You must believe in what you’re selling

Call us old fashioned. We’ve been sold on the power of newspapers and advertising most of our lives. And it has served us well.
Prospects can tell we are talking with them about something we believe in. Without that belief and the passion it gives us, we may not have sold the first ad campaign.
It takes passion to motivate yourself to get out there and show others how what you offer can improve their lives.
Sales legend Zig Ziglar said that we must have passion and belief in what we offer.
One of Zig’s favorite stories was about his colleague who wasn’t selling much.
Zig asked him if he owned the product.
No, the man said, but he “planned to” after he made a few sales.
Zig sold him a set of cookware that day.
He made a commission on it that his colleague could have used as a discount had he taken the initiative to buy it himself.
We must believe in our product or service so strongly that we own it ourselves.
If you won’t invest your own money in your offer, can you expect others to?
Your prospect will feel your lack of belief and passion. Your prospects will perceive that you don’t truly believe in what you are offering and your sales will plummet.
We discuss such ideas in “Maverick Entrepreneurs’ Million Dollars Strategies.” For a $20 autographed copy, call 803-359-7633.

Copyright 2019, The Bellune Co., Inc.

Is ‘selling’ the wrong word to use?

Salesman Harv Eker says he doesn’t like the word sell. He’s not alone. He thinks it has a negative connotation.
He suggests that to avoid saying “sell,” say “help.” By using “help,” you emphasize an important distinction in your thinking and customers’ or prospects’ thinking.
Harv wants you to help people, not sell them something. It makes sense.
Most prospects want solutions to their problems – not products. They want what your products can do for them. That’s the main reason they buy from you.
The other reasons are that you offer them a benefit too great to refuse or the fulfillment of their hopes and dreams.
No one buys from you because you’re smart, trustworthy or good-looking.
They give you money because you solve a pain or a problem for them or offer such value or hope that they can’t refuse.
The Godfather had it right. Make them an offer they can’t refuse. If they don’t see how you can solve their problems, you’re wasting your time and theirs.
Here’s one we have found that also works: Use “invest” instead of “buy.”
“Buy” implies an outgo of their money.
“Invest” suggests a return and reward.
We discuss this and other ideas in Maverick Entrepreneurs’ Million Dollar Ideas.
For a personally autographed $20 copy, call Katie and Jewel at 359-7633.
Copyright 2019, The Bellune Co., Inc.

Lexington native shows how to sell more

How do you put out fires in your life?
Specifically, how do you prioritize in making important decisions?
Professional speaker and insurance agency manager Michael Aun has developed a system that could help you set priorities.
Michael uses a daytimer to set his schedule, take notes and be accountable if Uncle Sam wants a close look at his deductions.
He uses a 2-page system, keeping longer-term goals and projects on one and the current day’s schedule on the other.
These are the appointments already scheduled. They have “A” priority.
He prepares thoroughly for these appointments so that there are no guessing games about the purpose of his visit or what he wants to accomplish. These take priority over the rest of his day.
He spaces appointments 2 hours apart, starting at 8 am and running to 8 pm. This gives him 7 time slots that he can use for “green” activity – making money. He says he can’t sell people unless he sees them.
Michael can show you how he does this and other strategies to sell more to more people more often for more money in “Maverick Entrepreneurs’ Million Dollar Strategies.” This new book will help you organize and run your business more profitably.
To place your order for a $20 autographed copy, call 803-359-7633.

Copyright 2018, The Bellune Co., Inc.