How to be Fascinating …

Fascinating things/ people do/ are :

  • Provoke strong Emotions
  • Create Advocates
  • Become a cultural shorthand for a set of actions or values
  • Incites Conversations
  • Force the competition to conform to them
  • Are not afraid to challenge status quo

Triggers of Fascination:

  1. Alarm: Provocing a alarming signal in people does
  2. Lust: Talking to the senses. Sex sells.
  3. Trust: The only strategy to build long term commitment to something/ to someone is by establishing trust.
  4. Power: The show of Authority
  5. Prestige: What makes to the product/ person stand above the rest?
  6. Mistique: Sending mixed signals
  7. Vice: We like things that are forbidden, play with that

These are the 7 triggers that acording to the author make us fascinated of something, he recommends to use them wisely and never all at once.

Book on the subject: Fascinate: Your 7 Triggers to Persuasion and Captivation

Sell to Survive by Grant Cardone, Book Notes

My notes on the book:

Sales is Universal
Selling — (Merriam dictionary) the action of persuading or influencing another to a course of action or to the acceptance of something. Who does this not impact?
businesses fail first and foremost because their ideas weren’t sold quickly enough and in quantities great enough, and therefore they ran out of money
There’s no salary guaranteed in life. The whole world is on commission and the whole world is required to sell!
Health is a commission for taking care of yourself and your mind.
The point is, selling is about life and every area of life involves selling.
Every person, no matter what his profession is, relies on selling.
Become a Professional
COMMIT AND BE DONE WITH IT. Committing is when you make a firm decision, you quit wondering, and then
you follow your commitment through with actions.
The ability to predict is the first thing that happens when you become a professional,
(“objections” notebook and wrote down every customer objection.)
Conviction
If you’re not getting your way, you’re not sold.
Because of their lack of conviction, they are not consistent producers.
Conviction is the Make Break Point
If you really want something great to happen, you’ve got to be unreasonable even if it means convincing yourself beyond reason that what you have is better.
Being unreasonable means that you are sold on what you’re selling, and it is your conviction alone that will sell others.
Anytime you find yourself having trouble getting your way, look no further than your own degree of conviction in what you’re selling.
If your product is a great deal then wouldn’t it make sense that you’d be willing to buy it yourself?
people sell products that they don’t own themselves!
To the degree that you’re in disagreement with some product or idea, you won’t be able to sell it
If a person won’t spend money or tends to be really cheap in how he spends his money, he’ll always have trouble getting other people to their spend money!
If you won’t buy it yourself, then you’re not sold yourself!
The Price Myth
Consumers want to take home lots of things, not just one thing.
People love showing off.
Therefore, the second purchase reinforces that the first purchase was the right decision.
The People Business Not the “X” Business
If you understand the product before you under- stand people, you are putting the cart in front of the horse.
It has been said that people do not care how much you know until they know how much you care.
Communication = Sales If you don’t get into communication with the buyer you have no chance of ever making the sale.
Just talking about your product is not communicating because there’s no exchange of ideas between you and the buyer. In sales we’re interested in communication that gains access to information, which can be turned into action. To gain information means that your communication should include lots of questions.
People are senior to the products! People are senior to the processes employed by companies. No product or sales process will ever be successful if it doesn’t make people senior!
Never forget, people buy products and it’s your job to sell people on your product, not to sell your product to people.
The Magic of Agreement Always Agree With the Customer
The ability to agree with the customer is senior to all other rules in selling!
If you start the relationship off with agreement, you’ll have a chance to tell the prospect about your product.
Note: “I only have 5 min.”
There’s no easier way to instantly end an argument than by agreeing with the opposition.
Establishing Trust Show, Don’t Tell
Prospects Don’t Make Sales, Salespeople Do
Credibility is one of the most valuable assets you have as a salesperson. When something happens that puts your credibility into question, it becomes difficult to get the buyer to trust his decision to do business with you.
Great salespeople understand the buyer’s distrust, accept full responsibility for it and never take it personally.
I always assume that the buyer doesn’t trust a single word I say to them
People Believe What They See, Not What They Hear
The rule to handle a buyer’s distrust is to always use and show written material to support your presentation and proposal
When you’re documenting facts for your customer, it’s preferable to use third party materials that support what you’re saying.
Always, always, always write down what you’ve said, offered, proposed, promised, implied and suggested. Anytime you’re going for the close, insist on putting it in writing.
