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The New
Universal Laws of Selling
I have a confession to make first thing... these laws are
not new. The Universal Laws of Success have been around for
many years, in fact since Andrew Carnegie first challenged
Napoleon Hill to research the reasons that some people succeed
while others do not.
These same laws can easily be applied to selling. They are
actually in use whether we know it or not. If one takes the
time to discover the Laws and then consciously applies them to
their life, sales increase as an additional benefit.
I have been teaching and studying these Laws for over ten
years. Since I began to apply these laws to my life, my
business increased and improved. My personal life has been
filled with joy and satisfaction for the now, right now.
Over the next twenty issues of the sales version of my
newsletters, I will be reviewing one law. It will take twenty
months to complete and it will be the basis for my next book
titled, "Universal Selling, How to apply the Universal Laws of
Success in sales."
This week the first law that I will review is the law that
I believe has been the basis for my own personal success. The
Law of Increased return.
The Law of
Increased Return
The Law of Increased Return is based on becoming a giver
versus a taker. Thinking what I can give before thinking what
am I getting. Most of our western society sadly, is based on
greed and the "what's in it for me mentality." In sales, this
kind of thinking makes one attached to outcomes and a
manipulator. As an employer, who would you want to employ?
Someone who is thinking "What can I get from them today" or
"what can I give here today?" Personally, I prefer the latter.
In sales, someone with a "taker" personality is pushing for
the sale without regard for the customer. Someone who is
giving without regard for the immediate return is a listener.
Listening for what the true issue is and how can they help
solve the problem. Modern research shows that is the selling
style that customers and prospects prefer today. The Sandler
Sales System that I taught for over 6 years is based on that.
Giving more, giving first, makes a person concerned about
making sure that what they are selling is a fit for the
customer before they think about their commission or bonus.
So you're thinking, "What is the benefit of that kind of
selling?" I ask you, "Who would you rather buy from?"
The Universe is a cause and effect machine. What you give,
you get. For every action there is an equal and opposite
reaction. What do you think the reaction is to a taker?
What do you think the reaction is to the giver? Physicists
know the law works every time. Like gravity, we cannot see it,
but the Law is working.
Give more, get more. The Law of Increased Return. If you
are involved in relationship sales, over time, who do you
think that prospects and customers would prefer doing business
with? Who would you rather do business with?
Robert Half once said "Giving people a little more than
what they expect back is a good way to get more than you'd
expect back."
Napoleon Hill built his entire speaking, training and
consulting company giving more. He called it the "privilege of
rendering more service."
When in the thirties, auto makers were struggling with slow
sales; many manufacturers raised their prices for the cars and
lowered the wages paid to their workers. Henry Ford lowered
the price of his cars and paid his workers more. Sales of
Fords increased dramatically while many of the others
continued to struggle. Who do you think the newspapers at the
time wrote about? Ford received free press from those that
told the story about what he did. He gave more and received
more.
Don't take my word for it... do your own research. Ask
yourself "who are the successful sales people at your company."
Why? What about your competition? Why are they successful?
Test this theory for yourself. Find ways to become a giver and
see what the response is over time.
Unless you believe that this is not a cause and effect
Universe... then keep taking.
I suggest become a giver. Doesn't it sound better?
Who is more likely to receive more if the Law of Increased
Return does work? Imagine being a taker... that would mean,
based on the Law, more would be taken from you...
Hmmmm... wouldn't that make life a struggle?
Try it...
Gratefully yours,
Steve |
