3Opportunity Is Everywhere
The first two chapters have been invested in preparing you to become more successful in your conversations. The art form of selling is heavily geared toward your ability to create opportunities and influence the decisions of others to part with money and get the goods or services you supply.
Earlier you learned that to commercially succeed in sales, you must know the answer to two very powerful questions:
- Who are the people that you serve?
- What are the problems that you solve for them?
The more you gain clarity over your answers to these questions, the more you'll realize that the profession of selling is not only essential but also remarkably helpful to the entire community. People can be notoriously indecisive, procrastinate repeatedly, and fail to achieve their own goals and wishes because of not knowing what action to take. In your profession, you hold a responsibility to look out for the people who need your help, be ready to win their trust, and help guide them through the decision‐making process, so that you help those who can benefit from what you do to go on and actually realize that benefit.
Decide today that you are on a mission to help people and that the role you play as a sales professional is in service to those people. Quickly you will start to see that the opportunity to help is everywhere and the potential for you to grow your customer base is abundant.
This chapter explores precise techniques and skills to capitalize on the amount ...
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