The more data, the better. Don’t be afraid to use a lot of data. – Keep your information current. – Have your written information available and easy to access. – Use third party data as much as possible. – The more you’re able to access the data in real time the better. Real time data is preferable to prepared data. – Use computer generated data whenever possible!
The Magic of Give, Give, Give
Selling is the act of giving not getting, serving not selling.
Tip: Problem = Opportunities for Future Sales.
Service is Senior to Selling
The Hard Sell
I do know that most people will not buy without someone asking them to and people will never say yes to someone who quit asking.
The willingness to stay and persist even when the prospect becomes noisy is what separates the professional, consistent closer from the amateur who randomly closes deals. If you don’t truly believe that your product will somehow bring the buyer more enjoyment, benefit or security greater than the numbers they have in the bank, then you’ll never be a great salesperson and you’ll never fully understand the concept of “hard sell.”
The Formula for Hard Sell
1. You must have the belief that what you’re offering is the right thing for the prospect.
2. You have to be trained to stay in the close no matter what happens. You’ll need to be armed with an arsenal of ways to handle stalls, emotional reactions and objections. My closing program is
Exercsise: Every morning I’d team up with another salesperson and we’d practice every possible situation we could possibly encounter that day. This turned me into a lethal individual at closing deals. If you can’t close, you lose.
Video yourself and perfect your techniques. I recorded myself everyday and watched my gestures, hand motions, even my emotional responses. Throughout the day I’d write down all of the objections I heard
Standing is for Losing, Sitting is for Closing
You’ll almost never close a deal if you’re standing up. Sit your client down and show them what you can do for them and support it with facts they can see and substantiate.
Take Massive Action
The fourth action, Massive Action, is by far the most successful tool I’ve had in my life and has resulted in more success for me than any other single thing I’ve done.
Massive Action = New Problems
When you’re not perfect and polished, the only way to compensate is by taking lots of action.
Production Yields Happiness
Most people don’t get enough in life only because they never do enough in life! Production makes people feel good
free advice like, “Slow down—smell the roses.” Disregard them and consider their suppressive comments as a sign that you are on the right track
Anyone who tells you that you’re working too hard is not working hard enough. Unfortunately, such people have given up their hopes of having an extraordinary life.
The 10X Rule If you want one thing, take massive action equal to at least ten times what you think it will take to ensure you attain that one thing.
Be mad in how much action you take until it becomes a habit, a way of life and normal for you.
Act like a madman when it comes to action and get completely unreasonable about what you think it will take to get the job done. Be without sanity or logic or reason when it comes to taking massive amounts of action
The Power Base
The first thing you need to do is make a list of your powerbase.
The purpose is to get in contact with them and to work and restore your powerbase.
Find out about them, what they’re doing, their work, the family and everything that’s going on. Restore the relationships.
Existing customers are the easiest sale there is to make and I always prefer them over a brand new prospect.
If you want to guarantee certainty in your sales production and assure yourself a long and happy career in selling, stay in touch with the people in your powerbase. Love them, call them, wine and dine them, send them presents and continue to show interest in them.
Time
Starting today, I want you to take a look at how much time you waste in a day. Every time you find yourself doing something that is not productive, make note of it.
Write it down and become aware of all the things you’re doing that don’t add up to moving your team and your company down the field.
My rule is if they work with me, they won’t buy from me and that excludes them from spending lunch with me.
Today I invest my lunchtime, breakfast and dinners with buyers, prospects and even long shots.
If you aren’t where you want to be in life, you’ve got to work every angle, every minute and snatch up every opportunity.
Remember that a product can be shopped, but a great attitude cannot. A price can be beat, but a great attitude is priceless. There’s nothing more valuable to anyone than a positive person.
Avoid:
1) Avoid newspapers, television and radio.
2) Stay away from “can’t do” people, people that have trouble in life and people that don’t do well. You
3) Get everyone in your life on the same page
4) Avoid drugs and alcohol because of the negative influence
5) Avoid hospitals and doctors if at all possible.
6) Treat negative talk like garbage
7) Start the Negativity Diet today. Commit to no negative thoughts, ideas or talk for the next twenty-four hours.
While selling is a career for many, it’s a requirement for all. You need to sell, negotiate and persuade others in life to get what you want.

How to Win at the Sport of Business by Mark Cuban

Here are my complete notes on the book, mostly direct quotations from the book.

Notitzbuch für
How to Win at the Sport of Business: If I Can Do It, You Can Do It
Cuban, Mark
Citation (APA): Cuban, M. (2013). How to Win at the Sport of Business: If I Can Do It, You Can Do It [Kindle Android version]. Retrieved from Amazon.com

