Sales Dogs by Blair Singer

Author:Blair Singer
Language: eng
Format: epub
Publisher: RDA Press, LLC
Published: 2012-09-23T00:00:00+00:00

For years, a classic argument has raged through sales conferences, has been debated around water coolers and has inspired countless books: “Are great salespeople born or made?”

There is one school of thought that says that if you do not have the assertiveness to make calls and handle objections, you won’t cut it in the long run. The other school of thought says that everyone sells something and that depending on who you are, you can be good at selling some things and not others.

This debate is as old as sales itself, but my heartfelt observation is this: Every child comes into this world learning to ask for what it wants and needs. First for mere survival purposes and then for things like love, affection, cuddles and later Pokemon, Playstation and your car on a Saturday night!

Every child can sell. You can sell. We are all born to sell. I believe that everyone has the natural talent to sell.

However, we lose that natural ability through conditioning and the seriousness of life. Most of us have been fed a ton of conditioning about the evils of sales by those who lack the basic self-determinism to be able to say “No.” They fear being manipulated and taken advantage of so they portray anyone who does sell as a money-grabbing, morally corrupt charlatan!

So to answer the question: “Are we born to sell?” I believe that we are all born great salespeople. But we lose the talent by the time we get to adulthood, so many of us must simply retrain what we already instinctively know.

It may be true that not everyone can sell everything. Not everyone can sell investments and not everyone can sell business machines. But based upon what breed you are you can sell something.

So now you know your breed and have learned to recognize the breeds of others. You now know the rules to follow to keep yourself out of trouble and in the money, and you are ready for the next step in your evolution.

To become the Blue-Ribbon Winner that you deserve to be, you must master the basic skills for SalesDog success.

The pooch that can’t perform the fundamentals, like sitting, staying, rolling over, coming on command, fetching or playing dead—doesn’t wow anyone. The same holds true for SalesDogs.

There are five critical skills that every SalesDog must master in order to be a great hunter:

Mastering the art of referrals.

Delivering powerful presentations.

Tapping the desire to serve others.

Managing the personal marketing versus selling formula.

Handling of objections or rejections.

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