How to Be a Sales Superstar How to Be a Sales Superstar

Recommended Reading If you enjoyed the summary of How to Be a Sales Superstar, visit your favorite bookseller and add it to your success library. While you’re there, you may also want to check out:

Silver Bullet Selling: Six Critical Steps to Opening More Relationships and Closing More Sales by G.A. Bartick and Paul Bartick

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry

ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William “Skip” Miller

Summarized by permission of the publisher, John Wiley and Sons, 989 Market St., San Francisco, CA 94103. How to Be a Sales Superstar by Mark Tewart. © 2009 by Mark Tewart.

© 2010 SUCCESS Media. All rights reserved. Materials may not be reproduced in whole or in part in any form without prior written permission. Published by SUCCESS Media, 200 Swisher Rd., Lake Dallas, TX 75065, USA. SUCCESS.com

About the AuthorMark Tewart is a recognized expert in

sales, sales marketing, sales management,

personal development and motivation.

His extensive and successful background

spans more than 27 years, from becoming

one of the youngest executive managers

in the country, to founder and president of four successful

companies, to professional speaker, consultant and best-selling

author of How to Be a Sales Superstar: Break All the Rules

and Succeed While Doing It. Mark writes editorials for several

trade magazines, has been interviewed and published in media

outlets worldwide, and had a top-ranked TV show. Mark is also

a professional member of the National Speakers Association and

the Author’s Guild and performs more than 80 seminars a year.

by Mark Tewart John Wiley and Sons © 2009, Mark Tewart ISBN: 9780470300961 225 pages, $24.95

SUCCESS.com SUCCESS BOOK SUMMARIES SUCCESS.com SUCCESS BOOK SUMMARIESPage 1Page 6Page 5 SUCCESS.com SUCCESS BOOK SUMMARIES

HOW TO GET THE SALE, CONTRACT AND $

Moving into the proposal stage of the sale, you will encounter questions and comments from customers that could easily end the sale if you’re not prepared to handle them.

Five-step process of handling customers’ questions and comments:

1. Listen 2. Agree 3. Address 4. Segue (Bridge) 5. Redirect At this point in the sale process, you could also encounter

customers’ objections. Here are six steps to handling these objections:

1. Listen. This is always � rst. 2. Agree. Let the customer know you see things his way. 3. Test. “Is this something that would keep you

from purchasing?” 4. Funnel. “Other than that, is there anything else that

would keep you from purchasing?” 5. Address. Have a method for each common objection. 6. Redirect. Ask questions and move on. To be a sales superstar you must master sales, people, life and

marketing skills. This takes a lot of work, and very few salespeople are willing to put in the e� ort. Because of this, you can stand heads above your competition in sales and create success and riches most people only dream of.

Breaking All the Rules PUT A NEW SPIN ON TRADITIONAL SALES TRAINING METHODS, AND BECOME A SALES SUPERSTAR

QUICK OVERVIEW Many unsuccessful salespeople have made the mistake of relying on outdated

sales techniques and are frustrated with the (lack of) results. In How to Be a Sales Superstar, Mark Tewart reveals new sales methods that can propel today’s salespeople to superstardom. Tewart examines core principles that lie at the heart of success: people skills, life-management skills, and sales and marketing skills. Tewart outlines how to master these skills to achieve positive and lasting results. Tewart’s modern techniques equip salespeople to develop the con� dence and enthusiasm they need to succeed. In 13 easy-to-read chapters, Tewart imparts updated specialized knowledge that, if applied, can result in sales superstar status.

APPLY AND ACHIEVE Traditional sales methods may have worked years ago, but customers have grown

tired of hearing the same old thing. In How to Be a Sales Superstar, Mark Tewart pinpoints how once-lauded sales approaches cost salespeople money and con� dence. With the updated tool kit outlined in this book, salespeople can replace old advice and wisdom with fresh and insightful tools designed for real, lasting success. Beginning with a re� ned image of the sales industry, Tewart explains a better way to set and view goals, why time management is ine� ective, the positive ways to generate leads and every stage of a carefully orchestrated sale. By applying these principles to their profession, salespeople can become masters of communication and relationships. In turn, these sales professionals will see their careers catapulted to previously unimagined heights.

Cons of the sales process: • Most sales processes are inherently fl awed and

introduce roadblocks. • Most sales processes are based on manipulation,

lying, strong-arming and forcing someone to buy. Remember to think like a customer to keep the sales process

a positive experience for everyone involved. Pay attention to your image. How a customer observes you is fundamentally your choice. Commit to looking better and making a sharper impression than anyone else who has ever tried to sell to your customers before.

SETTING THE STAGE Sales superstars know how to ask customers the right

questions. Start with smaller, less invasive queries and move to questions that stimulate more detailed responses. To make this transition as smooth as possible, use statements or questions that are positive and almost impossible for anyone to disagree with. For example:

“If you would allow me to, I could share some of the sale specials with you.” Or, “Can I take a minute to show you something really neat about the product/service you are looking at?”

These types of statements and questions enable you to guide and direct your customers’ perceptions in a positive way.

Traditional sales training teaches you to ask qualifying—and potentially o� ensive—questions such as “How much do you want to pay?” You can actually get all the information you need by asking pro� le questions, which are smarter and less invasive. For example, “Other than price, what is the most important thing to you when you buy?”

When you ask the right questions, customers will provide answers that get to the heart of what will motivate them to buy. Even though the sale is about the customer, you create the show. Make sure it’s one they enjoy sitting through from beginning to end.

THE JOHNNY CARSON PRINCIPLE Johnny Carson, the former late-night talk-show king, had a

way of making his guests feel at ease during what should have been a nerve-wracking experience. By adopting this method to your sales dealings, you will keep the customer feeling

important. Incorporate positive words and phrases such as “Sure!” or “Would you allow me to…”

Remember that people buy emotionally and justify logically. Here are the four P’s of customers’ buying decisions:

Performance: Customers will pay for performance, especially when it creates spaces of usable time they have never had before. Pride of Ownership: Most buying decisions are rooted in pride of ownership, otherwise known as ego. Every company and every person buys something because of this reason. Protection: Many customers desire protection, which can come in the form of safety, or safety in decision. Pro� t: If someone shops a product or service—if that person considers all other things equal—then the customer will buy on the pro� t or price motivation. Don’t just talk or ask questions. Have conversations. Being a

sales superstar takes the skills of a great communicator.

