Don’t Act Like a Seller, Think Like a Buyer Chapter 9: Business Expansion Will Lead Your Future To have the highest income, you have to be the best. – T. Harv Eker You may have the business skills of all the people like Zig Ziglar, Jeffrey Gitomer, and Brian Tracy combined, but if you lack…
Don’t Act Like a Seller, Think Like a Buyer Chapter 8: How To Have Good And Effective Business Relationships The rich think that building a fortune is a collective effort. When I ask senior managers how effective and positive business relationships play in the work of salespeople, they tell me they are extremely important. But…
Don’t Act Like a Seller, Think Like a Buyer Chapter 7: Requesting a Commitment Unless you prove you can manage what you have, you won’t get any more! – T. Harv Eker The final step in the DELTA process is asking for a commitment. This step is often referred to as “closing the transaction”. In…
Don’t Act Like a Seller, Think Like a Buyer Chapter 6: Presenting Your Story “Men are rich only as they give. He who gives great service gets great rewards.” – Elbert Hubbard We find it interesting that although many salespeople detest the “scripts” the company provides, they themselves are always creating their own “scenarios” and are…
Don’t Act Like a Seller, Think Like a Buyer Chapter 5: Researching Customers’ Situations, Problems, or Challenges “Spend a lot of time talking to customers face to face. You’d be amazed how many companies don’t listen to their customers.” – Ross Perot The best way to understand the situation is to do your own research…
Don’t Act Like a Seller, Think Like a Buyer Chapter 4: To Engage Customers in Meaningful Conversations “If you work just for money, you’ll never make it, but if you love what you’re doing and you always put the customer first, success will be yours.” – Ray Kroc The next two steps in the DELTA…
Don’t Act Like a Seller, Think Like a Buyer Chapter 3: Creating Interest for Customers to Listen to You Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service. ―Les Brown While some good sales processes still exist and work,…
Don’t Act Like a Seller, Think Like a Buyer Chapter 2: Building Knowledge, Communicating Information, and Building Relationships Where there is attention and effort, there will be results. – T. Harv Eker What separates great salespeople from mediocre salespeople when they’re in front of customers? Great people start with the right mindset – that’s the…
Don’t Act Like a Seller, Think Like a Buyer Chapter 1: The Eight Laws of Sales Intent Anyone who says money doesn’t matter doesn’t have a dime. – T. Harv Eker I would like to emphasize that, in sales, intention determines everything. By using the word intention, I mean purpose. Your intention is your state…
You never really understand a person until you consider things from his point of view… Until you climb inside of his skin and walk around in it. ― Harper Lee. Who is Nelle Harper Lee? Nelle Harper Lee was an American novelist best known for her 1960 novel To Kill a Mockingbird. It won the…
If there be light, then there is darkness; if cold, heat; if height, depth; if solid, fluid; if hard, soft; if rough, smooth; if calm, tempest; if prosperity, adversity; if life, death. ― Pythagoras Who is Pythagoras? Pythagoras of Samos was an ancient Ionian Greek philosopher and the eponymous founder of Pythagoreanism. His political and…
Knowing yourself is the beginning of all wisdom and self-control what lies in our power to do, it lies in our power not to do. ― Aristotle Aristotle was a Greek philosopher and polymath during the Classical period in Ancient Greece. Taught by Plato, he was the founder of the Lyceum, the Peripatetic school of…
There is neither happiness nor misery in the world; there is only the comparison of one state with another, nothing more. He who has felt the deepest grief is best able to experience supreme happiness. We must have felt what it is to die, Morrel, that we may appreciate the enjoyments of life. Live, then,…
It wasn’t necessary to be born a nobleman or rich to succeed in life. ― Soichiro Honda. Soichiro Honda was a Japanese engineer and industrialist. In 1948, he established Honda Motor Co., Ltd. and oversaw its expansion from a wooden shack manufacturing bicycle motors to a multinational automobile and motorcycle manufacturer. Let us Make you…
Business is all about risk taking and managing uncertainties and turbulence. ― Gautam Adani Who is Gautam Adani? Gautam Adani is an Indian billionaire industrialist and philanthropist who is the chairman and founder of the Adani Group, an Ahmedabad-based multinational conglomerate involved in port development and operations in India. Let us Make you Rich/ Secrets…
The person, be it gentleman or lady, who has not pleasure in a good novel, must be intolerably stupid. ― Jane Austen. Who is Jane Austen? Jane Austen was an English novelist known primarily for her six major novels, which interpret, critique and comment upon the British landed gentry at the end of the 18th…
It is a fair, even-handed, noble adjustment of things, that while there is infection in disease and sorrow, there is nothing in the world so irresistibly contagious as laughter and good humor. ― Charles Dickens. Who is Charles Dickens? Charles Dickens was a famous English writer. He wrote many books, including Oliver Twist and Scrooge.…
We don’t see things as they are, we see them as we are. ― Anais Nin. What we call our destiny is truly our character and that character can be altered. The knowledge that we are responsible for our actions and attitudes does not need to be discouraging, because it also means that we are…