It’s an interesting phenomenon that banks prefer to lend money to people who don’t need it. And never has this been more true than since the 2008 banking collapse – if you don’t believe me, try applying for a mortgage these days!
If you’ve ever seen the movie Catch Me If You Can, you’ll remember that Frank Abagnale’s dad put on a high-dollar suit, dressed his son the same way, then had Frank pretend to be his chauffeur to drive him to the bank, when he needed to apply for a loan.
Napoleon Hill said that your banker will be happy to lend you money when you’re prosperous, but don’t ever go to the bank with an unpressed suit on your back and a look of poverty in your eyes, for if you do, you’ll get the gate!
Why Does This Happen?
There’s a basic rule of psychology – in fact, one that I teach both in the Never Cold Call Again course and in all of my live presentations – that affects every single negotiation that happens in the world.
It’s very simple: In any negotation, the person who needs something has no power. It’s the person who does NOT need anything, who can say “yes” or “no” to the other person, who controls the outcome of the entire situation.
And guess what? Every sales situation is a negotiation! EVERY SINGLE ONE! From something as simple as a letter of introduction, where you’re hoping to get a response from the prospect, all the way to an actual price negotiation, every last selling situation is a negotiation on some level.
How To Have Power In Sales
Since this rule of power determines the outcome of every negotiation, and because every selling situation is a negotiation, you need to be damn certain that YOU are the one with the power, IF you want to get the sale.
Unfortunately, 98 times out of 100, salespeople don’t have the power. They give it up in one way or another, from running out to a prospect’s office at a moment’s notice, to buying prospects’ lunch at their request, to saying things like “I’ll be at your beck and call if you buy from me.”
But there’s one way that salespeople give up their power, even before they begin, that’s the worst of all….
The Worst Power-Losing Mistake
If you want to absolutely guarantee that you will have ZERO power in a sales appointment, start out by cold calling.
When you make a cold call, you make it VERY clear that you have a need – a need to make a sale. You hand all of the power – 100% of it – to the prospect, who can then say either “yes” or “no” to you. You have lost ALL of the power and the prospect is now the boss.
On the other hand, when you get a prospect to approach YOU, the exact opposite happens. THEY have indicated that THEY have a need – for what you’re selling! Now YOU are in the extremely powerful position of being able to say either “yes” or “no” to them!
And what does that mean? That you’re going to make the sale, at a high price and a good commission to you.
Of course, the trick is getting prospects to approach you in the first place. And that’s where 98% of salespeople fall short.
But don’t despair – I’ve taken care of all that for you! The answers are all in my Never Cold Call Again system. You’ll find all the answers you’ll ever need – and then some – to get hot, qualified prospects approaching you – people who are ready to buy right now – giving YOU all the power! And most importantly, BUYING from you!
So do this right now: Get my Never Cold Call Again system. You get to try it on me for a full 30 days, before even deciding if you want to pay for it and be billed then, or you can simply send it back and never even pay me a dime. It’s that easy so do it right now:
To your success!