I’LL TAKE DOOR NO. 2—SELECTION TIME

Build the proper environment for the selection of the product or service. When you present and demonstrate what you are selling, you must become aware of these � ve factors within you:

1. Energy/Enthusiasm. These qualities are contagious. 2. Emotion. When you sell with emotion, you automatically

use voice tone, voice in� ection and body language to convey conviction and sincerity.

3. Empathy. Strong empathy is a key component to success. Again, think like a customer.

4. Humor. Customers enjoy being around people who make them laugh.

5. Message. Believe in what you are selling, and truly believe it provides a solution.

The next part of the sales process is the assumptive stage. Instead of asking people if they want to buy, give them an opportunity to move ahead with the purchase. Assume the sale by asking non-threatening but assumptive questions such as “Is there anything you would like to add, change or � x before we get your proposal?” or “How will you be registering and titling your RV?” These questions will move customers to the � nal stages of the sale.

MAY

2010

How to Be a Sales Superstar: Break All the Rules and Succeed While Doing It by Mark Tewart

by Mark Tewart

Break All the Rules and Succeed While Doing It Break All the Rules and Succeed While Doing It

SUCCESS PointsFrom this book you will learn:

Why • sales is not a dirty word

What “P.S. statements” are • and how they sabotage your success

Why action management • has replaced time management

Why 90 percent of • salespeople underachieve

How to avoid the biggest • mistake in customer follow-up

Turn Fantasy into Reality Others’ opinions of you are simply opinions. What someone thinks of you does not necessarily have anything to do with who you are. The opinion that matters most is your own. You can therefore use your opinion of yourself to create your own reality. You must continually feed your subconscious mind with images and messages of who you want to be. Further this by doing the following:

Write down what you desire •

Write it again and again until you can see it in your • mind’s eye

Picture yourself having achieved these goals and • doing the things you want to do

Don’t let anyone detract from your mission•

How to Be a Sales SuperstarHow to Be a Sales Superstar

Page 4Page 3Page 2 SUCCESS.com SUCCESS BOOK SUMMARIESSUCCESS.com SUCCESS BOOK SUMMARIES SUCCESS.com SUCCESS BOOK SUMMARIES

Tap into the brains of experts. The Internet o� ers a wealth of information. By subscribing to blogs, RSS feeders and e-mail newsletters, you can access enough free resources to keep you learning for life.

GETTING WHAT YOU WANT RIGHT NOW!

Goal-setting is a traditional component of building success, but the truth is that setting goals can set you up for failure. Traditional goal-setting sounds good in theory, but it does not get the job done. To accomplish your goals, you must understand your patterns and take intelligent, quanti� able action. It’s easy to say you want something, but you must uncover what is behind this desire. Proclaim your goals in a way that makes them feel as though they are reality, which brings you one step closer to making them reality.

To create a clear vision: 1. Discover and leverage your previous and existing

positive imagery and emotions. 2. Create powerful statements of intention. 3. Take actions on your goal. 4. Reinforce the action until completion of your goal. As you improve yourself, you begin to think with a higher

level of energy. Think of this as a video game where you have to get a good enough score for one level in order to go to the next level. Once you’ve improved enough to enter yet another level, you create another opportunity for improvement. That’s the beauty of sales, business and life: You never master the game. You always get to improve, and it’s this very act of improving that makes it all so much fun.

PUT TIME ON YOUR SIDE A lie of time management is that multitasking will help you

save time and enable you to handle everything at once. The truth is that when you overdo multitasking, you may � nd that the results of your actions have become less than satisfactory. Many technological devices that are designed to save us time can actually eat up our time. Which is faster when on the go, to pull out a laptop, turn it on and type in information, or to pull out an index card and jot the information down until you can get back to your o� ce? Does your cell phone ring so much that you can’t get anything done? Don’t give in to technological trends just because the devices are available. Determine which ones work the best for you and steer clear of the ones that impede your productivity.

Traditionally, time management has been upheld as a key to success. Instead of focusing on time management, focus on action management. If an action will make you money, help you grow, or move you toward the accomplishment of a goal, then do it. If an action does not accomplish any of these things, then dump it. People, habits and technology should ideally be tools we can use to maximize our time. Get results with your actions by wisely utilizing your time. You don’t get paid by the hour; you get paid by the value you bring to the hour.

IT’S ALL ABOUT THE ATTITUDE Here are a few habits that will help you develop the attitude

of a sales superstar: Bombard your brain with optimism. While reading or listening to the news every day, don’t allow yourself to become overwhelmed by all the bad news. Instead, look for stories and ideas that you can somehow use in your industry. Post your goals and a favorite quote on your bathroom mirror.

Most people have negative conditioning toward sales as a profession. Many people working in sales didn’t aspire to be salespeople; they backed into it. Salespeople have a reputation

for being pushy, greedy and dishonest. But here’s the reality: The world as we know it exists and functions the way it does because of sales. Our economy and way of life depend on someone selling something. We have food to eat, cars to drive and houses to live in because people are selling these things every day. Therefore, sales is an extremely necessary and noble profession of which those who work in it should be proud.

While many unsuccessful salespeople blindly follow the masses in sales principles and techniques, sales superstars subscribe to the contrarian view. This view rejects majority opinion and takes an opposing position. Successful salespeople must often reverse the popular mindset.

WHAT DO YOU NEED TO BE A SALES SUPERSTAR?

Sales Skills: You must understand how to recognize objections, why people have them and how to overcome them. You must also know how to present and demonstrate your product or service and how to negotiate professionally. People Skills: Having strong people skills involves thinking like a customer and truly caring for them. You must develop excellent listening skills and be able to read and understand people. Life Skills: You must be precise in what you think, what you do, when you do it and why you are doing it. Marketing Skills: Not marketing in the traditional sense, but emotional direct response marketing. Salespeople are not born; they are made. Eliminate excuses,

preconceived ideas and mental baggage so your journey to becoming a sales superstar can begin.

CREATING THE MIND OF A SALES SUPERSTAR

The power of the mind is undeniable. Your mind has the power to shape your personal philosophies. In order to shape a philosophy, you must identify and destroy your roadblocks, and you must remove your P.S. statements.

Identify and destroy your roadblocks. It’s only when you identify your setbacks and patterns, and their reasons and emotional roots that you can begin to correct them. After pinpointing any negative ideas you have about money and being successful, refuse to ever again let them deter you from success. For example, popular movies and TV shows tend to convey the message that rich people are bad people. And your own friends and family members may have instilled certain ideas within you that may cause you to feel guilty for wanting to have money. Recognizing these concepts as pitfalls and refusing to let them get in your way is a crucial step to becoming a sales superstar.

Remove your P.S. statements. A P.S. statement is a statement that comes to your mind after a main point as been addressed. Subconsciously, people attach these statements to their goals, and they come out sounding like this: “I would do that, except…” or “I will do that when….” These statements put limitations on our goals. By recognizing these statements and taking away the power they hold over you, you are choosing to have no limitations.

GETTING YOUR MBA—MASSIVE BANK ACCOUNT

There is nothing wrong with formal education. But formal education rarely equates to the type of knowledge you will need to succeed in sales. This is why we focus instead on real-world sales education. Here are some basics of getting a real-world education:

Find your magic learning button. Are you a visual, auditory or kinesthetic learner? Become aware of the way you learn best. Discover group education. Learning with others enables you to receive input from others, as well as give input to others. Every salesperson should have a sales partner who can assist the other in improving his sales skills. Mastermind with others. Successful people have mentors who teach them individually, and they surround themselves with groups of successful people to learn from and share information. Educate through experience by mystery shopping. Everyone in sales should check out the competition by mystery shopping. It will show you the caliber of business—both good and bad—that is done on a daily basis.

Exercise. Exercise is a huge attitude booster. People who exercise are more likely to break out of their comfort zones and push their capabilities. Think positively. You are in charge of your thoughts, so choose your thoughts wisely. Take the top � ve things you want to dwell on and tape them to your steering wheel, desk and mirror. Make yourself dwell habitually on your positive attitude and on the attitude you have when you get the results you like. You’ll also need to protect your income from the brain snatchers. It’s a fact that success breeds jealousy, envy and enemies. Giving one minute of anger to other people’s insecurities is a minute wasted. If you remain optimistic, negative people will move on to other negative people, because those are the kind of people they are more comfortable with. Always analyze your actions, the people you are with, and how they add or subtract from your superstar attitude.

LEAD GENERATION = $ CREATION Generating leads is critical to the success of your business.

This requires creating marketing strategies. Here are some points to keep in mind while designing your marketing plan:

1. TLC (Think Like a Customer): Approach the situation from the customer’s point of view.

2. WIIFM (What’s In It For Me?): Customers want to know how you can resolve their pain, their fears or their problems, or how you can give them something they want.

3. SDP (Speci� c De� ning Proposition): Customers want to know precisely why your product or service is unique and the best choice.

4. Leverage: Use customer anecdotes that cite speci� c results from using your product or service.

5. Call to Action: When executing a marketing strategy, be clear about your contact information, deadlines, special o� ers or any other steps you are asking customers to take.

6. Use Scarcity: People desire what they can’t have or might not be able to get.

7. Value vs. Price Proposition: Carefully set your prices. Having the lowest prices is not always the best idea, since it can lessen the perceived value of a product or service. Having a high price, and then adding signi� cance through extras and add-ons, can create value.

8. Law of Reciprocity: As much as possible, provide customers with information, education and other resources about your product or service. This costs the salesperson very little, but provides a great amount of value for his customers.

9. Explore di� erent avenues for generating leads. This can include neighbors, friends, relatives, pay-per-click features online and the numerous options available in standard mail. You are only limited by your imagination. Remember that a smart and persistent marketer will never go without leads or sales.

DANCE WITH THE ONE WHO BOUGHT YOU

Keeping your customers and using them to grow your business is a huge key to being a sales superstar and achieving sales freedom. Your relationship with your current customers is vital to your continued success. To be a sales superstar, you must follow up with customers and create personal connections using as many media sources as possible. And make sure you follow up on a personalized manner. Sending your customers generic, boring mailers addressed to “Valued Customer” causes them to feel disconnected from you. Keeping it personal allows you to create relationships and not just contacts. Also, become a valued resource to your customers. What can you add to your business that can be promoted to the client as an upgrade or continuity program? By doing this, your value will become hardwired into your customers’ brains, and the overall process will reinforce your connection to them.

THE YELLOW-BRICK ROAD AND ITS POTHOLES

Pros of the sales process: • Becoming profi cient at recognizing

customer patterns • Identifying the usual roadblocks; pinpoint where

your customers typically disconnect from your process, then change your process accordingly

• Knowing your process at an “unconscious competence” level, or having the ability to develop the confi dence and mindset that allows your brilliance to naturally emerge

Turn Fantasy into Reality Others’ opinions of you are simply opinions. What someone thinks of you does not necessarily have anything to do with who you are. The opinion that matters most is your own. You can therefore use your opinion of yourself to create your own reality. You must continually feed your subconscious mind with images and messages of who you want to be. Further this by doing the following:

Write down what you desire •

Write it again and again until you can see it in your • mind’s eye

Picture yourself having achieved these goals and • doing the things you want to do

Don’t let anyone detract from your mission•

How to Be a Sales SuperstarHow to Be a Sales Superstar

Page 4Page 3Page 2 SUCCESS.com SUCCESS BOOK SUMMARIESSUCCESS.com SUCCESS BOOK SUMMARIES SUCCESS.com SUCCESS BOOK SUMMARIES

Tap into the brains of experts. The Internet o� ers a wealth of information. By subscribing to blogs, RSS feeders and e-mail newsletters, you can access enough free resources to keep you learning for life.

GETTING WHAT YOU WANT RIGHT NOW!

Goal-setting is a traditional component of building success, but the truth is that setting goals can set you up for failure. Traditional goal-setting sounds good in theory, but it does not get the job done. To accomplish your goals, you must understand your patterns and take intelligent, quanti� able action. It’s easy to say you want something, but you must uncover what is behind this desire. Proclaim your goals in a way that makes them feel as though they are reality, which brings you one step closer to making them reality.

To create a clear vision: 1. Discover and leverage your previous and existing

positive imagery and emotions. 2. Create powerful statements of intention. 3. Take actions on your goal. 4. Reinforce the action until completion of your goal. As you improve yourself, you begin to think with a higher

level of energy. Think of this as a video game where you have to get a good enough score for one level in order to go to the next level. Once you’ve improved enough to enter yet another level, you create another opportunity for improvement. That’s the beauty of sales, business and life: You never master the game. You always get to improve, and it’s this very act of improving that makes it all so much fun.

