O'Reilly logo

There's Always a Way: How to Develop a Positive Mindset and Succeed in Business and Life by Tony Little

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 16. Tony's Top Selling Secrets 101

 

"The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell."

 
 --Jay Abraham, business growth specialist
 

"Reach for the stars, even if you have to stand on a cactus."

 
 --Susan Longacre, musician
 

"If you aren't fired with enthusiasm, you'll be fired with enthusiasm."

 
 --Vince Lombardi, football coach
 

"If you ask me anything I don't know, I'm not going to answer."

 
 --Yogi Berra, Yankee baseball player

Tony's Top-Selling Secrets 101

That Famous Extra Mile

Selling isn't all that hard. You just gotta know—and I mean know—certain techniques that excite interest and desire, and that help you close the deal.

Some of these techniques you're probably familiar with. It never hurts to hear them again.

And anyway, it has always been my style to take standard selling games and repackage them with a "Little" spin (sorry). An old client of mine refers to this habit of mine as "the Tony It Factor."

In the end, like I said, a handful of effective techniques used in innovative ways is going to get you high marks with your customers.

We've gone over a lot of these techniques already. We'll go over a bunch more in the next few chapters. Some are easy to use, but a few take practice. As usual, it's the latter that work best. As Dr. Robert Anthony once remarked, "It's always lonely on the extra mile."

To which I'll add that it's the extra mile that always makes the difference on your way to the top.

The Secret of Asking ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required