The mysticism behind the magical speaker. The glory of watching a verbose and lyrical master in a sales presentation. My whole life I thought these people were so gifted on improvisation during these presentations… that they move people to a financial agreement by the seat of their tounge. I thought in my soul… I could never do that, they are like prophets.. given this persuasive gift of gab from the Gods that give sales. I’ve now been to countless events, and studied from multiple leaders in sales and presentation… My heart found hope in the truth. These men and women were no angelic being of lore. They had mastered a system. They had given science to a process of interaction that could produce the desired outcome of some, and that outcome would pay dividends not only to these system sellers.. but to the people they have the privilege of teaching.
They had an authenticity to them, a genuineness to the power of their script. They had gone above and beyond in mastering all parts of their process, so that a hiccup here or there from the audience or prospect could seamlessly glide them to a heart felt canned response.. AUTOMATIC. They were unconsciously competent. They had a sales muscle memory that no one could detect from a first time experience.
This changed my life in sales. It demolished a belief ridden with fear… THAT I HAD TO BE UNIQUELY CREATIVE ON EVERY APPROACH.. because after all aren’t all people unique? They are, but a system leads everyone to common ground. A system brings harmony out of chaos. Whatever you do Get Sold on A System. It removes fear, doubt, perception problems, personal problems, from the process of influence. It gives an absolute truth that is measurable and creates patterns that produce teaching opportunities and real reasons as to why we may have missed.
Once the system is automatic, then the art of personal development, situational awareness, and genuine authenticity of the sellers soul become the focus point. The mind can fully focus on the environment, the cues, the twitches, the leaning in, the EVERYTHING that really matters to the sale.
Value then becomes the focal point. People will cancel on a friend, on a deal, on a family member… but they will never cancel on themselves in getting what they actually WANT. Selling on price or the discount there of was a huge mistake I made for a considerable period. I recently remembered and realized how important it is for the Art of the Science to be all encompassing the clients WANTS, the solution isn’t price.. it’s trust and faith that without it, they will never have what they want.