PUT TIME ON YOUR SIDE A lie of time management is that multitasking will help you

save time and enable you to handle everything at once. The truth is that when you overdo multitasking, you may � nd that the results of your actions have become less than satisfactory. Many technological devices that are designed to save us time can actually eat up our time. Which is faster when on the go, to pull out a laptop, turn it on and type in information, or to pull out an index card and jot the information down until you can get back to your o� ce? Does your cell phone ring so much that you can’t get anything done? Don’t give in to technological trends just because the devices are available. Determine which ones work the best for you and steer clear of the ones that impede your productivity.

Traditionally, time management has been upheld as a key to success. Instead of focusing on time management, focus on action management. If an action will make you money, help you grow, or move you toward the accomplishment of a goal, then do it. If an action does not accomplish any of these things, then dump it. People, habits and technology should ideally be tools we can use to maximize our time. Get results with your actions by wisely utilizing your time. You don’t get paid by the hour; you get paid by the value you bring to the hour.

IT’S ALL ABOUT THE ATTITUDE Here are a few habits that will help you develop the attitude

of a sales superstar: Bombard your brain with optimism. While reading or listening to the news every day, don’t allow yourself to become overwhelmed by all the bad news. Instead, look for stories and ideas that you can somehow use in your industry. Post your goals and a favorite quote on your bathroom mirror.

Most people have negative conditioning toward sales as a profession. Many people working in sales didn’t aspire to be salespeople; they backed into it. Salespeople have a reputation

for being pushy, greedy and dishonest. But here’s the reality: The world as we know it exists and functions the way it does because of sales. Our economy and way of life depend on someone selling something. We have food to eat, cars to drive and houses to live in because people are selling these things every day. Therefore, sales is an extremely necessary and noble profession of which those who work in it should be proud.

While many unsuccessful salespeople blindly follow the masses in sales principles and techniques, sales superstars subscribe to the contrarian view. This view rejects majority opinion and takes an opposing position. Successful salespeople must often reverse the popular mindset.

WHAT DO YOU NEED TO BE A SALES SUPERSTAR?

Sales Skills: You must understand how to recognize objections, why people have them and how to overcome them. You must also know how to present and demonstrate your product or service and how to negotiate professionally. People Skills: Having strong people skills involves thinking like a customer and truly caring for them. You must develop excellent listening skills and be able to read and understand people. Life Skills: You must be precise in what you think, what you do, when you do it and why you are doing it. Marketing Skills: Not marketing in the traditional sense, but emotional direct response marketing. Salespeople are not born; they are made. Eliminate excuses,

preconceived ideas and mental baggage so your journey to becoming a sales superstar can begin.

CREATING THE MIND OF A SALES SUPERSTAR

The power of the mind is undeniable. Your mind has the power to shape your personal philosophies. In order to shape a philosophy, you must identify and destroy your roadblocks, and you must remove your P.S. statements.

Identify and destroy your roadblocks. It’s only when you identify your setbacks and patterns, and their reasons and emotional roots that you can begin to correct them. After pinpointing any negative ideas you have about money and being successful, refuse to ever again let them deter you from success. For example, popular movies and TV shows tend to convey the message that rich people are bad people. And your own friends and family members may have instilled certain ideas within you that may cause you to feel guilty for wanting to have money. Recognizing these concepts as pitfalls and refusing to let them get in your way is a crucial step to becoming a sales superstar.

Remove your P.S. statements. A P.S. statement is a statement that comes to your mind after a main point as been addressed. Subconsciously, people attach these statements to their goals, and they come out sounding like this: “I would do that, except…” or “I will do that when….” These statements put limitations on our goals. By recognizing these statements and taking away the power they hold over you, you are choosing to have no limitations.

GETTING YOUR MBA—MASSIVE BANK ACCOUNT

There is nothing wrong with formal education. But formal education rarely equates to the type of knowledge you will need to succeed in sales. This is why we focus instead on real-world sales education. Here are some basics of getting a real-world education:

Find your magic learning button. Are you a visual, auditory or kinesthetic learner? Become aware of the way you learn best. Discover group education. Learning with others enables you to receive input from others, as well as give input to others. Every salesperson should have a sales partner who can assist the other in improving his sales skills. Mastermind with others. Successful people have mentors who teach them individually, and they surround themselves with groups of successful people to learn from and share information. Educate through experience by mystery shopping. Everyone in sales should check out the competition by mystery shopping. It will show you the caliber of business—both good and bad—that is done on a daily basis.

Exercise. Exercise is a huge attitude booster. People who exercise are more likely to break out of their comfort zones and push their capabilities. Think positively. You are in charge of your thoughts, so choose your thoughts wisely. Take the top � ve things you want to dwell on and tape them to your steering wheel, desk and mirror. Make yourself dwell habitually on your positive attitude and on the attitude you have when you get the results you like. You’ll also need to protect your income from the brain snatchers. It’s a fact that success breeds jealousy, envy and enemies. Giving one minute of anger to other people’s insecurities is a minute wasted. If you remain optimistic, negative people will move on to other negative people, because those are the kind of people they are more comfortable with. Always analyze your actions, the people you are with, and how they add or subtract from your superstar attitude.

LEAD GENERATION = $ CREATION Generating leads is critical to the success of your business.

This requires creating marketing strategies. Here are some points to keep in mind while designing your marketing plan:

1. TLC (Think Like a Customer): Approach the situation from the customer’s point of view.

2. WIIFM (What’s In It For Me?): Customers want to know how you can resolve their pain, their fears or their problems, or how you can give them something they want.

3. SDP (Speci� c De� ning Proposition): Customers want to know precisely why your product or service is unique and the best choice.

4. Leverage: Use customer anecdotes that cite speci� c results from using your product or service.

5. Call to Action: When executing a marketing strategy, be clear about your contact information, deadlines, special o� ers or any other steps you are asking customers to take.

6. Use Scarcity: People desire what they can’t have or might not be able to get.

7. Value vs. Price Proposition: Carefully set your prices. Having the lowest prices is not always the best idea, since it can lessen the perceived value of a product or service. Having a high price, and then adding signi� cance through extras and add-ons, can create value.

8. Law of Reciprocity: As much as possible, provide customers with information, education and other resources about your product or service. This costs the salesperson very little, but provides a great amount of value for his customers.

9. Explore di� erent avenues for generating leads. This can include neighbors, friends, relatives, pay-per-click features online and the numerous options available in standard mail. You are only limited by your imagination. Remember that a smart and persistent marketer will never go without leads or sales.

