Morning Folks!!
I don't care. It's not important to me. If what's important to you is not to me, why are you wasting my time? Why are you wasting your time? That's not working smart, that's working dumb.
See John Jones thru their eyes. Stop selfishly looking it thru yours. John Jones does not give a crap!
Yeah, I know, you need to sell a domain. you need to sell a car. You need to sell a house. I don't give a shit about YOUR needs. They are meaningless to me. You are so worried about eating that you are preventing food from entering your mouth.
If you contact somebody you better have done your homework. You need to explain why they should waste one second with you! That means don't waste your breath with anything other then getting to the point.
Don't tell a story. Don't tell him your story of woe with a long introduction. Get to the ending and work backwards. "The property next to yours is coming on the market tomorrow and thought you might have an interest." Then shut up. When he rejects the idea before even considering, just tell him your name and the way to get in touch in case he has any second thoughts. Thank him for his time. That was 30 seconds.
If someone calls me that I don't know and he does not get to the point in about 5-10 seconds, CLICK!
That's why I prefer email. It is a bit slower. You can expand more. BUT....you better get to the point in the first paragraph or, DELETE!
Selling is about knowing when to shut up. Knowing the questions to ask. Knowing the response you should get. Knowing the conversation is within the boundary lines. That's right, there ARE stupid questions. When they ask you multiple stupid questions then either go to lunch without them or look them in the eye and get to it. Why waste your time if the guy is not serious? Let him know you know.
Know when to say NO, know when you get to YES. Answering questions completely or completely ignoring some. The only rule of sales is there are no rules. Just tell the truth. That means never lie about your product! Never oversell. Never minimize a legitimate objection. EVER! Then again never legitimize an illegitimate objection. How do you tell? When you know your product, it's easy.
And last thing, no matter what you may be selling, never ever mention the name of your competition. That's the kiss of death! I can't tell you how many folks were about to make a sale and then mentioned a brand I never heard of. Guess what? The conversation would end, I would leave, do more research and in 99% of the cases, never went back to the original guy. Not only did he lose the sale, he made one for the other team! Not smart! And sales and business and LIFE is all about being SMART!
Here is my 2010 guide to selling a domain name. ENJOY!
Part 2 has a step by step guide!
Have a GREAT Day!
Rick Schwartz
Page Howe
GREAT POST!!
its about them, not us, that’s why we get their money.
page howe
BullS
It is all about ME,I,MYSELF,NUMBER 1 and NUMBERO UNO
Those beautiful 5 words…
LIFE is all about being SMART and SNEAKY!!
Julio Maysonet
Thank you,
For sharing this valuable information.
Larry Scott
Its the “Sell me this pen” concept.
Rich Leto
Spot on Rick! And, read “The Closers” by Ben Gay lll – The Most Famous and Powerful Book on Closing Sales ever written!
William Erwin
Hi, Rick. Thanks for the post. I copied How to Sell Part 1 and 2. Saved me from a lot of wrong thinking.
Rob
Thanks for the spot on sales advice Rick!
Great points, for anyone involved in sales, to keep in mind during their selling outreach efforts!
Anunt
“Selling is about knowing when to shut up”.
This is so true.
We purchased a bunch of used iPhones from USA and took them to India to resell.
We couldn’t make any sales talking about the iPhones….but as soon as we shut up, all the iPhones sold themselves so quickly.
The buyers are ready to buy…but if we say something that gives them doubt, they move on.
Best sales advice is to shut the hell up!!!
Lee
“CLICK!” ~ LoL
Jose
A great lesson coming from you and with 8 years in this market without despising my Mentor, never before knowing what I have learned today in just one day losing 8 years.
Happy day.
Jose.
suvankar biswas
thanks rick.. this post is very helpful for me..