PART ONE: The Dream
It is time to get paid to learn.
Find a Job where you can learn something
I was getting paid to learn about how computers work, how big companies work and how middle managers work—that was a whole lot better than paying tuition to get a business education.
I was 23. I had no money.
trusted me, not because I was the most knowledgeable about computers, but because they knew I would do whatever it took to get the job done.
Most people won’t put in the time to get a knowledge advantage.
Even know most information is free most people pass on it. They dont put in the time. That is my chance!
read more than three hours almost every day, but it gives me a level of comfort and confidence in my businesses.
PART TWO: Lessons Learned: My First Business Rules
Lesson #1: Always ask yourself how someone could preempt your products or service. How can they put you out of business? Is it price? Is it service? Is it ease of use? No product is perfect and if there are good competitors in your market, they will figure out how to abuse you . It’s always better if you are honest with yourself and anticipate where the problems will come from. Lesson #2: Always run your business like you are going to be competing with biggest technology companies in your industry—
Ask how I would compete with the bog dogs if they would enter my market
If you are ready to compete with the big guys, you are ready to compete with anyone else.
The Sport of Business
One Book can spark a billion dollar idea
book
That’s what success is all about. It’s about the edge.
The edge is being able to confidently call out someone on a business issue because you have done your homework. The edge is recognizing when you are wrong and working harder to make sure it doesn’t happen again.
sport of business.
The Sport of Business is forever
The One Thing in Life You Can Control: Effort
a lot once I bought the Mavs. In sports, the only thing a player can truly control is effort. The same applies to business.
It meant making sure that every hour of the
day that I could contact a customer was selling time, and when customers were sleeping, I was doing things that prepared me to make more sales and to make my company better.
Effort is measured by setting goals and getting results.
Scatterbrained and in College – Being Focused at 21 is Overrated
Being focused at 21 is way overrated . Now is the time to screw up, to try as many different things as you can and just maybe figure things out. The thing you do need to do is learn. Learn accounting. Learn finance. Learn statistics. Learn as much as you can about business. Read biographies about businesspeople. You don’t have to focus on one thing, but you
have to create a base of knowledge so you are ready when it’s time.
What Are You Destined to Be?
I’m a big believer that getting married is about finding yourself first, which makes it a lot easier to find the right person.
financial debt is the ultimate dream killer.
Never settle. There is no reason to rush.
You Only Have to Be Right Once!
In business, to be a success, you only have to be right once.
it doesn’t matter how many times you fail. It doesn’t matter how many times you almost get it right. No one is going to know or care about your failures, and neither should you. All you have to do is learn from them and from those around you because … All that matters in business is that you get it right once. Then everyone can tell you how lucky you are.
What I Learned From Bobby Knight
“Everyone has got the will to win; it’s only those with the will to prepare that do win.”
Drowning in Opportunity / Winning the Battles You Are In
1. Everyone is a genius in a bull market
2. Win the battles you are in before you take on new battles
I’ve learned to hire people in whom I can build trust, and let them take the ball and run with it.
Win the battles you are in first, then worry about expansion internationally or into new businesses.
winning your core business will pay off far more.
3. You can drown in opportunity
As an entrepreneur you have to know what the core competencies of your business are and make sure that your company focuses on being the absolute best it can be at executing them. Bottom line is this: If you are adding new things when your core businesses are struggling rather than facing the challenge, you are either running away or giving up.
Don’t Lie to Yourself
“The worst evaluator of talent is a player trying to evaluate himself.”
lying to myself and pretending that I could turn on a switch and become a details person, or accepting the fact that I’m not, and partnering with someone who is.
Find someone who can make my ideas work
The Best Equity Is Sweat Equity
Rule #1: Sweat equity is the best startup capital The best businesses in recent entrepreneurial history
are those that began with little or no money.
In all of my businesses, I started by putting together spreadsheets of my expenses, which allowed me to calculate how much revenue I needed to break even and keep the lights on in my office and my apartment . I wrote overviews of what I was selling, why I thought the business made sense, an overview of my competition, why my product and/ or service would be important to my customers and why they should buy or use
Cuban Business Plan:
Once I could put the idea on paper, I gave the company a name. From there, I took the most important step: I tried to find people to shoot holes in the name.
Notiz – Seite 43
Let people critic the idea
Markierung (Blau) – Seite 44
Far more often than not, raising cash is the biggest mistake you can make.
Markierung (Blau) – Seite 45
There are only two reasonable sources of capital for startup entrepreneurs: your own pocket and your customers’ pockets.
What Will You Remember When You Are 90?
Markierung (Gelb) – Seite 47
When I (hopefully) turn 90 and look back at my life, would I regret having done it, or not having done it?
Connecting to Your Customers
Markierung (Gelb) – Seite 48
“Treat your customers like they own you. Because they do.”“You have to re-earn your customers business every day.”
Markierung (Gelb) – Seite 48
“You Always Have Other Options.”
Notiz – Seite 48
The Customer
Markierung (Gelb) – Seite 48
only way you can connect to your customers is to put yourself in their shoes.
It’s OK to Be a Whiner
Markierung (Gelb) – Seite 51
Whining is the first step toward change . It’s the moment when you realize something is very wrong and that you have to take the initiative to do something about it.
Notiz – Seite 51
Winning can produce business ideas. Listen to the whiners of other products.
The Path of Least Resistance
Markierung (Gelb) – Seite 54
In business, one of the challenges is making sure that your product is the easiest to experience and to sell.
Notiz – Seite 54
Customers want it simple. Let people go the way of least resistance. Amazon = Buy-One-Click
Markierung (Gelb) – Seite 54
Moral of the story: Make your product easier to buy than your competition, or you will find your customers buying from them, not you.
Markierung (Blau) – Seite 55
Everyone follows the path of least resistance.
Notiz – Seite 55
Help the customer in his indecisions by suggestion
Need a Job?
Markierung (Gelb) – Seite 56
Finance, accounting, sales,
Notiz – Seite 56
Big three to know
Markierung (Gelb) – Seite 57
2. If you can sell, you can get a job— anywhere, anytime
Markierung (Blau) – Seite 57
selling was a job for a lifetime, but they were right.
Markierung (Gelb) – Seite 57
The best salespeople are the ones who put themselves in their customer’s shoes and
