-up: manage clients
Organization: making sense of every step
Resistance to picking up the phone: calling the customer
Keep your production chain full: have all potential customers in sight
Close the sale: agree on the solution and the product proposal
Unreturned calls: always call the client
