{"id":707,"date":"2016-04-13T21:06:55","date_gmt":"2016-04-13T21:06:55","guid":{"rendered":"http:\/\/thebigtimegroup.com\/?p=707"},"modified":"2021-04-16T14:14:31","modified_gmt":"2021-04-16T14:14:31","slug":"the-5-principles-of-sales","status":"publish","type":"post","link":"http:\/\/thebigtimegroup.com\/the-5-principles-of-sales\/","title":{"rendered":"The 5 Principles of Sales"},"content":{"rendered":"

On a November evening in Los Angeles I found myself sitting in a restaurant with Matthew, a man I had never met, didn\u2019t know much about and wasn\u2019t sure if our mutual friend had told him what I do for a living. This could have been a disaster of a sales meeting! Instead I walked out with a check for $10,000 by simply using the sales principles I teach.<\/span><\/p>\n

\"blog_Sales\"<\/p>\n

Principle 1- Invitation:<\/b> <\/span>Be genuinely interested and learn all you can about the client.
\n<\/i><\/span>I simply said, \u201cTell me your story.\u201d He began listing off his resume and job discretion so I jumped in and used\u2026<\/span><\/p>\n

Principle 2- Surprise: <\/b><\/span>Gently interrupt, politely say they\u2019re wrong, and tactfully disagree.
\n<\/i><\/span>I stopped him and said, \u201cThat\u2019s not what I want. I don\u2019t really want to hear your resume. I\u2019m interested in you. Tell me the story about you that no one gets to hear.\u201d I then sat silently while he talked while I used\u2026<\/span><\/p>\n

Principle 3- Investigation: <\/b><\/span>Ask personal questions. Listen for the client\u2019s passion, goals and how your business is aligned with them.
\n<\/i><\/span>He talked for about 25 minutes straight, providing all the raw material I needed to help him. Find here Dust and Mop, Charlotte, NC<\/a>. When he finished, I leaned forward and said, \u201cI\u2019m going to tell you where you\u2019re struggling and what I think you should do about it.\u201d I gave him a full assessment of what I had learned and what I wanted to do to help him. Then on to\u2026<\/span><\/p>\n

Principle 4- Shut Up!: <\/b><\/span>Silence, is the greatest motivator. Let it work for you.
\n<\/i><\/span>I let the table go quiet to add in some \u201cuncomfortable silence.\u201d In absence of anything else to discuss, Matt said, \u201cSo, how would we start?<\/span><\/p>\n

Principle 5 Boldness: <\/b><\/span>The BIGGER your \u201cask\u201d the more credibility you portray.
\n<\/i><\/span>I said, \u201cWrite me a check for ten thousand dollars and we will begin.\u201d More silence. Then he simply said, \u201cOkay.\u201d<\/span><\/p>\n

By following these principles I walked out with a check for ten thousand dollars and Matt was EXCITED to start working with me. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

On a November evening in Los Angeles I found myself sitting in a restaurant with Matthew, a man I had never met, didn\u2019t know much about and wasn\u2019t sure if our mutual friend had told him what I do for a living. This could have been a disaster of a sales meeting! Instead I walked out with … Read More<\/a><\/p>\n","protected":false},"author":3,"featured_media":467,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[4],"tags":[60,58,59,31,62,61,63],"_links":{"self":[{"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/posts\/707"}],"collection":[{"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/comments?post=707"}],"version-history":[{"count":8,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/posts\/707\/revisions"}],"predecessor-version":[{"id":1207,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/posts\/707\/revisions\/1207"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/media\/467"}],"wp:attachment":[{"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/media?parent=707"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/categories?post=707"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/thebigtimegroup.com\/wp-json\/wp\/v2\/tags?post=707"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}