Sales Mastery Principle One - Element One

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Sales Mastery Principle Number One states that "The customer always buys into the salesperson first!"

Essentially, people like to do business with people that they know that they like and that they trust. This is the cornerstone of relationship sales and marketing.

This is your leg up over large companies, you can personalize all of your relationships, if you are struggling for business this is generally the one area you are not connecting with within yourself. One of the lessons that I have learned as a entrepreneur is that in asserting my independence to the universe, I have to be careful not to assert my aloneness to the universe.

And this one was one of the hardest lessons for me to learn – I need connection with people – being an entrepreneur, business person or a sales person can get lonely. You need support. You need an objective eye who can give you feedback or point out what you are missing. Get a buddy – meet for lunch once a week – I have a coach, because I don’t see having a coach as an expense – I see it as an investment in my business, in me and the kind of future I want to create for myself.

Knowing that people like to do business with people that they know that they like and that they trust, the question we need to ask ourselves is: How do I sell myself more effectively?

There are actually five elements to selling yourself more effectively.

Now what I find is most people understand this on an intellectual level, but many sales people, business owners and entrepreneurs do not know how to put this into practise and make this philosophy work for them. Let me explain what I mean. I find a lot of people when they go to networking functions they complain about the types of people that they need there, that they don’t get any business when they go to networking functions.

And this is exactly what I mean about their attitude wrong, dead wrong and it’s why they are struggling with networking as a means of building their business.

If you look at the overall sales mastery principle that people buy into the salesperson first, and that you see that your attitude is a big component of that then you need to change your belief set.

When you go to a networking function its called “givers gain” for a reason.

When you go to a networking function your sole purpose is to help others. To give without expectation of what you are to receive.

Your reason for going to a networking function is not to get business, it’s to build relationships - and the way you build relationships at a networking function is that you give first.

Don’t you hate when a person you have never met walks up to you at a networking function and hands you a business card?

Why not be the person who walks up to another person and says, “Hi my name is Kevin, what would make a great business referral for you?”

You are going to find that other people are going to react to you in a totally different way, people will perk up when you approach them, you will become the honey that attracts the bees.

Here’s the missing piece of the puzzle to make network marketing work for you and your business…

When you are sitting down with a client, tell them, “I really care about my clients, and I love helping people, especially when it comes to you having success in your business, tell me what are some of the challenges you’re having right now. I might actually be able to connect you to someone who could really help you.

Now tell me have you not just change the whole dynamic of how you do business and how you have become a magnet, have you not become a resource for people? Have you not become a resource for every single person that you meet at a networking event, for every single person who is your client or business associate?

Become the honey that attracts the bees!