You Don’t Have to Play by the Rules to Win at Sales, but You Do Have to Follow and Implement the Laws.
Written By Jeffrey Gitomer
@GITOMER
You Don’t Have to Play by the Rules to Win at Sales, but You Do Have to Follow and Implement the Laws.
Every salesperson is looking for ways to make more sales. Sometimes you’re pressured to do so because of a quota or sales plan — and sometimes you’re on a roll and just want to add to your success.
Fortunately for you there is no “one way” to make more sales happen.
REALITY: You get into selling situations where you lose the sale. You’re certain that you should have won the sale but something, one thing, went wrong.
You might blame price, purchasing, bidding, the competition, or some other circumstance, but the fact is — you lost it because you broke one of the laws of selling.
Was it value versus price?
Was it your presentation skills? Was it lack of proof?
Was it that you couldn’t build trust?
Whatever it was, the result was a lost sale.
TURN BACK TIME: In the mid 1970’s, I fought against fierce competitors in the heart of New York City. And I won. Ethically.
I came to realize later in life that much of my early success was based on my ability to communicate. The competition didn’t have my passion or my belief — and they didn’t have the ability to transfer that passion and belief to the customer.
Please don’t think I made every sale I tried for. Not even close. But I can say every time I failed, I learned, and I wrote about it.
Within a few years, I began teaching others my sales ideas and strategies. I realized I was able to transfer my passion for sales in a way that others loved. They tried my suggestions and succeeded. Soon more people wanted to learn more and more of my thinking.
My evolving realization and vision became clear once I fully understood that love was at the root of my passions:
Once I realized I loved sales, I wanted to be the best at it.
Once I realized I loved writing about sales, I wanted to be the best at it.
Once I realized I loved speaking about sales, I wanted to be the best at it.
Can you say the same about your love of what you do?
It takes time.
1. My first ten years in sales taught me the rules of selling.
2. My second ten years in sales reinforced my love of selling and my belief inwhat I was selling.
3. My third ten years in sales left me with an urgency to write and speak about what I had learned so that others could use those lessons for themselves — and turn my skills and my success into their skills, their success, and their money. Better stated: your money.
3.5 Now, after forty years in sales, I have come to the realization there are Unbreakable Laws you have to follow in order to achieve the desired outcome — the sale!
I have documented my sales knowledge and success into 21.5 Unbreakable Laws of Selling that are not just self-evident truths – they are also the foundation by which you can grow your sales success.
Once you read, understand, and begin to apply the laws of selling, you’ll further understand why they cannot be broken. And once you begin to master the laws, you will be building a concrete foundation for sales and career success.
One that you have worked hard for. One that you deserve.
. . .