DANCE WITH THE ONE WHO BOUGHT YOU

Keeping your customers and using them to grow your business is a huge key to being a sales superstar and achieving sales freedom. Your relationship with your current customers is vital to your continued success. To be a sales superstar, you must follow up with customers and create personal connections using as many media sources as possible. And make sure you follow up on a personalized manner. Sending your customers generic, boring mailers addressed to “Valued Customer” causes them to feel disconnected from you. Keeping it personal allows you to create relationships and not just contacts. Also, become a valued resource to your customers. What can you add to your business that can be promoted to the client as an upgrade or continuity program? By doing this, your value will become hardwired into your customers’ brains, and the overall process will reinforce your connection to them.

THE YELLOW-BRICK ROAD AND ITS POTHOLES

Pros of the sales process: • Becoming profi cient at recognizing

customer patterns • Identifying the usual roadblocks; pinpoint where

your customers typically disconnect from your process, then change your process accordingly

• Knowing your process at an “unconscious competence” level, or having the ability to develop the confi dence and mindset that allows your brilliance to naturally emerge

Turn Fantasy into Reality Others’ opinions of you are simply opinions. What someone thinks of you does not necessarily have anything to do with who you are. The opinion that matters most is your own. You can therefore use your opinion of yourself to create your own reality. You must continually feed your subconscious mind with images and messages of who you want to be. Further this by doing the following:

Write down what you desire •

Write it again and again until you can see it in your • mind’s eye

Picture yourself having achieved these goals and • doing the things you want to do

Don’t let anyone detract from your mission•

How to Be a Sales SuperstarHow to Be a Sales Superstar

Page 4Page 3Page 2 SUCCESS.com SUCCESS BOOK SUMMARIESSUCCESS.com SUCCESS BOOK SUMMARIES SUCCESS.com SUCCESS BOOK SUMMARIES

Tap into the brains of experts. The Internet o� ers a wealth of information. By subscribing to blogs, RSS feeders and e-mail newsletters, you can access enough free resources to keep you learning for life.

GETTING WHAT YOU WANT RIGHT NOW!

Goal-setting is a traditional component of building success, but the truth is that setting goals can set you up for failure. Traditional goal-setting sounds good in theory, but it does not get the job done. To accomplish your goals, you must understand your patterns and take intelligent, quanti� able action. It’s easy to say you want something, but you must uncover what is behind this desire. Proclaim your goals in a way that makes them feel as though they are reality, which brings you one step closer to making them reality.

To create a clear vision: 1. Discover and leverage your previous and existing

positive imagery and emotions. 2. Create powerful statements of intention. 3. Take actions on your goal. 4. Reinforce the action until completion of your goal. As you improve yourself, you begin to think with a higher

level of energy. Think of this as a video game where you have to get a good enough score for one level in order to go to the next level. Once you’ve improved enough to enter yet another level, you create another opportunity for improvement. That’s the beauty of sales, business and life: You never master the game. You always get to improve, and it’s this very act of improving that makes it all so much fun.

PUT TIME ON YOUR SIDE A lie of time management is that multitasking will help you

save time and enable you to handle everything at once. The truth is that when you overdo multitasking, you may � nd that the results of your actions have become less than satisfactory. Many technological devices that are designed to save us time can actually eat up our time. Which is faster when on the go, to pull out a laptop, turn it on and type in information, or to pull out an index card and jot the information down until you can get back to your o� ce? Does your cell phone ring so much that you can’t get anything done? Don’t give in to technological trends just because the devices are available. Determine which ones work the best for you and steer clear of the ones that impede your productivity.

Traditionally, time management has been upheld as a key to success. Instead of focusing on time management, focus on action management. If an action will make you money, help you grow, or move you toward the accomplishment of a goal, then do it. If an action does not accomplish any of these things, then dump it. People, habits and technology should ideally be tools we can use to maximize our time. Get results with your actions by wisely utilizing your time. You don’t get paid by the hour; you get paid by the value you bring to the hour.

IT’S ALL ABOUT THE ATTITUDE Here are a few habits that will help you develop the attitude

of a sales superstar: Bombard your brain with optimism. While reading or listening to the news every day, don’t allow yourself to become overwhelmed by all the bad news. Instead, look for stories and ideas that you can somehow use in your industry. Post your goals and a favorite quote on your bathroom mirror.

Most people have negative conditioning toward sales as a profession. Many people working in sales didn’t aspire to be salespeople; they backed into it. Salespeople have a reputation

for being pushy, greedy and dishonest. But here’s the reality: The world as we know it exists and functions the way it does because of sales. Our economy and way of life depend on someone selling something. We have food to eat, cars to drive and houses to live in because people are selling these things every day. Therefore, sales is an extremely necessary and noble profession of which those who work in it should be proud.

While many unsuccessful salespeople blindly follow the masses in sales principles and techniques, sales superstars subscribe to the contrarian view. This view rejects majority opinion and takes an opposing position. Successful salespeople must often reverse the popular mindset.

WHAT DO YOU NEED TO BE A SALES SUPERSTAR?

Sales Skills: You must understand how to recognize objections, why people have them and how to overcome them. You must also know how to present and demonstrate your product or service and how to negotiate professionally. People Skills: Having strong people skills involves thinking like a customer and truly caring for them. You must develop excellent listening skills and be able to read and understand people. Life Skills: You must be precise in what you think, what you do, when you do it and why you are doing it. Marketing Skills: Not marketing in the traditional sense, but emotional direct response marketing. Salespeople are not born; they are made. Eliminate excuses,

preconceived ideas and mental baggage so your journey to becoming a sales superstar can begin.

CREATING THE MIND OF A SALES SUPERSTAR

The power of the mind is undeniable. Your mind has the power to shape your personal philosophies. In order to shape a philosophy, you must identify and destroy your roadblocks, and you must remove your P.S. statements.

Identify and destroy your roadblocks. It’s only when you identify your setbacks and patterns, and their reasons and emotional roots that you can begin to correct them. After pinpointing any negative ideas you have about money and being successful, refuse to ever again let them deter you from success. For example, popular movies and TV shows tend to convey the message that rich people are bad people. And your own friends and family members may have instilled certain ideas within you that may cause you to feel guilty for wanting to have money. Recognizing these concepts as pitfalls and refusing to let them get in your way is a crucial step to becoming a sales superstar.

Remove your P.S. statements. A P.S. statement is a statement that comes to your mind after a main point as been addressed. Subconsciously, people attach these statements to their goals, and they come out sounding like this: “I would do that, except…” or “I will do that when….” These statements put limitations on our goals. By recognizing these statements and taking away the power they hold over you, you are choosing to have no limitations.

