Contractors Secret Weapon Podcast

One of the best definitions of sales I have ever heard on selling“Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.” Dan Sullivan (who is just a genius) The definition is not that I have something they need and, by golly, I going to make them buy it. Please, please, please buy my services…. So let’s go through the definition again. Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result. So really, what does that look like? What are the steps to actually make that happen? Well I think number one, you really need to listen perceptively. In the old days a salesman pitch was… you get it down, go over it and continue to role-play and do all the things to make sure that you, the sales person, was comfortable with the sales process. I think one of the biggest challenges with something l