Book Notes #4: How to Master the Art of Selling, pg. 85-151
“Money is good. Money is good. Money is GOOD.” It’s okay to be motivated by money, because it represents service, or in Hopkins’ word change “$ervice. Money is a “scorecard for the value you create. So while money won’t make you happy by itself, it’s not superficial to seek it.
“Do what you fear most and you control fear.” Sales is psychological. It takes rejection and bouncing back from failure. That rejection is tied to fear and our biological programming to be accepted by others. How to overcome it? Recognize that you sky-rocket your self-esteem by going straight towards the thing you don’t want to do.
Learn to love “no.” This is an important re-frame. The key is to understand that, even if you are the best salesperson of all time, it will still be a numbers game on a fundamental level. SO, realize that a “no” is another coin in the bucket that fuels your ratio. If it’s 10 calls for 1 sale, you know you’re making progress no matter the outcome. Get excited.
Prospecting is an essential fundamental. You need to “weed through” potential clients in order to know who to sell to. If you don’t sharpen that axe, you’ll be chopping furiously with a dull blade. Do the work and generate leads. To boost that work, go meet 20 new people a day. Make people aware of your service. Generate a personal network to support your professional goals.
