I want to encourage you to become more aggressive. It’s not what you think, let me finish…I want you to become a more aggressive listener. Believe me, this will change your life. Not just in selling but with your friends, spouse, kids…the whole enchilada.
If you want to double your income and learn to sell your ass off you’re going to need to become a SOWING MACHINE! You reap what you sow. The funny thing about seeds is they don’t grow unless they are planted. My father always said the height of ridiculousness was an elephant hanging off a cliff with his tail tied to a daisy! I think it’s just as ridiculous to go through life looking for a harvest, hoping for a great crop, when you haven’t been planting.
So here’s one for you Dale Carnegie/Sandler Sales/Jeffrey Gittomer crybabies that need an ancient written sales formula before you can step out of bed in the morning!
Long before Elton John and Tim Rice came along AIDA was all about selling, AIDA is an acronym developed in 1898 by advertising pioneer E. St. Elmo Lewis. It describes the steps that a prospective customer goes through before deciding to buy:
The early bird gets the worm but it’s the second mouse that gets the cheese. What does this mean in the world of selling your ass off? In a nutshell unless you are selling such a unique product that it doesn’t have any competitors (which would be order taking and not selling anyway) a portion of your potential book of business will need to come from replacing a competitor. Also known as the first mouse.
If you want to sell your ass off you’re going to need to become a space invader which means that when it comes to prospecting you’re going to want to invade as many peoples spaces as possible. Remember, it’s better to beg forgiveness than to ask for permission. You don’t need an appointment to show up somewhere trying to make an appointment.
Nope, this isn’t about having visible abdominal muscles. It’s about who you are when you’re online at the post office. Who you are when you’re standing in an elevator. Who you are when you’re at your kids soccer game. The acronym above stands for Always Be Selling.
There are many Killer Bee’s in your life that absolutely will not bring you any sales honey. If you want to make your way to the top you are going to need to take a sword to each of them. Here are the biggest offenders…
Nothing puts my balls in a twist more than the countless numbers of no talent ass clowns out there running around selling solutions to problems that folks just don’t have. Worse than this are the people who are offering ridiculous solutions for real challenges that clients and prospects are faced with.
So since its unlikely that Arnold Diaz is going to come along and feature them in a “Shame On You” episode, it’s entirely up to you to smack those folks into next week. Now, I’m not talking about mild competitive analysis here. Middle of the road is not what we’re going for.
I’m the first to admit that ever since the movie Pretty Woman, I’ve had a tiny little baby crush on Julia Roberts. What can I say, she’s hot and whatever she’s selling I’m buying. I’m not going to say that it’s fair, but yes, the world responds better to folks that look like her. Yet, it is a stone cold fact that you can be homelier than a hedge fence and still find a way to sell your ass off. Case and point, the real Erin Brockovich falls somewhere between Julia Roberts and said hedge fence. You can Google her image if you want, but take my word for it, the real Erin Brockovich is a solid 5 out of 10 and she had no problem selling her ass off, so what’s your excuse?
I once heard actor Robert Duvall tell Sean Penn a story about two bulls that were standing at the top of a valley full of cattle. The younger bull says to the older bull “hey let’s run down there and fuck one of those cows!” The older and more experienced bull replied “no, let’s walk down and fuck them all.”
Well if you want to sell your ass off, you’ve got to stop leaving anything on the table. Yes, this means you! Underselling good prospects is a disease that starts as a tiny little infection. Salespeople are always in this situation where they constantly have to decide between simply making a sale or making the most of a selling opportunity. You know its true, we’ve all done it. We sell a prospect a nickels worth when they had a dollar in there pocket.
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