The Winner's Sales Strategy Blog

Ronald Reagan's Powerful Sales Lessons

What Ronald Reagan Can Teach Us About Sales

You hear a lot about Ronald Reagan from politicians these days, on both sides of the aisle. History regards him as one of America's greatest presidents, so he gets name-dropped by a lot of people who attempt to identify with him during campaigns.

But what you don't hear about is what Ronald Reagan can teach us about sales, because he was a master salesman!

His most important goal - and greatest accomplishment - was toppling the Soviet Union. While it's generally believed that he did it simply by out-spending them on military buildup and nuclear missiles, that's not entirely true.

Let me tell you how he really did it:

Reagan's Introduction to the Soviets

Ronald Reagan's eventual domination of the Soviet Union began even before he started going after them in earnest.

It was all about the first impression he made. First impressions count. First impressions last. And Reagan's first impression, to the Soviets, was of a man of power and respect.

When Ronald Reagan arrived for the first time in the Soviet Union, it was winter, and it was downright cold outside - typical Russian winter weather with sub-zero temperatures and gusting winds and snow.

And then it happened....

Ronald Reagan got out of his limo, wearing only a suit with no overcoat. In the below-zero temperatures, he kept his cool (no pun intended), and didn't shiver or do anything else to indicate that he was cold. He looked like a super-human to those watching on television, and made his Soviet counterparts, dressed in heavy overcoats, scarves, and fur hats, look like wimps.

The collective thoughts of the Soviet people were, "Who is this man?"

And then it was all downhill for them from there. As Sun Tzu said in The Art of War, "Every battle is won before it's ever fought." And Reagan had the Soviets psychologically defeated even before the arms race began that eventually brought them down.

What's YOUR First Impression?

If Reagan brought down the world's only other superpower besides the United States, based on the first impression he created on his initial visit, then you KNOW that first impressions count.

Ask yourself this: What is YOUR first impression?

Are you showing up with power and authority as Reagan did, causing people to ask themselves, "Who is this person?"

Or are you supplicating and looking desperate and hungry when you approach sales prospects?

I've got some news for you: If you want to look weak and desperate, then there's no better way in the world to accomplish that than by cold calling.

Cold calling sub-communicates that you have nothing else to do, no customers to service, no prospects wanting to do business with you - in other words, that you're desperate.

It also makes you look greedy, and not in a good way. Cold calling shows that you are out to GET a sale from them, not to GIVE them value and honest service.

So if you want to convey the level of power and authority that Ronald Reagan did in toppling the Soviets, you need to stop cold calling. Immediately. Right now.

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

The #1 Reason Why Salespeople Fail

This April I had the honor and privilege of attending the opening dedication ceremony for the George W. Bush Presidential Library right here in Dallas, Texas.

I walked out with three things:

1. A day I'll never forget
2. A sunburn (that's now a very nice tan!)
3. Some VERY eye-opening insights into sales and power

Why People Succeed - In Sales and in Life

As I sat there and watched the five living US presidents speak, and observed the many other world leaders and people of power and influence present, something became perfectly clear:

None of these people chase. None of them seek approval. None of them supplicate. None of them EVER give up their power!

I've known this for a long time. Many people have written to me, explaining that many of the principles taught in the Never Cold Call Again system, in the module on the psychological aspects of selling, have not only exploded their sales careers, but have vastly improved the personal aspects of their lives.

Parents are finally getting their children to listen. Married couples are enjoying more harmonious relationships with less conflict. Single people are getting dates a whole lot easier.

But it wasn't until April, when I watched some VERY powerful people, that this concept really hit home. Powerful people NEVER chase, seek approval, or supplicate!

Why Salespeople Fail

Salespeople fail for one reason and one reason only - and it's the opposite of what I just described. It's because they chase, seek approval from others, and supplicate to prospects!

Everyone has done it: Saying things that give away your power, like, "I'll be at your beck and call if you'll trust me with your business." Or endlessly leaving voicemails that are never returned, or calling those annoying prospects every six months who tell you to call back in another six months - I used to sit near a sales rep who did this each and every morning and it was horrifying!

But the most egregious offense of all, when it comes to giving away your power and letting prospects rule you and decide your fate, is cold calling.

Nothing says desperate, chasing, approval-seeking, and just plain weak more than cold calling does. It shows that you need a sale, and when you need something, no one wants to give it to you!

I coined a term a few years ago that I remind salespeople constantly: "Those who are chased never want to be caught!" Think of a cat. The only way to get a cat to come to you is to ignore it, or at least pretend to.

And you need to do the same with your ideal sales prospects: You need to "pretend" to ignore them, while using strategic methods to reel them in and get them to BUY!

Do that instead of cold calling, and watch your sales numbers explode and your stress disappear!

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 online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit http://www.nevercoldcall.com