Markierung (Gelb) – Seite 57
provide a solution that makes the customer happy. The best salesperson is the one the customer trusts and never has to question. The best salesperson is the one who knows that with every cold call made, he is closer to helping someone. The best salesperson is the one who takes immense satisfaction from the satisfaction her customer gets. The best salesperson is the one who wakes up early every morning excited to come to the office, get on the phone and let people know exactly why he loves his product, job and clients.
Taking No for an Answer and Other Business Mistakes
Markierung (Blau) – Seite 59
“Thank you for taking the time to listen/ read. Would you mind sharing with me what you didn’t like about the product or why you like the product you chose?”
Notiz – Seite 59
Ask that when objections come … Make it a automatic process when someone says “No”
Markierung (Blau) – Seite 60
The more you push someone who has said no, the more likely you are to appear desperate, and that desperation impacts your brand
Living in a Tense Economy, aka Sometimes You Have to Say “WTF!”
Markierung (Gelb) – Seite 61
you set your monthly income requirements too high, you eliminate a significant number of opportunities. The cheaper you can live, the greater your options. Remember that.
Markierung (Gelb) – Seite 62
WTF-time means fighting through your fears to take a job in a new industry. It means trying different things to find out what it is you love to do. There will be no such thing as too many jobs.
Markierung (Blau) – Seite 62
Go where people are not. Just like you never thought you would fall in love again after your first heartbreak, you will find another industry or job that you love as much. Move down your list to other things. Then get ready to work. Hard.
Markierung (Blau) – Seite 63
If it matters how much you get paid, you are not in a job you really love.
Markierung (Gelb) – Seite 63
Once you have found out what you love to do, there is only one goal: to be the best in the world at it.
Markierung (Gelb) – Seite 63
The very worst judge of your abilities is you. Self-evaluation is never successful.
Markierung (Pink) – Seite 63
You are going to screw up. We all do. I can’t tell you how many times I did and continue to. It happens too often. But no matter what happens, every morning, the minute after you wipe away the crust from your eyes, remind yourself that you are going to enjoy every minute of the day.
Why You Should NEVER Listen to Your Customers
Markierung (Gelb) – Seite 65
“The best way to predict the future is to invent it.”
Markierung (Gelb) – Seite 65
Entrepreneurs always need to be reminded that it’s not the job of their customers to know what they don’t.
Twelve Cuban Rules for Startups
Lesezeichen – Seite 67
Markierung (Gelb) – Seite 67
1. Don’t start a company unless it’s an obsession and something you love. 2. If you have an exit strategy, it’s not an obsession.
Markierung (Gelb) – Seite 67
3. Hire people who you think will love working there. 4. Sales Cure All. Know how your company will make money and how you will actually make sales. 5. Know your core competencies and focus on being great at them. Pay up for people in your core competencies. Get the best. Outside the core competencies, hire people that fit your culture but are cheap. 6. An espresso machine? Are you kidding me? Shoot yourself before you spend money on an espresso machine. Coffee is for closers. Sodas are free. Lunch is a chance to get out of the office and talk. There are 24 hours in
Markierung (Gelb) – Seite 67
a day, and if people like their jobs, they will find ways to use as much of it as possible to do their jobs. 7. No offices. Open offices keep everyone in tune with what is going on and keep the energy up. If an employee is about privacy, show them how to use the lock on the john. There is nothing private in a startup. This is also a good way to keep from hiring execs who cannot operate successfully in a startup . My biggest fear was always hiring someone who wanted to build an empire. If the person demands to fly first class or to bring over a personal secretary , run away. If an exec won’t go on sales calls, run away. They are empire builders and will
Markierung (Gelb) – Seite 68
pollute your company. 8. As far as technology, go with what you know. That is always the cheapest way. If you know Apple, use it. If you know Vista … ask yourself why, then use it. It’s a startup, there are just a few employees. Let people use what they know. 9. Keep the organization flat. If you have managers reporting to managers in a startup, you will fail. Once you get beyond startup, if you have managers reporting to managers, you will create politics. 10. NEVER EVER EVER buy swag. A sure sign of failure for a startup is when someone sends me logo-embroidered
Markierung (Gelb) – Seite 68
polo shirts. If your people are at shows and in public, it’s okay to buy for your own folks, but if you really think someone is going to wear your YoBaby.com polo when they’re out and about, you are mistaken and have no idea how to spend your money. 11. NEVER EVER EVER hire a PR firm. A PR firm will call or email people in the publications you already read, on the shows you already watch and at the websites you already surf. Those people publish their emails. Whenever you consume any information related to your field, get the email of the person publishing it and send them a message introducing yourself and the company.
Markierung (Gelb) – Seite 68
Their job is to find new stuff. They will welcome hearing from the founder instead of some PR flack. Once you establish communication with that person, make yourself available to answer their questions about the industry and be a source for them. If you are smart, they will use you. 12. Make the job fun for employees. Keep a pulse on the stress levels and accomplishments of your people and reward them.
Twelve Cuban Mantras for Success
Markierung (Gelb) – Seite 70
1. Time is more valuable than money
Markierung (Gelb) – Seite 70
2. Commit random acts of kindness
Markierung (Gelb) – Seite 70
3. No balls, no babies This is something a blackjack dealer once told me when I asked him if I should hit or stick. It is also my favorite line and probably the thing I tell myself the most. Once you are prepared and you think you have every angle of preparation covered, you have to go for it. No balls, no babies. 4. Work hard, play hard I went seven years without a vacation, but I sure managed to have fun. You have to find ways to blow off steam so you don’t blow a gasket. 5. Don’t let fear be a roadblock
Markierung (Gelb) – Seite 71
6. Expect the unexpected, and always be ready
Markierung (Gelb) – Seite 71
7. It’s okay to yell and be yelled at
Markierung (Gelb) – Seite 72
8. Everyone gets down; the key is how soon you get back up
Markierung (Gelb) – Seite 72
10. It’s not in the dreaming, it’s in the doing
Markierung (Gelb) – Seite 73
Business happens over years and years. Value is measured in the total upside of a business relationship, not by how much you squeezed out in any one deal. 12. You only have to be right once
Markierung (Gelb) – Seite 73
The beauty of success, whether it’s finding the girl of your dreams, the right job or financial success, is that it doesn’t matter how many times you have failed, you only have to be right once. No one keeps score. There are so many ways that each of us can find happiness and success in our endeavors, that it never really matters how many times you fail. You only have to be right once.