GETTING YOUR MBA—MASSIVE BANK ACCOUNT

There is nothing wrong with formal education. But formal education rarely equates to the type of knowledge you will need to succeed in sales. This is why we focus instead on real-world sales education. Here are some basics of getting a real-world education:

Find your magic learning button. Are you a visual, auditory or kinesthetic learner? Become aware of the way you learn best. Discover group education. Learning with others enables you to receive input from others, as well as give input to others. Every salesperson should have a sales partner who can assist the other in improving his sales skills. Mastermind with others. Successful people have mentors who teach them individually, and they surround themselves with groups of successful people to learn from and share information. Educate through experience by mystery shopping. Everyone in sales should check out the competition by mystery shopping. It will show you the caliber of business—both good and bad—that is done on a daily basis.

Exercise. Exercise is a huge attitude booster. People who exercise are more likely to break out of their comfort zones and push their capabilities. Think positively. You are in charge of your thoughts, so choose your thoughts wisely. Take the top � ve things you want to dwell on and tape them to your steering wheel, desk and mirror. Make yourself dwell habitually on your positive attitude and on the attitude you have when you get the results you like. You’ll also need to protect your income from the brain snatchers. It’s a fact that success breeds jealousy, envy and enemies. Giving one minute of anger to other people’s insecurities is a minute wasted. If you remain optimistic, negative people will move on to other negative people, because those are the kind of people they are more comfortable with. Always analyze your actions, the people you are with, and how they add or subtract from your superstar attitude.

LEAD GENERATION = $ CREATION Generating leads is critical to the success of your business.

This requires creating marketing strategies. Here are some points to keep in mind while designing your marketing plan:

1. TLC (Think Like a Customer): Approach the situation from the customer’s point of view.

2. WIIFM (What’s In It For Me?): Customers want to know how you can resolve their pain, their fears or their problems, or how you can give them something they want.

3. SDP (Speci� c De� ning Proposition): Customers want to know precisely why your product or service is unique and the best choice.

4. Leverage: Use customer anecdotes that cite speci� c results from using your product or service.

5. Call to Action: When executing a marketing strategy, be clear about your contact information, deadlines, special o� ers or any other steps you are asking customers to take.

6. Use Scarcity: People desire what they can’t have or might not be able to get.

7. Value vs. Price Proposition: Carefully set your prices. Having the lowest prices is not always the best idea, since it can lessen the perceived value of a product or service. Having a high price, and then adding signi� cance through extras and add-ons, can create value.

8. Law of Reciprocity: As much as possible, provide customers with information, education and other resources about your product or service. This costs the salesperson very little, but provides a great amount of value for his customers.

9. Explore di� erent avenues for generating leads. This can include neighbors, friends, relatives, pay-per-click features online and the numerous options available in standard mail. You are only limited by your imagination. Remember that a smart and persistent marketer will never go without leads or sales.

DANCE WITH THE ONE WHO BOUGHT YOU

Keeping your customers and using them to grow your business is a huge key to being a sales superstar and achieving sales freedom. Your relationship with your current customers is vital to your continued success. To be a sales superstar, you must follow up with customers and create personal connections using as many media sources as possible. And make sure you follow up on a personalized manner. Sending your customers generic, boring mailers addressed to “Valued Customer” causes them to feel disconnected from you. Keeping it personal allows you to create relationships and not just contacts. Also, become a valued resource to your customers. What can you add to your business that can be promoted to the client as an upgrade or continuity program? By doing this, your value will become hardwired into your customers’ brains, and the overall process will reinforce your connection to them.

THE YELLOW-BRICK ROAD AND ITS POTHOLES

Pros of the sales process: • Becoming profi cient at recognizing

customer patterns • Identifying the usual roadblocks; pinpoint where

your customers typically disconnect from your process, then change your process accordingly

• Knowing your process at an “unconscious competence” level, or having the ability to develop the confi dence and mindset that allows your brilliance to naturally emerge

How to Be a Sales Superstar How to Be a Sales Superstar

Recommended Reading If you enjoyed the summary of How to Be a Sales Superstar, visit your favorite bookseller and add it to your success library. While you’re there, you may also want to check out:

Silver Bullet Selling: Six Critical Steps to Opening More Relationships and Closing More Sales by G.A. Bartick and Paul Bartick

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry

ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William “Skip” Miller

Summarized by permission of the publisher, John Wiley and Sons, 989 Market St., San Francisco, CA 94103. How to Be a Sales Superstar by Mark Tewart. © 2009 by Mark Tewart.

© 2010 SUCCESS Media. All rights reserved. Materials may not be reproduced in whole or in part in any form without prior written permission. Published by SUCCESS Media, 200 Swisher Rd., Lake Dallas, TX 75065, USA. SUCCESS.com

About the AuthorMark Tewart is a recognized expert in

sales, sales marketing, sales management,

personal development and motivation.

His extensive and successful background

spans more than 27 years, from becoming

one of the youngest executive managers

in the country, to founder and president of four successful

companies, to professional speaker, consultant and best-selling

author of How to Be a Sales Superstar: Break All the Rules

and Succeed While Doing It. Mark writes editorials for several

trade magazines, has been interviewed and published in media

outlets worldwide, and had a top-ranked TV show. Mark is also

a professional member of the National Speakers Association and

the Author’s Guild and performs more than 80 seminars a year.

by Mark Tewart John Wiley and Sons © 2009, Mark Tewart ISBN: 9780470300961 225 pages, $24.95

SUCCESS.com SUCCESS BOOK SUMMARIES SUCCESS.com SUCCESS BOOK SUMMARIESPage 1Page 6Page 5 SUCCESS.com SUCCESS BOOK SUMMARIES

HOW TO GET THE SALE, CONTRACT AND $

Moving into the proposal stage of the sale, you will encounter questions and comments from customers that could easily end the sale if you’re not prepared to handle them.

Five-step process of handling customers’ questions and comments:

1. Listen 2. Agree 3. Address 4. Segue (Bridge) 5. Redirect At this point in the sale process, you could also encounter

customers’ objections. Here are six steps to handling these objections:

1. Listen. This is always � rst. 2. Agree. Let the customer know you see things his way. 3. Test. “Is this something that would keep you

from purchasing?” 4. Funnel. “Other than that, is there anything else that

would keep you from purchasing?” 5. Address. Have a method for each common objection. 6. Redirect. Ask questions and move on. To be a sales superstar you must master sales, people, life and

marketing skills. This takes a lot of work, and very few salespeople are willing to put in the e� ort. Because of this, you can stand heads above your competition in sales and create success and riches most people only dream of.

