You know the old saying, there’s an elephant in the room? It refers to something – an object, an idea, an issue – so large or obvious it’s impossible to miss.
If you’ll pardon me mixing my metaphors, in the sales world, there’s an “800-pound” elephant in the room that every sales and marketing guru worth his or her salt is aware of, but very few of them are willing to admit.
I found one expert who would own up to this sales secret: Hal Becker. According to Becker, “There is nothing new in sales. If someone says they have a new idea in sales, they’re lying. Everything you need to know and apply is in the classics like How to Win Friends and Influence People.”
Becker says everything under the sun has already been written down, talked about or broadcast about sales. Most of it, you have already heard or read, but are you applying it to your practice, to your daily life?
To truly reach your peak, Becker says there are certain techniques or strategies you need to implement. He believes in these universal truths so much he has them printed on the back of his business card.
1) Be organized. Use your daily planners and always keep in touch with clients and prospects.
2) Be aggressive. Small numbers multiply rapidly. Consistently make new sales calls every day.
3) Be honest. All you have is your reputation. Let other people sell for you. And, remember, selling is asking, not telling; listening not talking. “People buy from people.”