If You’re Not First, You’re Last by Grant Cardone Notes

My Notes on the book:

 

Being fist is the only thing that matters really.

Recessions are Opportunities, that’s the time when you have to expend not retract.

You can’t decide to just not take part in them. Confront the truth.

Big advances dont happen with basics. Unreasonable actions.

                  Conquer (
Most important skill:Knowing how to cold call

Write out what others are not willing to do, then do it.

Make a line, what are people are allowed to do in my presence and what not. Where is the line? Handle them! Tell them to their face what the problem is.

Easy time is a bad teacher -> Self-Delusion

 

Do not alter the actions, be unreasonable!

                   Power Base
Power Base: (People I know)
I am not short on Money but short on People.

Start with your Power Base. Expand it.        –> Word of Mouth!

Personal contact is the best, the more difficult the better. Meet > Phone > Social Media > Email

Dont give bad News ever! You will be blames subconscious.

Blank space in the calendar is the Devil !

What the do does not matter, you never know who the know! What they think does not matter! Be unreasonable! Do not make is a sales call!

“Procrastination is bad because everyone is good at it” like everything the more people are great at the less valuable.

Action: Work my Power-Base, build it daily. Reactivate. Make a list.

Past Clients
Contact past clients, stay in touch with them. -> Competitive Advantage

Dont fail at organizing fail in action.

Get the actual adress.

Obscurity and blank calendar are the worst.

Ask for referrals.

                   Meetings + Follow Up
1 Meeting = 10 Calls. Meet power base and past clients.
Just drop my cold !!!
To get a job just drop by.

If you are really committed to your product follow-up like crazy. Dont quit.

The goal is always to get in front them always.

When searching for a job always make it a priority to get in front of them. Businesses are buit on that.

Be unreasonable with follow Up

Power Base -> Former Client -> New Ones

        Wow Factor
You never add value by reducing price.

Wow your clients, service matters.

                 Price
When reducing price you start to compete with other products. 30$ Books vs 30$ Cloth.

People always want the product more worth then they paid.

Demonstrate how the product will solve the problem

Be sure the customer can afford it.