Breaking All the Rules PUT A NEW SPIN ON TRADITIONAL SALES TRAINING METHODS, AND BECOME A SALES SUPERSTAR

QUICK OVERVIEW Many unsuccessful salespeople have made the mistake of relying on outdated

sales techniques and are frustrated with the (lack of) results. In How to Be a Sales Superstar, Mark Tewart reveals new sales methods that can propel today’s salespeople to superstardom. Tewart examines core principles that lie at the heart of success: people skills, life-management skills, and sales and marketing skills. Tewart outlines how to master these skills to achieve positive and lasting results. Tewart’s modern techniques equip salespeople to develop the con� dence and enthusiasm they need to succeed. In 13 easy-to-read chapters, Tewart imparts updated specialized knowledge that, if applied, can result in sales superstar status.

APPLY AND ACHIEVE Traditional sales methods may have worked years ago, but customers have grown

tired of hearing the same old thing. In How to Be a Sales Superstar, Mark Tewart pinpoints how once-lauded sales approaches cost salespeople money and con� dence. With the updated tool kit outlined in this book, salespeople can replace old advice and wisdom with fresh and insightful tools designed for real, lasting success. Beginning with a re� ned image of the sales industry, Tewart explains a better way to set and view goals, why time management is ine� ective, the positive ways to generate leads and every stage of a carefully orchestrated sale. By applying these principles to their profession, salespeople can become masters of communication and relationships. In turn, these sales professionals will see their careers catapulted to previously unimagined heights.

Cons of the sales process: • Most sales processes are inherently fl awed and

introduce roadblocks. • Most sales processes are based on manipulation,

lying, strong-arming and forcing someone to buy. Remember to think like a customer to keep the sales process

a positive experience for everyone involved. Pay attention to your image. How a customer observes you is fundamentally your choice. Commit to looking better and making a sharper impression than anyone else who has ever tried to sell to your customers before.

SETTING THE STAGE Sales superstars know how to ask customers the right

questions. Start with smaller, less invasive queries and move to questions that stimulate more detailed responses. To make this transition as smooth as possible, use statements or questions that are positive and almost impossible for anyone to disagree with. For example:

“If you would allow me to, I could share some of the sale specials with you.” Or, “Can I take a minute to show you something really neat about the product/service you are looking at?”

These types of statements and questions enable you to guide and direct your customers’ perceptions in a positive way.

Traditional sales training teaches you to ask qualifying—and potentially o� ensive—questions such as “How much do you want to pay?” You can actually get all the information you need by asking pro� le questions, which are smarter and less invasive. For example, “Other than price, what is the most important thing to you when you buy?”

When you ask the right questions, customers will provide answers that get to the heart of what will motivate them to buy. Even though the sale is about the customer, you create the show. Make sure it’s one they enjoy sitting through from beginning to end.

THE JOHNNY CARSON PRINCIPLE Johnny Carson, the former late-night talk-show king, had a

way of making his guests feel at ease during what should have been a nerve-wracking experience. By adopting this method to your sales dealings, you will keep the customer feeling

important. Incorporate positive words and phrases such as “Sure!” or “Would you allow me to…”

Remember that people buy emotionally and justify logically. Here are the four P’s of customers’ buying decisions:

Performance: Customers will pay for performance, especially when it creates spaces of usable time they have never had before. Pride of Ownership: Most buying decisions are rooted in pride of ownership, otherwise known as ego. Every company and every person buys something because of this reason. Protection: Many customers desire protection, which can come in the form of safety, or safety in decision. Pro� t: If someone shops a product or service—if that person considers all other things equal—then the customer will buy on the pro� t or price motivation. Don’t just talk or ask questions. Have conversations. Being a

sales superstar takes the skills of a great communicator.

I’LL TAKE DOOR NO. 2—SELECTION TIME

Build the proper environment for the selection of the product or service. When you present and demonstrate what you are selling, you must become aware of these � ve factors within you:

1. Energy/Enthusiasm. These qualities are contagious. 2. Emotion. When you sell with emotion, you automatically

use voice tone, voice in� ection and body language to convey conviction and sincerity.

3. Empathy. Strong empathy is a key component to success. Again, think like a customer.

4. Humor. Customers enjoy being around people who make them laugh.

5. Message. Believe in what you are selling, and truly believe it provides a solution.

The next part of the sales process is the assumptive stage. Instead of asking people if they want to buy, give them an opportunity to move ahead with the purchase. Assume the sale by asking non-threatening but assumptive questions such as “Is there anything you would like to add, change or � x before we get your proposal?” or “How will you be registering and titling your RV?” These questions will move customers to the � nal stages of the sale.

MAY

2010

How to Be a Sales Superstar: Break All the Rules and Succeed While Doing It by Mark Tewart

by Mark Tewart

Break All the Rules and Succeed While Doing It Break All the Rules and Succeed While Doing It

SUCCESS PointsFrom this book you will learn:

Why • sales is not a dirty word

What “P.S. statements” are • and how they sabotage your success

Why action management • has replaced time management

Why 90 percent of • salespeople underachieve

How to avoid the biggest • mistake in customer follow-up

How to Be a Sales Superstar How to Be a Sales Superstar

Recommended Reading If you enjoyed the summary of How to Be a Sales Superstar, visit your favorite bookseller and add it to your success library. While you’re there, you may also want to check out:

Silver Bullet Selling: Six Critical Steps to Opening More Relationships and Closing More Sales by G.A. Bartick and Paul Bartick

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry

ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William “Skip” Miller

Summarized by permission of the publisher, John Wiley and Sons, 989 Market St., San Francisco, CA 94103. How to Be a Sales Superstar by Mark Tewart. © 2009 by Mark Tewart.

© 2010 SUCCESS Media. All rights reserved. Materials may not be reproduced in whole or in part in any form without prior written permission. Published by SUCCESS Media, 200 Swisher Rd., Lake Dallas, TX 75065, USA. SUCCESS.com

About the AuthorMark Tewart is a recognized expert in

sales, sales marketing, sales management,

personal development and motivation.

