How to sell more

This week, I was reminded of a quote from one of my mentors,
Thomas Leonard, who observed that, "People love to buy
things, but almost no one wants to be sold."

Thousands of people are eager to buy what you sell. They
want the benefits, the convenience, the comfort or prestige
that you can provide. Human beings are an "acquisitive"
bunch. We want stuff!

Of course, consumerism can be abused, but buying and selling
is the process that creates the life (and the lifestyle) we
all want. The "desire to acquire" goes deep, and it's a good
thing.

So, if you aren't making as many sales as you would like,
let me suggest that the problem is not with your customers,
but with you. The problem is likely one of the following:

1.  Not enough potential customers know about you or that
your product could enrich their lives. This is a marketing
problem, and as a business leader it is your job to solve
it. Let people know! Get out there and get in the game!

2.  Or, the other possibility, is that you're trying too
hard to "sell."

Personally, I have a deep-seated aversion to being "sold"
anything. I see websites that seem manipulative or
dishonest. I see sales techniques that fail to build trust
or credibility, and definitely do not attract me.

But people are eager to buy benefits! They buy solutions to
their problems. They buy things that make their lives
better, easier, simpler, healthier or more comfortable. They
buy stuff that makes them happy. And they buy from people
they know and like and trust.

If enough people "know and like and trust" you, they will
listen when you offer a product or service that will make
their lives better. If they "know and like and trust" you,
they will flock to your door and you'll make all the sales
you need.

hoW HARD should U wORK

For years, there’s been a drum-beat on the internet and
among coaches that we should work less and make more. The
theory is that by being smarter and more efficient, we
should make more sales, and have more profit for every hour
we work.

I like the theory. I’m not sure it’s that simple.

The reality is that the those who work hardest often seem to
make the most money. Beyond that, it seems to me that the
world actually prefers LOW prices, and that Sam Walton
(founder of Walmart) did alright by lowering prices and
making a bit LESS on every sale.

Now, obviously, we all want to be efficient, and we all
think we’re just a bit smarter than the next competitor. We
are all looking for an edge to get ahead, and I think that's
a good thing and I hope it never changes. But I also think
there is an obvious edge we tend to over-look.

Customers actually LIKE businesses that go the extra mile!
They PREFER companies that answer their phone. They do
business with people who give SUPERIOR service, and who seem
to care about customer satisfaction -- actually, I like
companies that refuse to "satisfy" me and seem determined to
AMAZE me! And all of that requires hard, hard work.

Here’s an old secret of success: focus on the life-time
value of a loyal customer. Focus on the value of a customer
who sees him- or herself as your partner, rather than as
just a shopper. When your customers refuse to deal with
anyone else, your fortune is assured. How hard should you
work? About that hard.

How an American leader reacts to an all IMPORTANT news

Success Nuggets: Read on

Every business owner or manager has far more work to do than anyone can accomplish in 24 hours. We all have marketing and research to do, meetings to attend, people to supervise or a website to build. It’s easy to feel overwhelmed. Then comes along a leader who seems to be on top of his game and then the question comes what do they do differently?

Failures succumb to the pressures of work, they let themselves get over-whelmed and have the feeling that everything is “too much” or as bad as it may sound I often hear the words “I can’t do it”. That’s a defeatist mindset which should be avoided as much as possible. To be candid nothing and I repeat nothing is impossible if you just believe that you can do any and everything that you are supposed to do through Christ that strengthens you in addition to a well thought out plan.

Everybody you have seen that succeeded genuinely accepted the reality of things. Of course you can’t do it all! No one could! That is the way life and business is. You can’t fight it. Read on after the cut to get to know three simple and proven steps that I highly recommend:

To earn more, serve more

Recently, I talked with an entrepreneur whose sales, 

production and profits have all been flat or falling in the 

past 18 months, and he’s feeling desperate. He feels the 

pressure of "having" to make more money!

He told me he’s tried giving his staff more training. He’s 

tried giving more incentives (bonuses) and he’s fired some 

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Success is Three Rules and a Big IDEA

I am convinced that significant success in life, from
learning to ride a bike, to building a business, to
maximizing income or changing spending habits, basically all
successful change, is built on three Principles, and a big
IDEA. The three Principles are: