Selling Your Product
Throughout this book, I’ve repeated several points that I consider vitally important. This chapter is the ultimate in redundancy because common sense says “no one will buy your product until and unless they like you.” The more you understand that principle and work on your likability factor, the better your sales record will be.
Selling Your Product by Selling Yourself
Over the years, I’ve trained thousands of Merrill Lynch financial consultants. At first, the people I trained were professional people with several years of experience and above-average sales records. They reported that their sales shot through the roof after understanding the open face, eye contact, gesture, storytelling, personalizing, and ...