Paul Chong – Monday, 9 November 2009
The majority of sales personnel have heard of the “KISS” formula in sales – that is “Keep It Simple, Stupid”. For me, I prefer to say this:
“ Simplicity Sells, Complexity Repels”.
Be like a psychiatrist, getting paid & well paid, by just listening to the patients. After all, the business of selling boils down to just one thing – seeing the people. Any man with ordinary ability who is willing to go out and earnestly tell his story to 4 or 5 people everyday can succeed in the business of selling. It’s as simple as that! It’s just a matter of sticking to a number & formula of call routine:
8 SEEN CALLS
3 CLOSING INTERVIEWS
4 NEW PROSPECTS
( This call formula is based on the Law of Average. It works all the time!)
You are in the people’s business. As such, you should be interested in people – to be as gregarious as you could possibly be, but be genuine & sincere. Abraham Lincoln had this to say about sincerity:
“If you would win a man to your cause,
just convince him that you are his sincere friend.
Therein lies a drop of honey that catches the heart,
which is the high road to his reason & which once gained,
you will find little trouble in convincing his judgement
of the justice of your cause, & if indeed that cause to be a
Sales generally begin with relatives & friends and the big reservoir of strangers is often avoided. Don’t be afraid to approach people you don’t know, for “A stranger is but a friend you have not met.”
This is no lesson in salesmanship, but tips & advice which I have personally found useful to equip myself with in the days of my life insurance sales experience. All other considerations aside, the greatest obstacle to being number one is your ATTITUDE or mindset. This is the single most vital ingredient that will determine the outcome of your sales venture.
To assist your attitude is to fortify & motivate yourself daily with just one poetic dose. This motivational dose must be consumed daily without fail – a ritual as it were to be cultivated until it becomes part & parcel of yourself. Commit then this simple & powerful poem to your heart & mind & you’ll find success & abundance of rewards to mine . . .
If you think you are beaten you are
If you think you dare not you don’t
If you like to win, but think you can’t
It’s almost a cinch you won’t.
If you think you’ll lose, you’re lost
For out in the world we find
Success begins with a fellow’s will
It’s all in the state of mind.
If you think you’re outclassed, you are
You’ve got to think high to rise
You’ve got to be sure of yourself
Before you can ever win a prize.
Life’s battles don’t always go
To the stronger or faster
But sooner or later, the man who wins
Is the man who thinks HE CAN.
Though motivation does not last, but like bathing you’d still do it all the same!