The 5 Universal Laws of Sales
How to Sell in Recessionary Times
When a law is universal, it means it works even you don’t believe in it. For example, it doesn’t matter what you think about the Law of Gravity, it exists. To overcome it, you have to work hard and long. And even if you’re successful at circumventing gravity, it’s only temporary. In the end, the Law wins. It’s the same with The Five Universal Laws of Selling in the Real World, It doesn’t matter what you think about them, whether you think they are silly or super, they still work. Each of these laws is currently in operation, creating an end product. A result. Your choice is this: Either let the laws work on their own and live with whatever they produce, or use the laws to create the result you want.
1. The Law of Singularity
Makes you like no other. Recognize your uniqueness and capitalize on it. Your journey creates the person you are. You will either become the singular person that life makes you or you will use life to become the singular person you choose to be.
The ways in which you become singular are limitless. Discover your core and work to improve it, make it stronger. Do more, read more, experience more, question what you think you know, and always be gathering knowledge. Know that you are a distinct, unique special individual.
Treat everyone with whom you deal as singular, too. They are not someone else. Just at the moment you think you have them all figured out, they do or say something that doesn’t fit with the model you’ve created for them. To recognize this singularity, you will have to listen to what they say and how they react to what you say. Don’t put words in their mouth. Don’t hear the first thing they say and assume you know what’s next and start talking as if that were so. Likely as not, it won’t be so. They will surprise you.
2. The Law of Applied Effort
Determines the specifics of the result you get. The more effort, the more result. The better the effort, the better the result. The more directed the effort, the more directed the result. What you get from what you do is determined solely by what you put into it.
So if you want to really win, if you want to become special, you have to learn to work – hard, smart, long, strong, constantly. Hard work is what generates that thing we tend to think of as luck: being in the right place at the right time, apparently by accident. Mostly, however, that kind of luck is no accident. It’s the result of hard work.
3. The Law of Learning and Knowledge
There is nothing more important than knowledge. Not just product knowledge, but also knowledge of yourself, knowledge of how the world around you works, knowledge of what people will tend to do and say in every situation in which you might find yourself in a selling scenario. In addition to personal skills, you will need knowledge about your business and your everyday life.
The more information you have, the better decisions you can make. Become a sponge. Read, watch, question, go to seminars, go on-line, ask questions, and read more. Gather everything you can. Gather resources that work for you: websites, magazines, blogs, seminar, books. Create networks and alliances. Make friends.
4. The Law of Expectations
Expect to get the sale every time you go in. The fact that you know you won’t doesn’t or shouldn’t diminish the power of expectation. As you work on becoming expectant, you will discover that more and more frequently you are successful. This is the Weight Lifter’s Law: That which you focus on gets stronger. If you expect to succeed, you will.
5. The Law of Sales Vision
The more specific our vision, the closer we can target our result. By not having a clear vision, we have an unclear idea of what our results will be and along with the rest of the world, we don’t know what they will be until they happen. Becoming singular requires clear vision. You must know who and what you wish to become. If you don’t know where you’re going, you cannot make the best decisions to get there. The key is not to focus on changes first but to focus on deciding who you want to become and make the changes necessary to become that person.
In addition to creating your vision of the future, you have to create a vision in the present. As you transform your interior, transform your exterior –your appearance, your speech and speaking patterns, your first impressions, your behavior in public. Remember, you are always on stage, always making a first impression. Make the vision people have of you congruent with the vision you have of yourself and of the future.
WHEN UNDERSTOOD, LEARNED AND APPLIED, The 5 Universal Laws of Sales will help you become the best salesperson possible – not only in today’s recessionary market, but also in a world of relative success and plenty. If you become a great salesperson today, imagine how good you’ll be when things normal out.