The 3 Types of Salesman

In every industry, there are 3 types of salesman. The bottom, the average, and the top.

The Bottom

Most salesmen belong in this group. They are here because they are afraid.

They are afraid that their propsects would say no to them. So what they often do is to sell based on price.

They go to their prospects, thinking that there are no reasons for their prospects to reject them because they have the lowest price.

And of course, most of the time, their prospects reject them.

Cheap things seldom need salespeople. They sell by themselves. Things that need salespeople are rarely cheap.

Bottom class salesmen simply do not understand that people do not take out their wallets just because things are cheap.

Sadly, most bottom class salesmen will not survive for long if they do not realize this.

The Average

A good proportion of salesmen belongs to the average group.

The average group of salesmen based their selling on needs, aka needs based selling.

This is the safest route, after price based selling. After all, that’s why society defines as “ethical”. The government approves it, especially in the financial services industry. You can’t sell above what the prospects need, right?

Needs based selling isn’t exactly wrong in the ethical sense but the problem is that if you sell solely based on needs, you should not really call yourself a salesman either.

Rather, you should call yourself a customer service staff. Because you are just processing a transaction.

Needs based selling seldom excite the customers enough for them to pull out their wallets.

The Top

Then, you have the top. These are the masters of sales. The big question is how do they do it?

Top salesmen don’t sell based primarily on price or needs. The top salesmen sell based on helping their prospects realize their dreams.

Put yourself in the shoes of a customer. Wouldn’t you get excited if someone can help you realize your dreams? Rather than just meet your price and needs?

Selling customers on their dreams can be done through sincerity and honesty. And helping customers achieve their dreams isn’t too different from helping them achieve their needs either.

Here’s an example:

A prospect is looking for a home. He says he only has the budget for a 10th to 15th floor unit.

The bottom salesman will propose a unit on the 10th floor.

The average salesman will propose a unit on the 15th floor.

And the top salesman will take his prospect to the highest unit in the building and take his breath away with the sunset across the horizon.

What Is A Good Goal?


A good goal must be big. It must be dream-like. And the reasons are plentiful.

Your goals must be big because big goals will change your life. Small goals won’t. Small goals will keep you deprived, leading you to being confused and disappointed with goal settings.

Big goals must push you to your limits. Philosophically, big goals aren’t necessary to be successfully hit. Why?

(Big) goals are not targetboards but springboards to propel you to greater heights. If you set a small goal and hit it, it is meaningless. If you set a really big goal and you miss it, you still could possibly achieve life-changing results.

Big goals motivate and excite you. They give you good insomnia. We all know bad insomnia. Those kind that keep you awake due to stress and worries.

Good insomnia are those that keep you awake because you can’t wait to get up, get to work, and move closer to achieving your goals and dreams.

Empathy

Empathy is one of the most important ability if one desires for success.

One person can’t be successful by himself. He will need to reach out to others.

He will need to give, serve, and inspire.

And because of that, it is important that he is able to understand how others feel.

Make Use Of Your Current Situation

Perhaps you are broke and average as you’re reading this.

But you don’t know that your current situation is a blessing in itself.

Yes, you may not have an abundance of resources to award you the freedom of choices you wish to have.

But this, will some day pass.

When we are deprived, that’s when we will work the hardest and at our most creative.

Before your imminent success arrives, cherish all of your current situation. Make use of it to propel you to the heights you desire.

Because someday, they will be gone for good.

Outcome

Most people think if they fail, the world will die.

Of course it won’t.

The best outcome is, of course, you succeed.

The second best outcome is you fail.

The worst is you didn’t even try.