Learn How to Sell!
A Lost Art
If you want to build a business and sales career based on best practices then you have to be interested in learning to sell.
Would you like to learn how to get more out of life and find out how to get what you want?
My name is Tom Monson and I’d like to challenge you to do better!
Who am I to challenge you? If you give me the opportunity, I will show you how to sell yourself and your product more easily than you may think. But first, let me tell you about what I do and what I have done.
I started my sales career when I was in college. It was the beginning of the school year. I needed a job. A friend suggested I interview at an insurance company where he worked. I remember telling him, “Selling? I have no desire to be a salesperson.”
A few months later, I’m almost broke so I interviewed with the insurance company. It seemed like a decent job, I could set my own hours, and I wouldn’t get dirty.
Everyone told me that I was crazy — selling insurance was selling something you couldn’t see and it would be way too hard. I still needed a job, so I decided to give it a try. Long story short, three months later, I’m making more money than the average Harvard grad. No kidding!
Of course, it didn’t happen by accident. I didn’t realize it at the time, but I had already been trained to sell.
Throughout my teen years, I worked for AAA Autobody – an automotive body and fender shop. The owner’s name was Lane Schultz and he is one of the best salespeople I’ve ever known. He taught me how to turn someone, who just wanted an estimate into a loyal customer. Lucky for me, he decided to teach me the techniques and methods he had learned over his lifetime. In addition, he made learning easy.
He never called it sales training or even selling, but that’s what it was. In the five years I worked there, he taught me how to become a great salesperson, or as I like to say, “Sales Giant.”
The Greatest Profession
Sales is a great profession for some people — not so much for others. What’s the difference?
Some people think sales is a grinding and unpleasant interaction with apathetic prospects, angry customers, and people who are just wasting their time. This tells me they do not know or follow the basic principles of selling.
On the other hand, some people seem to be well suited for sales. They understand and follow the basic principles, and make lots of money.
Sales is the highest paid profession! It isn’t uncommon for top salespeople to earn more money than the president of their companies. It’s also true that 20% of salespeople earn 80% of all the commissions. Why? Top salespeople invest their time and money to master their craft. That’s how they become the best and that’s how you will become better.
Learning to Sell!
If you really want to be successful, learning to sell and how to master the art of selling should be your top priority. There is no other way.
It doesn’t matter if you are a salesperson, a professional, or a business owner, you have to continually learn the best way to sell your products and/or services.
Over the years of my successful sales career, I’ve discovered there are 62 principles you must use to be mega-successful. I developed this 350-plus page course-like book and organized it into 62 short lessons that will make learning to sell easy so you can quickly improve your ability to be successful in sales.
Each lesson prioritizes your learning to sell and should take you less than an hour to complete. You will learn how to master the material quickly and start earning more right away!
“Every sales library must include this masterpiece!”
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This is one of the most comprehensive and affordable sales books on earth. If you invest just 30-60 minutes a day for 90 days learning to sell and the Sales Success Laws, you too can become a Sales Superstar!
Success Strategy
Showing up is a start but it’s not enough…
Not long ago, I stopped by an RV dealership I had heard about on television a few times. I was thinking about kicking back and cruising up the coast for a few days. The thought of staying in motels along the way, but sleeping in other people’s beds didn’t generate a lot of enthusiasm on my part. I’d seen commercials about the fun of RV’ing, and I was open to exploring the possibilities. Given the right salesperson, a good story, who knows, I easily could have driven off in a new $200,000 motor home. I was seriously ready to buy.
So there I was. I parked my Lincoln and walked toward the row of motor homes on display. There she was. When I spotted her, I felt a little flutter in my heart. It was like an electrical shock running through me. I could see myself driving her up 101 headed for adventure. She looked perfect. She was the right size. I imagined myself driving up the coast, through the cool-coastal air on my way to fun and relaxation. I was more than interested. I walked over to take a closer look.
Out of the corner of my eye, I noticed a salesman walking my way. He didn’t look particularly happy. Actually, he looked like he was mad. I remember thinking, “Well, maybe he’s not having such a great day.” His look put me on the defensive.
As he stopped in front of me, he forced a smile – not a big one.
Then he flatly asked, “How’s it going?”
I remember thinking, “I don’t know.” I wasn’t sure.
So I left my I’m-ready-to-buy-this-incredible-looking-RV state of mind to a how-is it-going? state of mind. All of a sudden I was stressed about deadlines at work, the chores I needed to do at home, how the economy was weighing on me, and I felt the life drain from my happy vacation to the life I wanted to escape. I left the happy trip up the coast in my mind in my rearview mirror and went back to work.
I remember thinking, “I wished you hadn’t asked me that.”
I knew things between us weren’t going to get any better. I surely don’t want to buy anything from someone who isn’t enthusiastic about what he does. I want to buy something from someone I can trust to treat me fairly and since this guy is obviously unhappy, I remember thinking, “Maybe he got in a fight with his sales manager, or maybe his wife just left him or because…” I was already tired. Well, the thoughts and ideas went wild and it didn’t take long for me to want to get off the lot.
