3 Principles Of Selling & How To Create Wealth
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photo credit: Fredrik Thommesen
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Principle 1. To Create Wealth Sell A Solution
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If you’ve never really noticed, in the world of marketing and sales so many people get it wrong.
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If you’re in sales and marketing you know that there is lots of sales books and training that leads you to, “how to be a great closer.” Bah humbug, I say!!
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I’ve never had to close anyone and if I did then I learned the hard way that a person convinced against their will is of the same opinion still. I may have gotten a sale but the life time value of that customer just went down the toilet. i.e. future sales and/or referrals. This equals no wealth.
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The world today is a different place all together. Consumers are more savvy than ever these days. As a consumer you would hardly fall for shady and quick tactics that may have worked on you 10 years ago.
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When I was in the mobile home industry and selling trailers for $100,000 plus…I knew that people weren’t going to make hasty decisions. People wanted to buy, not be sold. So I allowed them buy.
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My customers had problems and I had the solution. They weren’t happy with their lifestyle…
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It’s funny because today I’ve learned about implicit selling vs. explicit selling and how important implicit selling is to solution oriented sales. Even back in my early twenties I was practicing implicit selling. Why, is that important, you ask?
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Principle 2. Implicit Vs. Explicit Selling
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I actually learned what this was recently from Frank Kern, however I wasn’t aware of the fact that I had been doing this for years already. If you’re not sure who he is, study him. He is a master of creating wealth by understanding peoples true wants and desires.
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Explicit is selling to someones head, logically and convincingly. This is what most traditional Salesmen do. Sure it works, but it’s a LOT of work and you have to be more savvy than the customer. (I’m not saying you’re not providing value to them still, but it’s never the less still a lot more work than the later I’m about to mention)
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Implicit selling is when you allow the customer to make up their own mind and it’s their decision to buy into your product or service. They own the decision and will defend it to the death lol. Sounds a lot better doesn’t it?
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For example: in the mobile home industry, fellow sales men twice my age couldn’t understand how I could get 20k, 30k and even 80k down payments in order to obtain financing after only meeting with someone one time.
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What they never understood was that I never asked for the money. People willingly gave it to me!
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My customers already bought in their minds because I painted the picture of the quality of life they were going to live based on owning the home. I never sold price or the actual home, I only sold the experience of the home. Such as painting the picture below as their backyard.
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When it came time to obtain financing they would ask how much they had to give me that day to obtain the financing and I would simply say, that depends on how strong you want to come off to the bank.
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They always wanted to show as much good faith as possible to obtain the best deal possible so they willingly gave me the full down payments. Often very large ones. When often because the other sales guy twice my age were selling to the persons head they rarely got more than a $500 dollar deposit. Ha!
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Even back in my early 20′s I realized people didn’t really buy price and they didn’t buy homes, they bought experiences. This is one of the secrets to creating wealth you want to latch onto.
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When you understand people buy experiences and solutions to their problems and not products you can make a fortune.
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Principle 3. People Buy People Vs. Products or Services
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But even before people buy experience, you really back up and take a look at face to face selling and realize the above all else, people buy people before they buy anything.
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People have to trust you and like you.
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Even Jim Rohn said:
“To attract people of quality you first must become a person of quality”
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With all of the social media and web 2.0 marketing happening today, I realize that the fundamentals to them are really no different than face to face selling. People have to buy you and your authenticity first before they buy your products & services. More on that in a second…
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“Selling is nothing more than a transference of belief.”
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If you were to tell me you aren’t a sales man, I would ask you to elaborate and you would then begin to sell me on all the reasons you could never be a sales person. Of course I would then gently remind you of just how good you are at selling lol.
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Many people I do this will just sit there wondering what on earth I’m talking about.
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I then would tell you that you almost got me. That you almost sold me on the fact that you aren’t a salesperson ha!
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I realize people are selling all the time, however people just don’t realize the context of which they do so. People will sell you on the fact they had a good experience about something or a bad one. Bottom line.
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So How Does This Help You Create Wealth
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What are you selling yourself?
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What beliefs are you selling yourself on?
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Wealth is all around us in the form of opportunity and creativity. I read recently:
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“It’s not your resources that are most important to your success but your resourcefulness that is your most valuable asset.“
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The bottom line is what are you selling to yourself? Are you selling yourself short of your ability to create wealth?
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I believe you have what it takes. Dig into your resourcefulness. Dig into some of the concepts I’ve shared with you here today. If you’d like me to write about them in more detail let me know by commenting on this post.
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Or hell even if you think what I’m talking about is pure hog wash…let me know that too lol.
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It’s nothing a little street wise education and discipline can’t take care of. The age of information is upon you and I’m fortunate enough that I can apply old school street wise marketing principles to the new and improved world of web 2.0.
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These are 3 principles that if studied and applied will allow you to implement a street wise 2.0 attitude that will get you well on your way to creating wealth from the inside as well as creating wealth on the outside.
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The world and the web will give you such a different result if you learn, engage and apply.
Take a moment to visit these two sites in order to get some great insight on wealth and communication:
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Dr John Demartini – Heroes of Healing
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Mindset Mastery 32 The Simplicity Of Wealth Creation
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