The Successful $ales $ecrets Revealed! By Coach Cameron Roberts
Notes:
– 5 steps of learning and retention– impact, repetition, utilisation, internalisation, reinforcement.
– 8 personal qualities for success– want, focus, price, self, commit, extra, time, persist.
– 5 types of sales people– professional visitor, order taker, peddler, problem solver, counsellor.
– 3 keys of success– need/demand for what you do, ability to do it, difficulty replacing you.
– Disney ‘s law of unlimited abundance– do what you do so well, that the people who see you do it, will want to see you do it again, and will bring other s to see you do it.

– Don’t emphasise products, emphasise specific benefits.
– 7 buying motives– gain/profit, fear/loss, status, efficiency, pleasure, improvement, importance/appreciation.
– Sell as many products and services to customers as they need … Ethically!
– It costs 6 times more to get a new prospect to buy than existing customer and 16 times easier to sell to existing clients.
– Referrals, getting new and/or keeping customers.

Table Of Contents
Introduction
– Increase Your Effectiveness
– Exposure To New Ideas
– How We Retain Information
– Five Steps Of Learning And Retention
– Action Makes The Difference
– The Business You’re In

1. Activeing Outstanding Business Success
– What Faliures Don’t Like To Do
– Eight Personal Qualities For Success
– Six Personal Abilities Help Guarantee Results

2. How Do Your Customers See You?
– Five Types Of Salespeople
– How Do Your Customers See You
– What Your Customers Really Want
– Products And Services, Or Advice?

3. How Much Are You Worth?
– Three Keys For Success
– Obtaining Superior Rewards
– Guaranteeing Business Success
– The Law Of Unlimited Abundance
– You Reap What You Sow
– The Customer Signs Your Paycheck

4. Why People Buy
– People Buy For The Benefits
– Motives For Buying
– The Loyalty Of The Customer

5. The Main Purpose Of Your Business
– Knowing How To Profitably Attract Quality Customers
– Ethically Exploit Their Maximum Financial Potential
– Convert Your Customers To Advocates Who Actively And Enthusiastically Refer You To Others
– Keep Your Customers For Life

6. The Four Primary Ways To Grow Your Business
– Get More Customers
– Get Your Customers To Make Larger Average Purchases
– Get Your Customers To Buy From You More Often
– Exten Your Customers’ “Average Buying Lifetime”

7. How Much Are Your Customers Really Worth?
– Knowing The Value Of Your Customers Influences The Way You Treat Them
– Knowing The Value Of Your Customers Incluences How Much You Can Spend To Get A New One, Or Keep An Existing One

Epilogue
1. EVALUATION
2. RESEARCH
3. PERSONALISATION
4. IMPLEMENTATION
5. REVEIW
GO FOR IT!
Further Business And Sales Success

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