17 lessons you must learn if you want to be a top 1% salesperson

1. People want to believe you.

They inherently want to buy.

You need to help their logical brains justify that emotional decision.

2. Selling happens before you ask for the sale.

Closing begins after.

3. It’s easier to handle obstacles than objections.

Obstacles are when YOU disagree with the prospect.

Objections are when THEY disagree with you.

Diffuse obstacles early, so they do not become objections and blow up the sale in the close.

4. Expect and plan for NO.

It is not failure; it is expected.

If they could decide without you, you would be unnecessary.

No is the job.

Stop being surprised.

5. If you didn’t get a gasp from the price tag —

You didn’t go high enough.

Raise your prices.

6. Selling correctly is the first step to helping your prospects.

Your first impression and the expectations you set will dictate the relationship.

7. Selling is helping prospects make decisions to help themselves.

The objective is not to get them to buy but to get them to decide.

8. Prioritize helping your prospects —

Not the sale.

It’s not about you.

9. Seek to understand, not argue.

You cannot influence someone you do not understand.

10. Closing is a dance, not a fight.

It is seduction, not rape.

11. Selling is a transference of belief over a bridge of trust.

Therefore, you must have the belief first, then build trust to transfer it.

12. You can only build trust if you genuinely want to help.

Why? Because humans are exceptionally good at sniffing out intention.

No ‘hack’ will replace the trust built from a genuine desire to help.

13. Belief and trust are continuums, not binaries.

It’s not WHETHER they trust or believe you, but HOW MUCH that dictates the sale.

Act accordingly.

14. Closers ask hard questions —

Everyone in their lives lies to them, especially themselves.

You must ask the profound truth questions they are afraid of answering.

15. The person who cares the most about the prospect wins the deal.

16. Record your sales calls. Always.

You cannot improve what you do not get feedback on.

17. Power is the ability to direct or influence people or events.

The process of influencing people is selling.

If you desire to be powerful, you must learn to sell.