I INTEND TO HAVE AN INTERNAL LOCUS OF CONTROL “People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, make them.” (George Bernard [...]
I INTEND TO FIND LANGUAGE THAT WILL RESONATE Your ability to facilitate the conversation, advance your ideas, or sell a product or service is directly related to how well you stimulate thinking in the other person. To do so, you want to use words and language that resonate with your prospects and customers and do [...]
I INTEND TO PREPARE FOR EVERY CALL This Law of Sales Intent is particularly important because it not only stands alone but is an inherent part of all the Laws of Sales Intent. As mentioned at the beginning of this chapter, you have to prepare for every sales interaction with the right purpose or objective. [...]
I INTEND TO MASTER THE KNOWLEDGE TO BE SEEN AS AN EXPERT IN MY BUSINESS I talk about knowledge in detail in Chapter 3, so for now I will say only that salespeople who take the time to master the knowledge necessary to be an expert in their field are seen as truly exceptional. Therefore, [...]
I INTEND TO BE SEEN AS THE CONSUMMATE PROFESSIONAL How do your clients perceive you? Are you among the masses of ordinary salespeople or are you truly different? In a perfect world, customers see great salespeople as unique resources, so the question is: “In the minds of your customers, how different-and valuable-do you want to [...]
I INTEND TO FIND PEOPLE WHO TRULY WANT WHAT I AM OFFERING This seems blindingly obvious. Why waste your time (or theirs) on people who don’t want what you sell? Organizations and salespeople work hard to identify the most likely prospective customers of their product or service. New software and online services now help small [...]
I INTEND TO FOCUS ON THEM NOT ME Great salespeople are crystal clear about their intent. Before they pick up a phone or walk into an office their intention is always to do what is in the best interest of the customer. They focus on customers and not on themselves and their products. Segnala presso:
Why Online Marketing
