One of my favorite books is “Selling Sucks” by author Frank J. Rumbauskas Jr. It’s a short book that talks about a handful of alternate strategies for getting clients. So, over the next 3 weeks I will disclose 18 of the strategies! Here goes the first six:

1 – IT’S TRUE, SELLING SUCKS

Selling suggests an uphill battle of trying to convince somebody to buy something they really don’t want to. It’s all about playing the numbers game and trying to set appointments with whoever is willing to meet with you. The theory here is at some point you will hit the jackpot and find a qualified prospect. Someone who has a genuine need to lease, purchase or sell an income producing property.

Wouldn’t it be better if you had a non-stop supply of hot qualified leads that called you?

Selling is only necessary when you’re in front of someone who doesn’t really have a problem for you to solve.

Sales superstars are masters of attracting prospects who have an immediate problem for you to solve and you hold the key to the solution!

2 – TOP SALES PROS ARE MASTER PERSUADERS

Master persuaders are focused on creating a win-win situation that benefits everyone involved.

3 – TOP SALES PROS DON’T COLD CALL

Cold calling simply is not the most effective lead generation tool today. Sure it will get you an appointment here and there but it is an incredibly inefficient way to spend your time.

Less than 1% of all cold calls actually result in a qualified lead. Cold calling will get you a few appointments but generally not quality appointments.
(Try keeping track of your results – you’ll see)

Time is money and spending your time on an activity with the lowest return on your time investment is FOOLISH.

Instead, spend time solely on activities that yield the highest rate of return.

If you’d like to be a top sales pro. . .stop cold calling and start spending your time by using intelligent systems of self-marketing to generate leads.

4 – TOP SALES PROS GET AND KEEP THE POWER

Old school methods of selling tend to put salespeople in a position of weakness and prospects in a position of power. This is disastrous to sales results. Keep your power by:

Avoid phony rapport
Avoid phony or canned language
Slow down
Stop saying “right?” or “You know?”
Take as much space as you’d like (physical space)
Keep your hands calm while speaking
Don’t allow disrespectful behavior
Answer questions within your own frame and timing (i.e.: at end of presentation)
Be brief and simple
Be confident
Keep the presentation (or phone call) moving forward
Speak clearly

5 – SALESPROS DON’T GO TO NETWORKING CLUBS

They speak at networking clubs (allows them to be seen as the expert).

6 – SALESPROS GET HOT REFERRALS

Most sales pros are taught do a good job and ask for 3 referrals. “Do a good job and ask for 3 referrals is as effective as cold calling – meaning NOT AT ALL”. The bottom line is if you want referrals you either need a raving client or a referral program.

If you have no company referral program, at the very least find a way to gift referrals out of your own pocket.

“Appointment by referral only” concept.

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