Archive for January, 2013

The Road To Excellence

Posted in Sales and Life on January 27, 2013 by Daniel Jacobs

Dan driving 2006Something was missing; and studying yet another text on selling techniques, tactics, and sales methods “guaranteed” to close deals just wasn’t cutting it.

If this sounds familiar, you’ve come to the right place.

Whether you’re involved in sales as a profession or not, this book is for you – as we’re all involved in selling or being sold something every day of our lives.

These writings are not untried opinions; they are my observations of what works, based on over 25 years of hard-won, hands-on experience in the world of selling.

I set out to re-focus and underscore the common sense basics underlying all successful selling activities and provide new effective methods of applying this knowledge to the real world.

Through my studies and research, I found two important facts:

1) The Natural law of selling are a body of unchanging principles derived from nature and which work spontaneously for everyone.

2) Knowing and following these laws is the route to excellence.

I have named this discovery, The Straight-line Approach.

As the old saying goes, “How do you get from point A to point B”?  Answer: A straight line.

This approach is the most effective way to master the art and craft of selling, as it goes from point A to point B without distractions, diversions, or blind alleys that go nowhere. It also helps salespeople make the connection between them and the customer with overall efficiency.

I found also, that invariably, the road to excellence in any skill comes from mastery of the fundamentals – not from acquiring more techniques.

Elite salespeople, the ones who have invested the time and effort to learn the laws and master their skills, will find much to agree with in this book. Many of the ideas and concepts are familiar but not underscored as to their importance. Other ideas are new and not seen in other texts on the subject.

Whether you are a seasoned veteran or not, you can find value in these writings. Simply choose any article that catches your attention, and you’ll find something meaningful that will help you with your sales today.

This book will help you become a savvy negotiator in getting the best deal you can, even if you’re not even actively involved in the business of sales.

Change is inevitable; this is a natural law. To maintain your balance and adapt to unanticipated changes, you need something secure and constant to rely upon.

These are established principles and basic laws of life, which remain unaffected by the roiling winds of economic and political change.

You can adjust your techniques and tactics as dictated by technological advances and other changes, but leave the basic principles untouched and you’ll maintain your equilibrium and stability.the road

The road to excellence has but three primary guideposts:

1. Knowledge of the natural laws of selling.

2. Workable methods, which align with the principles.

3. Focused, disciplined, practice, and persistence.

Mastery of all selling awaits.

daniel w. jacobs
(c) 2013-2030, all rights reserved


A New Way Of Thinking

Posted in Sales and Life on January 4, 2013 by Daniel Jacobs

thIts been said that the profession of selling is going to need a new way of thinking if it is to survive.

This book, “The Natural Laws of Selling” accomplishes this objective in three important ways:

  1. 1. It reveals the answer to failed tactics, ineffective methods, and unworkable techniques of selling.
  1. 2. It exposes flawed thinking, which has masked the solution to this problem for too long in the sales profession.
  1. 3. It opens the door to increased understanding of the overall sales process and provides a proven route to help build understanding, confidence and results.

The reason this problem has remained undiscovered for so long is simple: The solution was hiding in plain sight.

In other words, even when suggested, the solution been neglected as unimportant. But ignoring this element of the sales process is as close as you can get to a guarantee for trouble.

It turns out the answer we have been searching for, has been with us all along:

Methods of selling that violate the basic principles will create problems.

Why? Because all selling is based on natural laws, and ways of applying them. You only run into trouble when there is a misalignment between the principles and the methods.

Seems simple enough, yet many sales books tend to focus on methods, tactics, and techniques of selling, without even a nod to why these things work. Instead, they advise even more sales training systems and coaching routines, which adds complexity to the process, creating even more frustration when these methods prove unworkable.

Also some sales books tend to focus on only one step of the sales process with titles such as: how to get leads, contact prospects, do cold calls, get through the gate-keeper and get an appointment; how to generate interest and curiosity, get the customer to trust you and like you, discover needs and wants; how to give a presentation, handle objections, close the deal, get referrals and more.

But to succeed as a professional salesperson, you need to become expert at all of these tools. A narrow focus on only one aspect of selling, such as exclusively on the sales closing, simply won’t work in the long run.

Tactics, techniques, and methods of selling all have their place, but unless they are also rooted in the natural laws of selling, can often be unworkable. They consistently work only when they do not break the basic laws of selling.

A law is something that allows you to predict consequences. It helps you know why the methods work and it puts you in the driver’s seat of the process of selling anything.

Here are three examples.

1. “Honesty is the best policy” is a natural law.

Using methods such as, “Selling is whatever you can get away with,” or “Tell them what they want to hear” are out of alignment with the natural law. Such methods will cause trouble for you.

2. “If you are interested in people, they’ll find you more interesting,” is an example of a natural law.

Using a technique of being “interesting” (meaning focusing only on yourself) will not generate interest in you from others as it violates the natural law.

3. “Force creates resistance,” is also a natural law.

Human beings deal with one another in one of two ways: reason or force. Selling is the activity of using reason to enlighten, enthuse, encourage or persuade a commitment or action. Forcing someone to do your bidding plays no part in selling.

 Using any method that involves overwhelming, bullying or forcing the prospect into a sale, is consistently proven to produce a negative result. In fact, use of force creates sales resistance that wasn’t there to begin with.

This really is a new way of thinking about selling. And it also solves the mystery of why methods and tactics in selling sometimes don’t work.

If you’re running into trouble in your sales procedure, it may be valuable for you to examine your methods and tactics and see if any of them are in disagreement with the natural laws of selling.

Once you recognize that the natural laws of selling do actually exist, you can begin to use them to your advantage. Often only a slight adjustment can bring your methods in line with the natural laws and create some surprising and welcome changes.

This understanding alone tends to breed an aura of confidence in all your selling activities. The future then, begins to look very bright indeed.

daniel w. jacobs
© 2013 – 2030, all rights reserved