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The Six Rules That WIll Increase Your Sales

The six rules were set down by Carnegie in a bestseller he wrote on how to make people like you. Remember as a salesperson you are in the human relationship business and people will only buy from people they KNOW,LIKE and TRUST.

The six rules to get people to like you are:

1) Show a genuine interest in the person you are meeting, by focusing on them and making good eye contact.

2) Smile.

3) Remember the persons name. To that person their name is the most important sound in the English language.

4) Be a good listener. People crave attention ,so give it to them by asking them questions about themselves, the more time you focus on their lives and interests, by the law of reciprocity the more time they will be prompted to give you back.. It takes time to build rapport and the best way to earn it is by giving people the attention they crave and seldom get.

5) Make your presentation or conversation in terms of their interests. Get them talking about their interests whether it is their business, their hobbies or their families.

6) Make the other person feel important.and do it sincerely.

The majority of people have a natural resistance when meeting a stranger but this is doubly true when they meet a salesperson.

Good human relations act as a catalyst in the sales process and they speed up a positive reaction towards you.

You can help the process along by applying an activator to the catalyst called "A compliment" This is a sure-fire way to getting the person on the road to liking you.

So You Want to Sell Insurance?

An outline of the essential skills used by top sales producers which you will learn in this article.

The first requirement in the pursuit of a happy and successful career in selling is your own belief in the value of the product or service that you are selling.

This is an ethics issue.

If you are not totally convinced that what you are offering represents good value then the chances are you will not sell it successfully, or if you do then your own self-esteem will suffer - not a price worth paying, especially when there are so many valuable products and services waiting for you to exploit.

The raw materials you need for Selling.

1) Social Skills. Learn the importance of your appearance and other personal attributes.
2) Your prospects needs and your personal needs.
3) Time, your most precious commodity.
4) Product or technical knowledge.
5) Ideas. Learn and practice ' creative visualisation.'
6) Energy. Learn how to stay enthusiastic and motivated.

Your job as the salesman is to maximise the effectiveness of all these ingredients, for the benefit of the customer, the company and yourself, in that order.

Of course the most essential requirement of all is your Attitude. Because of the inevitable rejection that is inherent in the early stages of your sales career a positive view of life or an optimistic outlook is necessary to carry you through to the next sale.Understand that nobody sells everybody and that your own sales record will improve if you question why you did not make the sale after each presentation.

As you go from presentation to presentation build up a list of all the objections you meet and find answers from your colleagues, soon you will have a repertoire of answers. Then the best strategy of all is to present the most common ones yourself before your prospect can think of them and of course answer them so that they no longer can spoil the sale.

The Magic Word Is - Attitude

Our attitude towards life will determine what we get from life. Our attitude towards work and learning will determine what we can do well.

William James a Harvard professor said "the greatest discovery of my generation is that human beings can alter their lives by altering their attitude of mind"

First let's look at our attitude towards ourselves. We take ourselves for granted. we believe that other people can do things that we cannot. Many people oppose change yet change in life is the one thing on which we can absolutely count.

We need to train our attitude day by day. Take a look at successful people in every occupation.
You will find that no matter what field they work in they all have one thing in common . They have a good attitude towards themselves, they believe they can accomplish and as a result they do remarkable things. They are called successful, fortunate, gifted, lucky. They are frequently no better able than the people around them but they do have a good attitude. They do expect more good out of life than bad. They expect to succeed rather than fail.

If you want something out of your life make up your mind that there are more reasons why you should get it rather than you shouldn't.

Go after it, strive for it, save for it, ask for it and nine times out of 10 you will get it. Our environment is really a mirror of our attitude. If we don't like our environent we have to change our attitude first, the world plays no favorites. It is our attitude that determines our lives.
Studies of thousands of successful people show that they radiate confidence. They expect success and this is why they get success. You can spot these people by the way they look and act.

In five years or less you can get right to the top of your present field by adopting the right attitude. Start today by simply acting as though you are already the successful person you want to be. Act, look and feel successful. Actions trigger feelings just as feelings trigger actions. Here is a test that will prove this to you. If you carry out the following instructions for the next 30 days your attitude towards life will be dramatically improved.

Act toward the world and everyone you meet as though you were already the person you want to be. If you want success act as though you already have it. If you want admiration from others give this admiration to others. The most important person on earth to any person is himself ,so for the next 30 days act as though everyone you meet is the most important person on earth (remember he is to himself )

You should do this for two reasons

1) This is the way you should treat other human beings

2) It will help you form a habit that will work with amazing results.

Have you noticed that in large well-run companies the people at the top are nice people, easy to talk to and they are courteous to you?

This is because they have the right attitude, this is why they are at the top. When a person carries out this instruction he immediately puts himself in the right company i.e. in the top 5% of the people amongst those who will be most successful, he has made himself an embodiment all of that which he seeks. He has made the mold in which to fashion the final form he wants to be. The things that person would have and do wi9ll come to him. It's called "the law of attraction"
Everyone in the world wants to be and needs to be loved and respected. They will give their love, friendship and their business to those who will give them what they want most, a feeling of importance.

Summary

It is our attitude at the beginning of a task which will determine its outcome.

It is our attitude towards life that will determine life's attitude toward us.

We are interdependent, it is impossible to succeed without others.

It is our attitude towards others which will determine their attitude towards us.

Before a person can achieve the life he wants he must become that kind of person.

Your mind can only hold one thought at a time, as there is nothing to be gained by being negative-- be positive.

Everyone craves to be needed, give them this feeling.

Don't talk about your problems or your health unless it is good.

Radiate the confidence of someone who knows where they are going and good things will start happening to you.

For next 30 days treat everyone as though they were the most important person alive.

The number one reason why 80% of salespeople fail.

Most people do not realize that anyone selling anything successfully whether they know it or not are in

" the relationship business."

The fact is, you can only succeed in sales when you understand this premise.

I have to emphasize the word " successfully" because 80% of people in sales are not as successful as they could be, simply because they are not aware of this fact and therefore give little attention to the skills needed in the relationship business.

The vast majority of people will only buy from people they know, like and trust

Top sales people in all markets make sure they know their prospects and customers and that their prospects and customers know them. This they do through, referrals and introductions from friends and business associates of their prospects peer groups and after the sale through the use of e-mail, brochures, newsletters and follow up service calls. They realize that the acquisition, of a new customer is an important business event in the building of their personal asset base.

They know they are in business for the long haul and they treasure each new client.

The vast majority of people will not buy from someone they do not like, so top people will study how to gain rapport with prospects as early as possible.

Trust has to be gained. There are a number of factors that play a past in the building of trust from the very first moment of a new relationship,such as

1) a businesslike appearance.

2) a friendly approach.

3) a smile.

4) a firm handshake.

5) good eye contact

6) other body language skills such as mirroring the prospects stance and using NLP ( neuro-linguistic programming ) methods to obtain congruence before any attempt is made to present their products or service.

Trust is further enhanced by top salespeople by the confident way they make their presentation and the way they introduce not only the benefits of their product or service but also raise all the prospects likely objections. This has the benefit of not only making the prospect feel the salesman is being open and fair but it also creates for the salesperson, the opportunity to deal with the objections in such a way as to stop them from becoming a problem later in the presentation and thus block the sale.