TSE 1259: Best Seller In History Recap

Best Sellers In History Recap    The Best Sellers in History has been a hit and we’ve been doing it for the last few months. We have highlighted individuals and classified them as the best sellers throughout history. Over the course of the series, we’ve talked about:  Who they are What made them great at selling What separated them from everyone else How we can take those ideas and apply them to our selling career   The Recap In this series, Donald has talked about several individuals who made their mark. They were influential and persuasive people who were able to make a difference in their lifetimes. We’ve talked about Jesus Christ, Oprah Winfrey, Reginald F Lewis, Martin Luther King Jr., Harriet Tubman, Benjamin Franklin, Mahatma Gandhi, Mother Teresa, and Abraham Lincoln. They were amazing sales people even though they weren’t in sales for a living. For example, Abraham Lincoln wasn’t a salesman but he did sell a major idea.      Abraham Lincoln - sold the whole country on the idea of unity and the need to abolish slavery.  Mother Teresa - sold to the Catholic church the idea of leaving the convent and personally helping the needy to create her own ministry.  Mahatma Gandhi - sold to the whole country the idea of a peaceful revolution.  Martin Luther King Jr. - sold the idea of civil disobedience.  Harriet Tubman - sold to people the idea of running away toward freedom, despite the danger     They all had vision  All of the individuals we’ve discussed are tied to a vision we are still talking about today. Websters defines vision as a thought, concept or object formed by the imagination. You can have a vision but that doesn’t necessarily mean your vision is going to compel people to take action. For people to join you, your vision must reveal and alleviate the pain. If people understand how your vision can help them, they will want to know more and be more compelled to come alongside. People need to understand why they should sacrifice their time, effort, and resources for your vision.   Martin Luther King Jr., illustrated this beautifully in his speech,  I Have a Dream. He didn’t offer a detailed plan of execution, Martin Luther King Jr. simply stated his vision and invited our imaginations to join him in a better world.     Sell a dream, sell a vision If you want to become a great salesperson, you too must be able to learn to sell a dream.  As scripts are recycled, sales reps are saying the same things. How are you going to stand out in the way you communicate with your prospects?  By recognizing your clients’ pain points and offering a vision of what life would be like without these challenges. Here’s an example:    “60% of what your sales reps are doing today are non-sales related activities and will not generate business for  your organization. Based on what you’re paying them, that could cost you anywhere from $2000 to $5000 in wasted resources, not to mention lost opportunities. If we can demonstrate how we have helped other organizations like yourself show their sales reps how to become more productive and increase sales by 30 to 40% per rep. would you be open to learning more about that?”   You can do this in the form of a video or a phone call. Regardless of the platform you use, be able to paint a picture for your prospect. Speak about the pain that most sales leaders and other businesses face. Help the culture change within the...