Book Summary Preview : HIGH TRUST SELLING

The Big Idea
If you’re serious about the business of selling, if you are tired of living from one sale to the next, and you want to keep clients for life, then read this book and apply these valuable lessons that add value to what you are selling, and to your life. The whole premise is to serve fewer clients a high quality experience and build long-lasting relationships, resulting in more free time to spend with your family and friends, less stress, greater income, and genuine success for you!

1.. The Law of the Iceberg
The true measure of success is invisible to your clients

To begin, you need a firm foundation or reason for being. Let’s take the pharmaceutical giant, Merck. This company makes, among other drugs, low-cost AIDS drugs for patients in poorer countries. By this example you have to understand that selling and business is more about service than about making money. Your purpose has got to be deeper than just earning a profit. People are more motivated when they know they are doing something that makes a difference.

If you don’t have a strong sense of purpose in what you do, you will be heading fast down the wrong direction, and will end up hating yourself when you look in the mirror.

Clarity in purpose in your life and why you are doing what you do is essential. Without it you will burn out, feel frustrated, and put too many things on your plate.

Application to sales leadership: Sit down with your team and have individual one-on-one sessions with each member to make them think about their own personal vision and how it integrates with the company vision.

Keep in mind some people will realize that sales may not be the right profession for them.

2. The Law of the Summit
Your direction is a result of your perception

Take a new perspective on failure. You will never achieve your peak if you are afraid of taking a risk. Think of failure as a temporary setback, not a dead-end. Just like going on a lot of blind dates before you meet the right person, you need to see your prospecting in sales the same way.

Every failure is supposed to be an opportunity to learn something, not a reason to give up. Understand that failure is ok. It is perfectly normal. Failure is your greatest teacher. Failure is the force that compels you to climb higher.

If you’ve lost the trust of a client, have you tried to win him back?

Sales leadership application:

As a leader, be big enough to admit your own mistakes. Help others on the team perceive failure differently. Have debriefings and post-mortems to learn from failures and give them the freedom to try again.

3. The Law of the Shareholder
Successful salespeople buy stock in themselves

If you think like you own the business, you will start to make more money quickly. There’s nothing like responsibility and accountability to get your butt moving. Employees only do what is expected of them and nothing more, but business owners will go out on a limb to please a client, and try to make the best use of their time. A business owner will invest money in order to make more money. . . . . . . . . . .

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