How to Sell If You Hate Selling

To help you become better at selling and persuading so that you can make the world a better place

First, you create value and solve a problem. Second, you learn how to sell people on the fact that they need your solution to their problem.

Screeeeeech.

I can hear some of you hitting the brakes in your mind.

“Selling? I hate selling. I’m terrible at selling. And besides, selling is for sleazy, slicked-hair salesmen like Alec Baldwin in Glengarry Glen Ross.”

You show them the benefits. You give them a deadline. You mention the consequences for missing said deadline. Can you see that you are always selling, persuading, and convincing?

Here’s what I learned watching the master at work.

1) Pump-Up the Positive Past

• Focus on the prospect’s positive results (acknowledge what they have already accomplished)
• Prove the concept (that your system works)
• Demonstrate your expertise (solve a problem for them, thus proving your system)

2) Gap-Up the Present Reality

• Show them the gap between where they are and where they want to be
• Show them what’s wrong with what they are doing now
• Show them they are good at X, but need help with Y
• … and that Y is the most important variable in their future success

3) Set-Up the Future (“Future Pace”)

• Show them you know secrets that will change their life (solve another problem)
• Show them what their life will be like in the future once they’ve used your solution
• Show social proof (sprinkle in case studies proving it will work for the prospect)

People who should listen to this show are entrepreneurs