These 5 Universal Sales Principles Made Me Millions
These 5 Universal Sales Principles Made Me Millions
How can business owners turn rejections into opportunities in sales?
Thick skin and perseverance are essential in sales, but they aren't enough to overcome all challenges. You must confront some tough questions. While no one enjoys rejection, I learned to embrace it. My mindset shifted from fear to seeing rejection as an opportunity: the more rejections I received, the more deals I closed. This realization that frequent rejections often lead to more successful deals became a motivating factor for me.
How can entrepreneurs manage client rejections effectively?
The emotional response of a client—whether they agree to sign or tell you never to call again and hang up—requires that salespeople and entrepreneurs respond with resilience. We must continue to persevere, regardless of the client's reaction.
What are the key steps to managing a sales pipeline effectively?
I created a sales course years ago that we provide to all our members at no additional cost. However, having a sales process to follow is essential. In this process, you must take ownership of each step, which requires intentionality. If you, as an entrepreneur, salesperson, or leader of the sales team, do not take ownership, and your salespeople do not take ownership of their pipelines, the process will not yield efficient results. Even if leads enter the pipeline, without proper management, the outcome won't be a well-oiled machine producing as many deals as possible. Ownership involves managing every step of the sales and follow-up processes, knowing exactly where each prospect is in the pipeline, understanding the status of deals, and knowing what needs to be done next to keep the pipeline filled. This ownership results in both knowledge and confidence.
When should entrepreneurs focus on authenticity to build trust with clients?
Another core principle is building trust and understanding people. As an entrepreneur, you need to master this skill. You might worry about being introverted, lacking sales training, or struggling with interpersonal relationships. First, understand that you don't need to be anyone other than yourself. If you're naturally expressive and use hand gestures, embrace that. If not, there's no need to force it. Be genuine in your interactions with prospects and clients throughout the sales process and beyond. Never attempt to be something you're not, as authenticity is key to building trust. To enhance trust further, adopt a systematic approach. Ensure your prospects can see your confidence and familiarity with the process, which reassures them of your competence. It's important to note that being systematic doesn't necessarily mean following a script.
Why should business owners use personality assessments?
If you're not asking questions, or if your questions are superficial, you're not building trust, nor are you allowing others to share the information necessary for you to deliver effectively. Understanding people is a superpower. I've studied personality traits extensively through various books and assessments. At Gathering the Kings, we provide our clients access to the Predictive Index, which we find to be the most scientific and collaborative, utilizing advanced technology. More importantly, these tools allow me to understand who I'm talking to, but first, they help me understand myself.
*This interview has been edited and condensed for clarity.*
