Making Money and Marriages
Here is the sequence for successful selling - of anything.
1. Developing rapport and trust - 40% of the process.
2. Identifying Needs - 30% of the process.
3. Product Presentation - 20% of the process.
4. Closing - 10% of the process.
I see people coming in to 48Days.net and immediately blasting multiple blog posts with their greatest MLM company that you just must join. I see people wanting jobs who simply walk in and tell the manager they need a job. I see car salesmen who grab a customer and walk them right over to the Chevy Tahoe because that's where they make the most commission. I see pastors who scream that their listeners are evil and must change their ways.
These are all examples of inexperience and missing the critical first two steps of selling. With no trust and no identification of the need, there will be no sale.
Years ago, on the first day of my sophomore year at Ohio State University, my friends and I were watching the new batch of freshman girls arrive. Upon seeing Joanne (17 and gorgeous), I quickly asked for someone who could introduce me - a trusted friend of hers. While walking with her briefly I noticed she was struggling to hold her books while putting a notice on the community bulletin board. I offered to post the notice and saw that she was asking for a ride to school from her home on the other side of town. I kindly offered to supply that ride - just for a couple of days until she found someone to bring her regularly (ha). Six months later, having charmed her with my simple farm boy ways, I asked her to marry me.
Only an idiot would walk up to a girl and begin the conversation by asking her to marry him. You have to go through the process of selling. In the same way, no one who understands selling would blast masses of people with some business deal without first understanding their needs and desires.
If you need a job - you have a product to sell (you). If you are starting a business - you have a product or service to sell. If you have a job and want to keep it - you have a product to sell (you) - every day! If you want to find a mate, you have a product to sell.
Understand this process of selling and you can transform your success in any area of your life. It's not manipulation or deception, just common sense finding a need and filling it.
1. Developing rapport and trust - 40% of the process.
2. Identifying Needs - 30% of the process.
3. Product Presentation - 20% of the process.
4. Closing - 10% of the process.
I see people coming in to 48Days.net and immediately blasting multiple blog posts with their greatest MLM company that you just must join. I see people wanting jobs who simply walk in and tell the manager they need a job. I see car salesmen who grab a customer and walk them right over to the Chevy Tahoe because that's where they make the most commission. I see pastors who scream that their listeners are evil and must change their ways.
These are all examples of inexperience and missing the critical first two steps of selling. With no trust and no identification of the need, there will be no sale.
Years ago, on the first day of my sophomore year at Ohio State University, my friends and I were watching the new batch of freshman girls arrive. Upon seeing Joanne (17 and gorgeous), I quickly asked for someone who could introduce me - a trusted friend of hers. While walking with her briefly I noticed she was struggling to hold her books while putting a notice on the community bulletin board. I offered to post the notice and saw that she was asking for a ride to school from her home on the other side of town. I kindly offered to supply that ride - just for a couple of days until she found someone to bring her regularly (ha). Six months later, having charmed her with my simple farm boy ways, I asked her to marry me.
Only an idiot would walk up to a girl and begin the conversation by asking her to marry him. You have to go through the process of selling. In the same way, no one who understands selling would blast masses of people with some business deal without first understanding their needs and desires.
If you need a job - you have a product to sell (you). If you are starting a business - you have a product or service to sell. If you have a job and want to keep it - you have a product to sell (you) - every day! If you want to find a mate, you have a product to sell.
Understand this process of selling and you can transform your success in any area of your life. It's not manipulation or deception, just common sense finding a need and filling it.
Comment
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Comment by Denise on March 27, 2009 at 7:21pm -
Happy Anniversary Dan and Joanne, you give the rest of us hope and something to look forward to. Thanks for all you do.
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Comment by Jenny Love on March 5, 2009 at 1:38am -
I like it when you post photos with your wife - it makes me happy :-) p.s. Thanks for sharing your knowledge and enthusiasm with all of us!
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Comment by Jason Ayers on March 3, 2009 at 8:45am -
Very smooth, Dan, very smooth.
When you "sell" with the best of intentions, it is effortless.
Congratulations to both you and Joanne.
Jason
www.wisdom4lifecoaching.com
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Comment by Jay Peroni on March 3, 2009 at 8:26am -
Great message Dan! Happy Anniversary!
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Comment by Ann Musico on March 3, 2009 at 6:45am -
How simple and straightforward and brimming with wisdom! It's basically common sense and we could all use more! We like to make it complicated when it really isn't and doesn't have to be. I learned this strategy from your Thou Shall Prosper and I have taken it to heart!
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Comment by Brian Stump on March 3, 2009 at 5:28am -
Thank you Dan. Those statements about selling sum up what many marketers take a whole book to say.
This also is a good lesson for our children. I will have inject this lesson into my kids lives at the right time!
God Bless you Dan and Joanne,
Brian
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Comment by Wendi Gordon on March 3, 2009 at 12:56am -
You are so right about the importance of building trust and rapport first! I'm amazed that so many people skip to presenting the product and trying to close the sale. On the other hand, my husband and I were engaged 3 weeks after we met and have been happily married for almost 18 years now, so clearly sometimes the buyer knows immediately that the product is a must have!
Wendi Gordon
www.betruetoyourself.com
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Comment by Kevin Miller - Free Agent on March 2, 2009 at 3:44pm -
Beautiful message! Post it every day for the next week, it's just so needed.
And I for one...am grateful for your poor farm boy skills so I didn't get no ugly Mama.
Happy Anniversary Mom & Dad!
Love,
Kevin
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