For my birthday a few years ago - my 40th - my wife bought me the NASCAR Experience package - the opportunity to drive a real race car on a real track, Texas Motor Speedway!
I'm not a huge NASCAR fan and couldn't even name most of the drivers, but even still, just knowing that I was driving Jeff Gordon's #24 car on a real superspeedway where he himself has raced that car was surreal.
And the experience was exhilarating
But something else happened that day...
An Unexpected Lesson in Sales
The way the Experience works is that you can buy one, two, or three 8-minute racing sessions.
We scheduled mine on a Friday to avoid the weekend crowds, and sure enough, it wasn't busy at all.
In the mandatory one-hour driver's class that takes place before going out on the track, the facilitator said that because it's a slow day, anyone who wants to could upgrade to a second or third 8-minute session for half price.
Then he followed with this line:
"This is NOT a sales pitch!"
Umm, yeah, right... in our business we call it an upsell or a one-time offer!
People believe it!
Just by saying, "This is not a sales pitch, it's only because we're not fully booked today," people believed him and bought the upsell.
In other words, he made sales by NOT appearing to be SELLING!
And if you're not a total rockstar at sales, rolling in cash every month when you get your commission check and living large, there's a reason: because you come across as someone who is SELLING!!!
The very best salespeople - the six figure earners - never sell. Instead, they create the circumstances for buying to take place, and sit back and simply let people buy.
How To Succeed in Sales
Of all the varieties of selling, from rookie mistakes all the way to sleazy dishonest tactics and high-pressure "closes," the worst of all is cold calling.
If you look at my definition of "selling", cold calling definitely takes the cake. It makes it practically impossible to let people buy.
If you want to succeed in sales, and become a top-performing salesperson almost immediately, there are two steps you must take to make that happen:
1. Stop selling, and start creating circumstances where people buy.
2. The first step to that is to stop cold calling - it's the worst form of selling.
Take those steps, and watch your sales numbers explode and your stress disappear!
Learn how you can stop cold calling forever and become a sales rock star by downloading a free 37-page PDF preview of the Never Cold Call Again System.
New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com