His extensive and successful background

spans more than 27 years, from becoming

one of the youngest executive managers

in the country, to founder and president of four successful

companies, to professional speaker, consultant and best-selling

author of How to Be a Sales Superstar: Break All the Rules

and Succeed While Doing It. Mark writes editorials for several

trade magazines, has been interviewed and published in media

outlets worldwide, and had a top-ranked TV show. Mark is also

a professional member of the National Speakers Association and

the Author’s Guild and performs more than 80 seminars a year.

by Mark Tewart John Wiley and Sons © 2009, Mark Tewart ISBN: 9780470300961 225 pages, $24.95

SUCCESS.com SUCCESS BOOK SUMMARIES SUCCESS.com SUCCESS BOOK SUMMARIESPage 1Page 6Page 5 SUCCESS.com SUCCESS BOOK SUMMARIES

HOW TO GET THE SALE, CONTRACT AND $

Moving into the proposal stage of the sale, you will encounter questions and comments from customers that could easily end the sale if you’re not prepared to handle them.

Five-step process of handling customers’ questions and comments:

1. Listen 2. Agree 3. Address 4. Segue (Bridge) 5. Redirect At this point in the sale process, you could also encounter

customers’ objections. Here are six steps to handling these objections:

1. Listen. This is always � rst. 2. Agree. Let the customer know you see things his way. 3. Test. “Is this something that would keep you

from purchasing?” 4. Funnel. “Other than that, is there anything else that

would keep you from purchasing?” 5. Address. Have a method for each common objection. 6. Redirect. Ask questions and move on. To be a sales superstar you must master sales, people, life and

marketing skills. This takes a lot of work, and very few salespeople are willing to put in the e� ort. Because of this, you can stand heads above your competition in sales and create success and riches most people only dream of.

Breaking All the Rules PUT A NEW SPIN ON TRADITIONAL SALES TRAINING METHODS, AND BECOME A SALES SUPERSTAR

QUICK OVERVIEW Many unsuccessful salespeople have made the mistake of relying on outdated

sales techniques and are frustrated with the (lack of) results. In How to Be a Sales Superstar, Mark Tewart reveals new sales methods that can propel today’s salespeople to superstardom. Tewart examines core principles that lie at the heart of success: people skills, life-management skills, and sales and marketing skills. Tewart outlines how to master these skills to achieve positive and lasting results. Tewart’s modern techniques equip salespeople to develop the con� dence and enthusiasm they need to succeed. In 13 easy-to-read chapters, Tewart imparts updated specialized knowledge that, if applied, can result in sales superstar status.

APPLY AND ACHIEVE Traditional sales methods may have worked years ago, but customers have grown

tired of hearing the same old thing. In How to Be a Sales Superstar, Mark Tewart pinpoints how once-lauded sales approaches cost salespeople money and con� dence. With the updated tool kit outlined in this book, salespeople can replace old advice and wisdom with fresh and insightful tools designed for real, lasting success. Beginning with a re� ned image of the sales industry, Tewart explains a better way to set and view goals, why time management is ine� ective, the positive ways to generate leads and every stage of a carefully orchestrated sale. By applying these principles to their profession, salespeople can become masters of communication and relationships. In turn, these sales professionals will see their careers catapulted to previously unimagined heights.

Cons of the sales process: • Most sales processes are inherently fl awed and

introduce roadblocks. • Most sales processes are based on manipulation,

lying, strong-arming and forcing someone to buy. Remember to think like a customer to keep the sales process

a positive experience for everyone involved. Pay attention to your image. How a customer observes you is fundamentally your choice. Commit to looking better and making a sharper impression than anyone else who has ever tried to sell to your customers before.

SETTING THE STAGE Sales superstars know how to ask customers the right

questions. Start with smaller, less invasive queries and move to questions that stimulate more detailed responses. To make this transition as smooth as possible, use statements or questions that are positive and almost impossible for anyone to disagree with. For example:

“If you would allow me to, I could share some of the sale specials with you.” Or, “Can I take a minute to show you something really neat about the product/service you are looking at?”

These types of statements and questions enable you to guide and direct your customers’ perceptions in a positive way.

Traditional sales training teaches you to ask qualifying—and potentially o� ensive—questions such as “How much do you want to pay?” You can actually get all the information you need by asking pro� le questions, which are smarter and less invasive. For example, “Other than price, what is the most important thing to you when you buy?”

When you ask the right questions, customers will provide answers that get to the heart of what will motivate them to buy. Even though the sale is about the customer, you create the show. Make sure it’s one they enjoy sitting through from beginning to end.

THE JOHNNY CARSON PRINCIPLE Johnny Carson, the former late-night talk-show king, had a

way of making his guests feel at ease during what should have been a nerve-wracking experience. By adopting this method to your sales dealings, you will keep the customer feeling

important. Incorporate positive words and phrases such as “Sure!” or “Would you allow me to…”

Remember that people buy emotionally and justify logically. Here are the four P’s of customers’ buying decisions:

Performance: Customers will pay for performance, especially when it creates spaces of usable time they have never had before. Pride of Ownership: Most buying decisions are rooted in pride of ownership, otherwise known as ego. Every company and every person buys something because of this reason. Protection: Many customers desire protection, which can come in the form of safety, or safety in decision. Pro� t: If someone shops a product or service—if that person considers all other things equal—then the customer will buy on the pro� t or price motivation. Don’t just talk or ask questions. Have conversations. Being a

sales superstar takes the skills of a great communicator.

I’LL TAKE DOOR NO. 2—SELECTION TIME

Build the proper environment for the selection of the product or service. When you present and demonstrate what you are selling, you must become aware of these � ve factors within you:

1. Energy/Enthusiasm. These qualities are contagious. 2. Emotion. When you sell with emotion, you automatically

use voice tone, voice in� ection and body language to convey conviction and sincerity.

3. Empathy. Strong empathy is a key component to success. Again, think like a customer.

4. Humor. Customers enjoy being around people who make them laugh.

5. Message. Believe in what you are selling, and truly believe it provides a solution.

The next part of the sales process is the assumptive stage. Instead of asking people if they want to buy, give them an opportunity to move ahead with the purchase. Assume the sale by asking non-threatening but assumptive questions such as “Is there anything you would like to add, change or � x before we get your proposal?” or “How will you be registering and titling your RV?” These questions will move customers to the � nal stages of the sale.

MAY

2010

How to Be a Sales Superstar: Break All the Rules and Succeed While Doing It by Mark Tewart

by Mark Tewart

Break All the Rules and Succeed While Doing It Break All the Rules and Succeed While Doing It

SUCCESS PointsFrom this book you will learn:

Why • sales is not a dirty word

What “P.S. statements” are • and how they sabotage your success

Why action management • has replaced time management

Why 90 percent of • salespeople underachieve

How to avoid the biggest • mistake in customer follow-up