Add a second sale to a first. Add-Ons. Dont be afraid to lose business.

Add-On only after sealed first sale. Add it at the end.

Praise their first sale. Make them feel good about it.

What did they came for? What can I add.

               Value Add Proposition

Add value to a first purchase. Something that does not cost me anything.

USP = Unique Selling Proposition, what makes is special. Build value.

What do people really buy ? Results!

Dont discount, add value. Sweeten it!

“When you get rid of options you come of with solutions”

               Act Hungry

“Act Hungry or you will become Hungry”

Dont think you will look desperate.

Show that you are Hungry for every deal. Let them know you want it.

        List of desireable customers

Change clients when needed. Dont just focus on one.

                         Marketing

During Recession dont stop advertising. Be even more aggressive.

Spend every dime, do all you can. Creative Effort is the best advertising. (Free shit, visits, social media ….)

Take massive action and get MASSIVE Problems !!!

             Repackaging

Repackage products for the currents situation.
Blogs —> Books —> Sales Program

               Time Management (Chap. 16)

In hard times get more productive and active.

Time * Energy = Efficiency

Any action is better then no action. It does not need to have a ROI. Just do something important.

White space on the calendar is the worst!

Increase Effort in every area, expand all the energy. Go all out. When times are bad its time to go all fucking out !!

Start with sleeping time, when will I sleep. Then pack the calendar.

Get uncomfortable. I need to fear it!

Set time limits for meetings.

When you are busy you dont have time for the Devil.

Treat your time as extremely important.

Busy = more self-esteem

  1. Make a list on the wasteful things you do.
  2. Where do they belong? Limit?
  3. Dont let is cross over in the productive time tho.
  4. Step sleep and wake up time.
               Advance and Conquer
During hard times avoid lack a direction and negativity. People will see through that. They will see that you are uncertain and depressed.

Fool yourself that it will get better.
Pos. Thinking + Action ! Act competent.

You need to be positive no matter what.

Be solution orientated !!

To get out the hole, increase urgency and nesessarily. As if life depends on it.

Salesperson skills:

  1. Negotiating
  2. Closing
  3. Communication
  4. Motivation
  5. Believe in Product
  6. Follow Up
  7. Attitude
  8. Generate new opportunities
  9. Presentation skills

Disagree with the masses !

You want hate because you need Attention, obscurity is the biggest problem.

 

Buy the book?

Psychology of Selling by Brian Tracy

Since I am recently reading a lot about sales this book also caught my intention: Psychology of Selling by Brian Tracy which is one of those classics. I must say I am no big fan of Tracy still I gave his book a shoot and I am going to share my notes here with you.

Psychology
Two main obstacles in Sales
  1. The Customers fear of making a mistake. Your product must be good enough!
  2. The salespersons fear of rejection. You need to overcome that fear!
I need to build honest friendships with my customers.

I must show enthusiasm! It makes all the difference!!

Sales Personality
Beliefe 100% in my product and the value it provides.

Set sales goals

Why people buy?
Emotion always plays a role.

“People dont buy products they buy benefits”

Uncover the needs of the customer.

People make purchases based on emotion and rationalize their decisions with logic. The two primary motivations for making – or not making – a purchase are “desire for gain and fear of loss.” The desire for gain is a quest for an improvement of some kind.

Popular human needs are:

  • money
  • security
  • being liked
  • status and prestige
  • health and fitness
  • praise and recognition
  • leading the field
  • love and companionship
  • personal growth
  • personal transformation
  • power
  • influence and popularity.

Identify my USP, why would they buy from me?

The customer only cares about what is in for him

The four elements of strategic selling are “specialization, differentiation, segmentation (special group) and concentration (people with more money)”

Discover your prospect’s “hot button” (the benefit your client finds the most interesting) and focus your presentation on it.

Approach close: you ask the client to make a decision after your presentation. For example, your beginning question could be: “Please tell me at the end of our conversation whether or not this product makes sense to you.” You are asking the prospect to listen with an open mind, and to give you an answer after he or she has heard about your product or service.

Demonstration close: you begin the meeting by asking the clients if they will make a purchase if you can demonstrate the key benefit of your product. For example, your beginning question could be: “Mr. Doe, if I could show you the best investment available on the market today, are you in a position to invest $10,000 right now?”

Power-of-suggestion close: you conduct your conversation based on the assumption that the customer has already made the buy. For example, you could say something along the lines of: “You’re going to love the customer support you get.”

20-Question-Methode
Write a Problem in a question form and write down 20 answers to it

Sell or be Sold by Grant Cardone

I recently read the book “Sell or be Sold” by the great Grant Cardone, and here are the notes it took:

 

Everyone is in sales the job does not matter we always sell something

You’ve got to be absolutely convinced that your product, your company, your services, or your ideas are superior to all others
“The conviction that you have regarding your product is more important than the conviction that others have about their facts and figures.” Beliefe 100% in the product that it is the best on the market. It needs to be the best option for the customer.

