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Finally,
the Ultimate Wealth Secret!
By Peter Nguyen - Jun
20, 2008
I wrote
in my Real-Time
Success Secrets blog several posts on The Ultimate Wealth Secret, and
challenged my subscribers to come up with one word to summarize that wealth
secret.
Well, here it is. Are you ready? It's...
SELL.
Indeed, sales ability is a secret art that most people have not been
taught at school or at home.
Not only that, but we have been conditioned to view "selling"
negatively. This is perhaps due to several bad experiences with
"pushy" salespeople.
Yet, when you understand the proper function of selling and master the
art of selling, you will know why some people get richer while others
do not.
It's because selling is a certain strategic mindset. The savvy and
skillful sales star is always thinking strategically and speaking
strategically. Since thinking and talking are activities that we do
almost all the time, then this accounts for the fast rise to success
of people who are skillful at selling.
In other words, people who are trapped in poverty (i.e. can't find a
good job or can't succeed in business), usually do not think very
strategically nor do they speak strategically. It doesn't occur to
them, in a conversation, to help the other person figure out his or
her precise need and to help that person fulfill that need.
For instance, you might think of the salesperson as a selfish person
who is always "pushing" his products in order to get someone to buy
something. But in fact, a professional salesperson acts according to
"enlightened self-interest": he will ask skillful questions in order
to find out what the other person really needs, and then will try to
help that person fulfill that need through a product or service that
he offers, or that another company offers.
In other words, the professional salesperson doesn't sell as much as
he is buying. Buying what? Trust.
Trust is the holy platform upon which your fortune is built.
A great salesperson shows so much care, concern and compassion that
everybody instantly trusts him -- and will buy whatever he's selling.
Everything I share with you here is only 0.0000001 % of this vast
field of selling.
Yet, most people do NOT explore this field because they have negative
perceptions and feelings about selling. These negative perceptions and
feelings KEEP THEM POOR.
Indeed, there are few activities that are more enjoyable and
profitable than selling, because basically, it's just a conversation
where, at the end, the other person hands over his money to you!
Some people are skillful conversationalists, so they can sell by
simply talking. Most people, however, will succeed only if they
complement their words with real, concrete actions. If you want to
master the art of selling, read the book The Trusted Advisor, by David
Maister. (I read it several times).
Jeffrey Gitomer is also a great author to read on the art of selling.
The bottom line is that selling is simply a skill -- not a talent. And
the extent to which you master that skill, and turn it into an art,
will determine your level of financial success.
This is so because (economic) power comes from your talent, and
selling ability MULTIPLIES that power.
It is because employees lack selling ability that they are trapped and
are forced to work for someone else. An employee may be the best in
his field, yet if he cannot sell, he will not likely achieve financial
freedom.
Let's take a mathematical look at this to fully understand how selling
ability MULTIPLIES your economic power.
Imagine John and Jane, two professionals. John has a greater talent
than Jane, so let's say his talent has a value of 9 whereas Jane's
talent has a value of only 6.
However, Jane is better at selling than John and has a selling ability
of 3 while John has a selling ability of 1.
So the score is:
John: 9 X 1 = 9
Jane: 6 X 3 = 18
Jane gets more opportunities or contracts because her selling ability
multiplies the power of her talent. She is also more balanced than
John in that she can both CREATE value and SELL that value. Hence, she
is more likely to be able to launch her own business and achieve
financial independence while John will be forever stuck in an office
or cubicle (unless he learns how to sell).
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