Mastering the Art of Selling takes dedication to one’s craft.
It takes real study, commitment to mastering the mundane, and an understanding that repetition is the mother of skill.
The Mastery of selling demands a consistent will to improve, to push past one’s current limits and capability.
It takes competition with oneself.
It takes real endurance, love for the process, infatuation with the principles of influence…
…and a burning desire to WIN.
Oh, and also a willingness to create a masterpiece on a canvas of human emotions—just like Michaelangelo did to the Sistine Chapel!
That’s how you master the art of selling.
Today, we’ll be breaking down each one of these topics.
Let’s start with the first point:
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If you want to master the art of selling, you must first commit to STUDYING that what you wish to master.
It always confounds me when newer reps ask me what are some things they could do to improve…
… and when I ask them when was the last time they read a book, let alone a sales book, they look at me with an expression that looks like a deer in the headlights.
If you want to be an expert in something, and you want to make it your career?
Then you’ll want to read up on it.
You’ll want to study it.
This should go without saying, but if you’re trying to play basketball like Kobe Bryant…
You best be studying the HECK out of your craft!
That why what confounds me all the time when salespeople are stuck at a certain level, and wanna grow or earn more money…
…but refuse to pick up a sales book and spend the time to read it!
And we’re talking about their careers here!
If you want to master something, you have to make a study of it!
Pro-tip: An easy way to do this is to commit to yourself to read just 10 pages a day, or just 30 minutes a day. It’s a simple action you can commit to (and accomplish) on a daily basis. Over time, you won’t believe what the compound effects will be!
Rituals are the best way to do this.
If you just develop a habit of reading 10 pages a day…
Over a month, you will read 300 pages.
Which is pretty much a good-sized book!
In a span of 1 year, that’s at least 12 new books in your brain!
Even if you did this with sales books for 2-3 years, how much more head would you be than everyone else?
How much more ahead would you be compared to if you didn’t start reading those books?
Over the long term, the compounding effects will be MASSIVE.
What are some good sales books to read?
Here are Saleslucky’s Top 10 Recommend Sales Books:
- Think and Grow Rich by Napoleon Hill
- How to Sell Your Way Through Life by Napoleon Hill
- Influence by Robert Cialdini
- Pre-Suasion by Robert Cialdini
- How to Sell Network Marketing Without Fear by Michael Oliver
- How to Win Friends and Influence People by Dale Carnegie
- SPIN Selling by Neil Rackham
- To Sell is Human by Daniel Pink
- The Greatest Salesman in the World by Og Mandino
- Linchpin by Seth Godin
Good ole’ Grit.
Yep, that’s what it takes if you want to master the art of selling.
There’s no way around it.
You’re going to have to develop some guts.
You’re going to have to face your fears, stare it right in its eyes…
And be prepared to knock it right out!
Not only is it grit and courage, but it’s also persistence and determination.
It’s a willingness to practice the mundane… until it’s mastered.
It was Bruce Lee who said…
“I fear not the man who practiced 10,000 kicks once,
I fear the man who has practiced one kick 10,000 times”
It’s the repetition that builds mastery.
Tony Robbins says…
“Repetition is the mother of skill”
It’s also the willingness to fall flat on your face sometimes.
It really is true with learning anything new really.
Like when we were babies, learning to walk…
We didn’t fall and tell ourselves, “oh man, this walking stuff is hard, think I’m just gonna crawl the rest of my life. This walking stuff isn’t for me”
But that’s precisely what adults do when it comes to trying something new!
How mind-boggling is that?
It really does take a willingness to fall and dust yourself off, over and over again.
I think that’s why most people tell themselves they aren’t “cut out” for sales.
Is that at the bottom of it, they’re scared and can’t deal with the inevitable “no’s” in sales.
But what they don’t realize is that it’s literally the SAME muscle that creates success in virtually any other area of life.
A willingness to take action, and learn from that action, and to keep doing that UNTIL you get the result.
That’s why I’m not surprised when I read biographies of successful business people,
Only to learn that they did “sales” at some early point in their career.
I recently heard in Tony Robbins’ podcast that Sara Blakley (the founder of Spanx) worked for 7 YEARS as a salesperson selling copier machines.
Talk about some Jedi sales training.
She was selling copiers (first of all, try to think of how much of a commodity a copier is! 120 pages per minute vs. 115?)
—and she did that for 7 frickin’ years!!
I feel like the people who sold copiers like Robert Kiyosaki, John Barrows, those guys are BEASTS.
Everyone who has crushed copier sales before turned out to be an absolute savage.
Sara said her sales experience was absolutely critical in her growing Spanx to where it is now.
She mentioned it taught her all about the “non-verbal cues” in communication.
Like the first chapter in Napoleon Hill’s 1937 classic, “Think and Grow Rich,”
Desire is the seed from which all dreams grow.
In order to master the art of sales—you must first have the desire to do so.
Many people say they do, but when the rubber meets the road…
Will you have the burning desire to do so?
That desire was born out of a PAIN growing up.
Communication skills were a big pain point for me growing up.
It was an area that I wanted to get better at.
I felt that if I could just improve this area of my life, my dealings with people…
That life would go so much more smoothly!
At least there would be less ‘friction’ in my day-to-day life.
That initial pain is what created the desire for me to commit to improving this area of my life.
Do you have the desire to improve and to grow?
Chances are that if you’re reading this, you probably do.
It was Confucius who said…
“The will to win, the desire to succeed, the urge to reach your full potential… these are the keys that will unlock the door to personal excellence”
As a side note to desire, I’d like to add the idea of art.
Sales is as much art as science.
SCIENCE is the process, the techniques, the principles of influence, etc…
ART is the way you do it, your personal style;
…it’s the improvisation that happens on a good call because you’re completely in the moment.
This part of sales is fascinating to me.
Or of just human interaction overall – is that it’s really an art.
It’s really an art of how you show up in the world.
I think David Deida taught me that. I wrote about him in a previous post.
While human nature might not have changed a whole lot in the past 2000 years…
The way you go about your art influencing, persuading, and leading is COMPLETELY up to you.
That’s subject to personal interpretation.
It’s cool seeing the different styles of top salespeople.
You get to witness how they’ve adapted and evolved their personality style to be good at sales.
Everyone has different strengths and areas for improvement.
That in itself is like art to me.
One person may be very extroverted and their style is one that is super sociable, builds rapport very well, easy to be around.
Another person may be more introverted and their style might be more curiosity-based, thoughtful, and seeks to understand customer pain points and challenges.
Whatever your style, if you’ve made it work, good for you.
Point is – be yourself.
And sales is definitely as much art as science, so the more you permit yourself to be yourself, the more you’ll WIN.
The science would be understanding your customers’ pain points, helping them understand the effects, providing value by sharing what others are doing, and providing a solution.
HOW you go about doing that is an art!
What part of this video resonated with you the most?
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