Selling is the art of convincing. Basically forcing someone to your side of the table when many times they don’t want to come over!! This process involves pressing forward & having the ability to be able to answer any and all objections to get them to see it YOUR way. Wow…what a waste of friggin time folks!

How about this….try connecting…not convincing. We must stop the selling insanity. Here’s a thought…First diagnose…then prescribe. What a concept…right!! Ask yourself…why does 90% of all sales training fail? Simple…research shows 87% of information delivered in seminars and workshops will be forgotten within 30 days. After that…the retention rate moves to zero…0!! You master the world of selling with Networking correctly. I said “correctly”!! I define Networking as “the cultivation of mutually beneficial give and take, win/win relationships. Big push to “give”….

All things being equal, people will do business…they simply do business with, and refer business to, those people whom they know, like, and trust. Bingo!! No clapping..just send money.

Let’s get down and dirty here….People generally don’t like to make buying decisions. The primary reason is that they don’t want to make a poor or wrong decision. Make the buying decision for your prospect, and ask them to agree with the decision YOU made for them. Are you following me here?? It goes like this….”Let’s do this…is that OK?” “Let’s arrange for delivery on the 15th, does that work for you?” “I understand….let’s get together on Thursday at 10am to see how this benefits you and your company, is that OK?” Trust me….this works.

Look…you’re a salesperson. Your job is to generate positive decisions from qualified people who have the the balls + authority to say “yes” to a mutually beneficial business proposition. Stop wasting you time on the clerks and receptionists with no authority and no clout.

I believe strongly selling is the art of creating new possibilities. Educate and motivate your customers/clients to be a strong referral partner for you. How…ASK!! FOLLOW UP!! PROFIT!! The process…the actual product is in the mind of the buyer….it doesn’t matter what you do; it matters what the prospect thinks you do! So do it. Work with them. Build the relationship with them before you try to profit from them. You must move beyond selling to managing decisions. You must move beyond problem solving to facilitation change. You must move beyond meeting needs to managing expectations. And finally…you must move beyond transactions to managing relationships. We need to address the hopes, fears, and aspirations of our customers and create mutually beneficial relationships.

If you want the “full-meal-deal”….bring me in to teach, train, motivate, & educate. The CEO’s need it worse than the sales team most of time. To be granted privileged access gives you privileged insight on the future of a specific company and their specific needs. Go to “referraltrainingcenters.com” for more information. Or contact me: mcoy@austin.rr.com. Order my new book TODAY…”Incredible Business” on my website. It is the #1 business book you need for 2011 to move to the next level.

I wish you best of luck and continued success….

MLC #20