Why do so few sales people get rich?
(Shanghai Daily)Updated: 2006-12-13 10:31
"Your expectations are pivotal because research shows that you cannot earn more than 10 percent above or below what you expect to earn. To increase your sales, expand your self-concept to accommodate an expectation of reaching higher goals.
"Before you can make your new financial goals a reality, you must envision yourself achieving them."
The best thing about the book, and what makes it different from piles of others on salesmanship, is the practicality of the tips.
For example, to achieve good sales performance, the book analyzes consumers. And it details human needs that motivate buying: 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.
To win a consumer, salespersons should seek the connection between the products and these motives.
"Asking open-ended questions - the kind that require more than a yes-or-no answer - is a great tool for getting your clients to talk about themselves," says Tracy.
In the book Tracy also gives 10 keys to success, which include "back your goal with persistence and determination" and "unlock your inborn creativity."
This coexists with what Han suggests and just illustrates that there are many golden rules in sales. And that you can develop your own.
If you can pick up just a few of them, selling might not be that frustrating.
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