Notes on Selling Techniques

Key Concept: Reciprocity

• Reciprocity is the foundational principle in selling.
• When you give something to someone (e.g., a glass of water), they feel compelled to give something back.
• This principle applies to building relationships and closing sales.

Mastering Relationships

• Importance of Relationships in Sales

  • Money comes from people; hence, building relationships is crucial.
  • Building relationships involves engaging with strangers.

• Mastering a Stranger

  • Ability to approach and connect with someone quickly (within 30 seconds).
  • Practice through real-life scenarios (e.g., approaching people in a mall).

Selling Mindset

• Salespeople should be confident and self-believing.
• Being likable is essential; people need to like you to trust what you're selling.
• Dual Nature of Sales
  • "Sell like a lion, act like a lamb"—be assertive but approachable.
  • Train to be able to blend in while being a strong seller.

The Art of Engaging

• Micro Skills

  • Focus on body language and non-verbal communication.
  • Enhance engagement through eye contact, gestures, and posture.
  • Be passionate in conversations; passion is contagious.

• Building Connection

  • Remember and repeat names during introductions.
  • Maintain a firm but friendly handshake to establish rapport.

Presence and Focus

• When working with clients, be fully present.
  • Avoid distractions (e.g., phones, other people).
  • Prioritize the client's needs and attention.

Conclusion

• Recognize the distractions in sales and life; stay focused on goals.
• Reflect on the importance of relationships and connections in achieving success.