I didn’t want to make the guy feel bad so I told him that I was just killing time while I was waiting for my wife’s hair appointment. I’m sorry to admit that I lied to him. He knew I was lying.
So, what’s the point? If this salesman had asked me the right question, or if he would have introduced himself and welcomed me to his dealership, he very well could have made a sale, and I could have gone home in my new motor home. We both lost.
Ask the Right Questions
What was the right question?
Here are some choices:
- How’s it going?
- Do you have any questions?
- Can I help you?
- What are you looking for?
- Are you in the market for an RV?
OK, sure some of these questions will work with some people. But I have to tell you it would be hit or miss. If you consistently use one of these questions and it’s working, don’t change. But if you are not getting the results you want, then let’s talk about a change.
Let’s talk about the choices.
- We’ve already discussed “How’s it going.” Why would you want to take the prospect away from the reason he’s at your location?
- It certainly wasn’t “Do you have any questions.” Because my answer has always been “What’s the winning number for next week’s lotto?”
- It wasn’t “Can I help you?” (A lot of people use this one.) I certainly hope they can because that’s why they work there and when they ask that question, a prospect’s defense mechanisms go into action — I know mine does.
- “What are you looking for?” This comes close but in my opinion, it is a little abrupt and may put your prospect on the defensive.
- “Are you in the market for an RV?” This is very direct and it’s used to quickly qualify people. Unfortunately, it also drives more people away than it qualifies.
OK, so what’s the answer? I’ll tell you after I make this point.
Fifty years ago, when I began my sales career, I was fortunate to have a mentor who, just by my luck, was one of the best salespeople I’ve ever known. I was blessed to have him take the time to teach me what I had to do to make more sales. At the time, I thought he was just talking to me, but he was teaching me.
A Simple Way to Improve Sales
His first lesson was, “Put people at ease when you meet them.” This one simple idea helped me become wealthy because it opened the door to so many hearts and minds of my customers and clients. In sales jargon, we sometimes call it establishing rapport. It really is more than that, it is establishing rapport and putting your potential customer at ease. If you can do this, you will find the job of selling is much easier.
I was lucky to have a great salesperson teach me. And now you can too!
I wrote the Sales Giant course for you. In it, I’ll tell you about the 62 Sales-Success Principles. These are the same laws successful people have been using since the beginning of selling. Your long-term success will be measured by how many of these laws you follow. I have made learning the selling process easy to understand for everyone.
Each law has its own chapter. Each chapter has an exercise to help you incorporate it into your work so you can start improving your results right away. Our goals are the same — help you earn more money and make a bigger splash in the pool of life.
The 62 principles are designed to help you know what you need to know to win at sales and at life. Over my sales career, I have sold many different products and I have done very well for myself. In national sales organizations, I was a leader with outstanding results. If you really want to be a top producer, this course is for you. Your career success will be directly impacted by how many of the 62 principles you can adopt for your career and life.
Remember human nature over the millennia has not changed much and neither has the process of selling. Today people act the same as they have for thousands of years.
Learning to Sell is a Lifelong Effort.
So what was the right question?
Over my career, I’ve had hundreds of salespeople work for me. The first thing I teach them is to help people feel at ease.
If you work on a sales lot or in a retail position where the first customer contact is someone walking in and you have a selection of products, like RVs, cars, appliances, clothing, or other retail goods, then I don’t have to tell you those prospects are going to be defensive.
In my initial contact, I say something like, “Hi my name is Tom, and welcome.” Then I throw them a big smile. If their body language suggests it, I will reach out and shake their hand. After a short pause, I say, “Is there something I can help you find, or did you just come by to look around?” Then I shut up. The chances are good that not only will they tell me what they are looking for but what I need to do to sell them.
If you go to their location, either a home or their business, follow the same strategy and sell more. Art Williams, the founder of AL Williams, used a strategy of telling people to put their checkbooks away when he would first go to their homes to sell them insurance. He said he never made a sale on the first call. A great way to make people feel at ease.
If you use this simple strategy of putting your prospects at ease when you first meet them, this will make a huge difference in your paycheck — especially if you don’t follow this practice now. If you ask the question above, or a similar one, of everyone who comes to your location, you will increase your effectiveness as a salesperson by more than 100%.
This simple device should convince you that you need this book because it will help you make more money.
Learning to Sell is Easy!
It doesn’t matter if you sell cars, refrigerators, medical or legal services, widgets, or hardware, you have to continually learn the best way to sell your products and/or services.
If you really want to be successful, learning the right way to sell and how to master the art of selling should be your top priority. Any other way is just living by chance.
Learn the 62 principles and you will join the ranks of the highest-paid sales professionals. This 350-plus page course is divided into 62 short lessons that makes learning to sell easy.
Order your’s today. It’s a great investment to help you earn money and get what you want.
