Here are my 11 sales rules:
1. No expectations. Your grass-fed beef is for some people, but it’s not for everyone. It’s not your job to talk vegans into being meat eaters. Find mind eaters. There are lots of them.
2. Let it go. Don’t let a mistake ruin your day. Each day has four quarters – morning, mid-morning, afternoon, and evening. Messed up in Q1? That’s okay—kick rocks for 5 minutes. Then do better in Q2. Everyone is under construction.
3. Detach from the outcome. Tune out what you don’t control. Focusing on things you don’t control is a recipe for being angry and pissed off all the time. You don’t control when of if people buy. Water flowers. Provide sunlight. Flowers don’t grow faster because it’s the end of the quarter.
4. Never lie. If you lie sometimes, you’re not honest all the time. Integrity is at the heart of selling.
5. Be patient. Most people don’t fail at selling. They’re just not patient enough. It takes three years of deliberate practice to master any money-making skill.
6. Don’t compare yourself to others. The only rep you should try to beat is the rep you were yesterday.
7. Everything’s going to be okay. Sales and life have ups and downs. Neither last forever. Time heals all downs.
8. Ditch the pitch. Whenever prospects feel sales pressure, they enter the Zone of Resistance. Instead, illuminate problems prospects aren’t aware of and let them make up their own mind. In other words, poke the bear.
9. Slow down. Read the email twice before sending it. Rushing = careless mistakes.
10. Rewire your brain to listen. People don’t buy because they understand you. They buy because you understand them. Knowing how to make people feel heard and understood is a superpower for getting through to anyone in your personal or business life. You can understand people with agreeing with them.
11. Wear your retainer. Your parents paid a lot of money for your straight teeth. Straight teeth make you feel confident. Sales is a transfer of confidence.