“Get sold and get committed to the fact that you’re offering a superior product or a great service that can’t be beat.”

Be unreasonable!

Use/ Buy/ Invest in the products you sell yourself thereby show that you beliefe in it 100%. Know that is no shit! Use it yourself.

“If you are completely sold, you won’t concern yourself with the money. You’ll buy the product! There is no exception to this rule ever!”

“Price is almost never the issue for buyers, even when they say it is. More often than not, the real issue is love and confidence.”
“When I can’t close a sale, I’ll always try to move the buyer up to a bigger or more expensive product as the first solution to price objection.” The buyer would rather pay more and make the right decision than pay less and make a mistake. People fear mistakes!!

“Its to much money” often means its to much money for this product.

Salespeople are the problem, never the price or the customer!!

“Get over the idea that there’s a scarcity of money because there isn’t! There’s plenty of money to go around”

“Realize that you’re in the people business first and the product business second”

“If you don’t show as much interest in the buyer and his concerns as you do in selling, he’ll know that you are only in it for the commission.”

Product knowledge does not matter shit I need to be interested in the customers problems. “But he didn’t put the product knowledge first. He put me first.”

Doesn’t matter which industry I am always in in the people business!!!

“Agree, acknowledge, make the other party right, and then close the deal.” The Customer is always right, agreeing is the road to more sales!! “I understand … ”

“Once you’ve agreed, it’s possible to suggest alternatives that are more suitable for you.” =Never ever disagree with a customer!
To avoid a arguement just agree with them!

“The buyer who says, “I’m not buying today,” is indicating his lack of trust of either salespeople or his ability to make good decisions.”
CREDIBILITY = INCREASED SALES
Rule: “Assume that your buyer, no matter how well you know the person, never believes your words and will only believe that which you are able to show him.”
• To show results have some in writting with me, written word has authority.
Rule: Don’t tell, show!

“Service is the only way to higher prices and less competition.” Give, Give, Give all you have dont try to withold anything.

Tip: Problem = Opportunities for Future Sales.

Service is senior to the sale !!!

“It has been my experience that the moment you quit asking, the deal is dead.”

While standing you wont make any deals sit down with youre clients, show them on paper what you can do.

Hard Sell:
1. I need to be convinced that I offer the right solution.
2. I need to be armed with an arsenal of ways to handle stalls, emotional reactions, and objections.

Take massive amount of action!!
You dont need to know exactly where to go but you need to take massive action.
“When you’re not perfect and polished, the only way to compensate is by taking lots of action.”
No one will pay you for what you know. They’ll pay you for what you do.

” Never bereasonable when it comes to taking action. Just take more action. Be almost insane with how much action you take to get the job done.”

Power Base = All the people I know !!
Often the best place to sell first.
1. A list of all people I know!
2. Contact and let them know what you’re up to and find out when you can meet with them to catch! At least 10
3. Thereby restore power base and restore the relationship
4. Dont sell them but talk about what you do.
Complaints are opportunities for additional sales!

Write down what you are doing in a day that is a waste of time.

Positive attitude more important then the product itself (as long as it is good) people  want to have a fun experience.
(“I was unreasonable and disregarded any log” selling myself to the woman of my life !!!)

Steps to any encounet in sales:
1. Greet
2. Determine Wants and Needs
3. Select Product and Present/Build Value
4. Make Proposal
5. Close the Transaction or Buyer Exits

Accept no excuses, reasons, or logic, and figure out how to make it work!

Obscurity (not being known) is a bigger problem than money.

!!! Wake up (rule is two hours before you need to be somewhere)

Dress for Sales Success!!

Ten Sales Commitments:
1. Be proud and positive
2. Dress for success
3. See the sale
4. Sell good stuff
5. Know your Competitive Advantage
6. Always agree (at first) with the Client
7. Make a demonstration
8. Time efficent sell at every point
9. Assume the close
10. Persist in the Close, its not over.

Fear in your sales career and in life should be an indicator and motivator of what you need to do and must do! Do what you fear most first

Eat where potential customers eat!

Little Red Book of Selling by Jeffrey Gitomer Book Notes

We are all in sales if you like it or not you and I are always selling something even if its only us to a girl we like, now dont try these following principless in your next club night, just keep in mind that you are always selling something. Therefor Sales is a topic we all should know about, thats why I bring you here Jeffrey`s 12 principles you should always keep in mind. All of them are out of his fantastic book “Little Red Book of Selling”.
12.5 PRINCIPLES OF SALES GREATNESS

Principle #1 – Kick Your Own Butt
No one will do it for you. No one really wants to help you. Very few will inspire
you. And even fewer will care about you.

Principle #2 – Prepare to Win, or Lose to Someone Who Is
In order to be a success at sales or life, the first thing you have to master is
homework. Getting ready, preparing analyses, developing questions, creating
ideas, and every other facet of your sales life presupposes that you have done
your homework.
“The work day starts the night before.”

Principle #3 – Personal Branding is Sales; It’s Not Who You Know, It’s Who Knows
You Personal branding is …

  • Getting the business community to have confidence in you.
  • Establishing yourself as an expert is much more powerful than someone perceiving you as a salesman.
  • 9 Building your image by being a consistent positive performer
  • associating with quality people
  • delivering what you promise
Principle #4 – It’s All About Value, It’s All About
Relationship, It’s Not About Price
1. Give value to your clients, without expecting to get anything in return.
2. Market with information prospects want – not literature about you.
3. Write (good) information in journals, newspapers, etc. Writing creates a
perceived leadership position.
4. Take opportunities to speak in public.

Price vs. Value – The REAL Way to beat “price.” How much is it? Answer: Doesn’t matter if the value is there.
The sale is emotionally driven and emotionally decided. Then, and only then, is it logically justified.

  1. Stop thinking of your product as a commodity. If you tell yourself you’re selling a commodity, you are doomed to selling price.
  2. It’s all about relationship. It’s all about perceived value. Not everyone will buy value – 30 to 40% will buy price but the good news is that 60 to
    70% will buy value if you provide it to them.
  3. Make friends before you start, or don’t start. I don’t win sales on price. I win sales on friendship.
I establish rapport that includes some common ground.b. I laugh with them.I talk to them about them. I establish credibility with them and then I make my presentation.
If you make a sale, you can earn a commission. If you make a friend, you
can earn a fortune.
All things being equal, people want to do business with their
friends.

Principle #5 – It’s Not Work, It’s NETwork
Networking is a mandatory function of business for salespeople.

Principle #6 – Get to the decision maker

Principle #7 – Engage Me and You Can Make Me Convince Myself

The most important aspect of making a sale – is also a major weakness of every
salesperson: Asking questions.
The first personal (rapport) question sets the tone for the meeting, and the first
business question sets the tone for the sale.
Do you have 25 of them – the most powerful questions you can create – at your fingertips?
Here’s the challenge: Get every prospect to say, “No one has ever asked me that
before.”

Ask questions:

  1. That makes prospects evaluate new information.
  2. That qualifies needs.
  3. About company or personal goals.
  4. That separates you from your competition.
  5. That makes the prospect think before giving a response.

Principle #8 – If You Can Make Them Laugh, You Can Make Them Buy!

Making people smile or laugh puts them at ease and creates an atmosphere
more conducive for agreement.
I believe that making people smile is a major key in selling. The prospect may
not be interested in hearing about your stuff, but they’re always looking to smile
or laugh.
Don’t tell jokes, tell stories.
Humor not only helps make the sale – it also helps build the relationship.
Laughter is mutual approval, and mutual approval is at the fulcrum point of
selling.
The essence of humor is that it is relaxing and creates a more open atmosphere.
An atmosphere that will begin to breed friendship, respect and compatibility.

Principle #9 – Creativity

Principle #10 – Reduce Their Risk, And You’ll Convert Selling To Buying
Risk Aversion Bias!
Know your risks of purchase. List them and have “risk removing” answers for
them.

Here are some of the common risks of purchase:

  1. I may be able to get the same thing cheaper someplace else.
  2. I’m comfortable with my existing lender relationship.
  3. It will be much easier financing with my existing lender.
  4. This is not what I really want. I’m risking getting something I really don’t want.
  5. Something better exists. The risk that there might be a better mousetrap.
SUCCESS STRATEGY: Identify and eliminate (or outweigh) risks. Ask your prospect:
“What’s the risk?” Then ask, “What’s the reward?” If the risk is low and the
reward is high, then the decision is obvious

Principle #11 Reputation is evrything

Principle #12 – Antennas Up! Using Your 6th Sense, the Sense of Selling.

If your dominant senses you radiate are positive, you can make sales – lots of
them. The big question is: Do you radiate the positive senses or the negative
ones?
Here are the 4 positive sales senses:

  1. The sense of confidence. The air you have about you that’s bred by preparation and previous wins. The best part about confidence is that it’s contagious. You can give it to your prospect.
  2. The sense of positive anticipation. Thinking you can close the sale is 50% of the outcome.
  3. The sense of determination. The sense of hanging in there no matter what. Determination is having the prospect tell you “no,” and you hear it
    as, “not yet.”
  4. The sense of success. That calm feeling of money in the bank. An “I can do it” attitude. The sense of positive purpose.
Use them, and counter with them the negative ones.