This is one of the most comprehensive and affordable sales courses on earth. If you invest just 30-60 minutes a day for 90 days learning to sell and Sales Success Laws, you too can become a Sales Giant!
LIMITED-TIME OFFER!
BUY ON AMAZON
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Your Road to Success Starts with Learning to Sell
Sales Giant course is your road to being a top earner. Start putting the Sales-Success Laws to work in your career and it’ll be almost impossible to fail! It took years to find, refine, and use these sales-success laws to build your successful business. Get the Sales-Success Laws today and improve your career tomorrow.
Here is just part of what you will learn:
- How to get people to want to do business with you
- The secret of making a powerful first impression
- How to build genuine rapport with your customers
- How to create a never-ending supply of qualified prospects
- How to create and give presentations that move people
- Getting your customers to say “Yes!” quickly
- The fundamentals of selling
- How to close more sales
- How to plan for your success
- How to deal with time, stress, and more
- How to keep your customers coming back year after year
- How to turn angry customers into fans
- How to reach your full potential
- How to develop a winning attitude
- The assets that will set you apart from your competition
- And much more…
REVIEWS
Five Stars — “This is a true masterpiece. A must-buy for those who are involved in sales and marketing. Author Tom Monson has proposed a great theory on maximizing sales and earning huge profits by a simple but effective sales strategy.”
Johannes Pudwell, Buyer
“If you want to be successful, rich, or both, you have to want it. Your Successful life will begin with the very first page of this course.”
A guide for salespeople in every industry to achieve success by adopting skills, methods, and traits that close sales and increase earnings. The course gives 62 strategies for long-term success using respect and integrity over fast-talking con jobs to get the sale and keep the customer.
Each chapter begins with a question, supplies a most astute, informative answer, and then asks the reader questions. The course can be the reader’s own personal workbook to success. Topics discussed are varied and in-depth from “Positive Attitude,” “Make People Feel Important,” to “Customer Service Email.” The course overflows with excellent advice and insight for anyone in any business whether a salesperson or an executive.
Written in simple layman’s terms this course is easy to understand, well written, and organized in such a way that it takes the reader step by step to the conclusion — Successful Selling. This course should be in every businessperson’s library. I guarantee you will return time after time for up-to-date, conscientious answers to everyday problems and situations.
Author, Thomas Monson has taken a dry, sleepy seminar subject and injected enthusiasm, encouragement, and sage advice, which excite rather than bore the reader. Monson has produced a practical business tool. The tactics can be applied to day-to-day living and any interaction with the public. Kudos to the author for an excellent business guide which is now part of this reviewer’s library.
Shirley Roe, Reviewer
Highly recommended by Allbooks Reviews.
If you are in any kind of business at all, whether is selling refrigerators to Eskimos or your latest course to illiterates, This can make you successful. Monson takes a very down-to-earth approach on making every sales opportunity into a win/win situation.
Each chapter ends with a question session, but unlike more such features, they also give the correct answers.
In the forward, the author says, “If you want to be successful, rich, or both you have to want it. But equally (or arguably, more) important is that you know and consistently adopt the traits, methods, and skills in this course. Countless hours of research by us and hundreds of others illustrate the indisputable fact that these qualities are necessary for success of any kind.”
The course will take you through your own like or dislike with your job, setting goals, adopting a positive attitude, to creating effective promotional tools, and managing your time to the best advantage.
If you are in any sales career, even if it is just to “sell yourself,” this course could revolutionize the entire outcome of your life.
Highly Recommended
Janet Elaine Smith, Reviewer
NOTE: Janet Elaine Smith is the author of 12 published novels, as well as a well-known magazine writer of over 25 years.
A compendium of Tips, Tricks, and techniques to stand head and shoulders above one’s competitors in sales. From how to make a good first impression, to the psychological advantage of getting the customer to say “yes” to various opening questions before making the sale, to skillfully handling customer objections, managing employees, and much more. Simple questions (with answers provided) throughout drive home the lessons in this practical guide to earning success in a high-pressure trade.
James A. Cox, Editor-in-Chief, Midwest Book Review
This is one of the most comprehensive and affordable sales courses on earth. If you invest just 30-60 minutes a day for 90 days learning to sell and the Sales Success Laws, you too can become a Sales Giant!
LIMITED-TIME OFFER!
BUY ON AMAZON
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About the Author
Tom Monson is an award-winning author, publisher, filmmaker, and salesman. His accomplishments include:
- Won numerous awards in sales, communications, writing, and filmmaking.
- Trained thousands of people in sales and marketing
- Author of a dozen books on sales, management, marketing, and produced more than three dozen films
- Member of President’s Clubs for Prudential Insurance Company and the White Cross
- Management Consultant for Mutual Life Insurance Company of New York
- Executive Director of the Small Business Advancement Institute
- Real Estate Developer
- President and CEO of Advantage Source, Inc.
- President and CEO of Home Medical, Inc.
- Current Director at Tom Monson Productions
And he can help you succeed in sales and help you make more money!