In this segment of the "Top 10 Strategies for Sellers" series, the speaker emphasizes that successful selling begins with thorough physical and emotional preparation. He argues that a salesperson’s appearance, the meeting location, the setup of the shop or office, and the quality of presentation equipment all shape a client’s perception and confidence in the offering. He stresses the importance of dressing appropriately for the context, maintaining a professional environment, and ensuring that visual cues (lighting, layout, branding) align with the product or service being sold. On the emotional side, the speaker advises salespeople to treat "no" as a signal rather than a personal rejection, to stay resilient in the face of rejection, insults, or curses, and to cultivate a mindset that anticipates objections and remains confident. He links these preparation steps to the broader 10‑point sales framework, promising that mastering them will make the rest of the process smoother and more enjoyable. The talk ends with a teaser for the next lesson on enjoying the sales process.
Chapters
Hey, my friend. Hey, man, I'm just— I think we are just rocking with this, man. I'm excited, and I'm sure you are also. You know, one of the things in life is that when you understand sales, you know how to persuade yourself. You know also how to persuade other people. And there's a little, little, little thing that actually moves people to say yes or write you that check. on sign that contract. And this work on anybody, you know. The number 3, uh, 3 line is that we, we have to, in order to influence our client properly, man, we have to prepare. We have to prepare ourselves physically and emotionally. And I know I talk about this from the first, uh, from the first point, but this is the must. The physical preparation and the emotional preparation is so, so, so, so important. So when we talk about the physical preparation and the emotional preparation, this have a lot to do with so many things. You know, where you meet a client is very, very important. Very, very important. Let's say if you're a consultant like me and you have to meet one-on-one. to consult somebody, and then you meet the client, maybe let's say you meet the client at the bar, and then when you come, you have your running shoes. Let's say you're not a footballer, you come with the running shoes and all that. It can be cool, but it's not really appropriate for a consultant to meet a client at the bar dressed like a football player, right? So, the location, the physical location, and also the emotional location, the emotional preparation is very, very important. I just want to keep diving into the physical location. Let's say you are doing a business or you are selling product, for example, and then you have this great, great, great product that you are selling. Selling, but you are selling on the street, on the ground, physical location. People may not believe in it just because of where you, where you are meeting your client at it, the physical location. That's why sometimes you see some corporation, they will pay so much money and have a nice building. They will use— they'll have a nice building, nice office, and And they make sure they have a dress code. You have to be in a suit. You have to get you— I mean, you can't have tattoo on your face unless you're in tattoo business. Because this physical, you know, the first presence, it play a big, big, big role. Let's say you have your shop. The way the shop is set up, the way— again, we are talking about where to meet clients. That place where you meet. Let's say the way your shop is set up, the lighting and all that, it plays a big role. You and I, sometimes we go to certain stores because, I mean, the physical, the physical location is so beautiful and the people are physically prepared, the dress code, the uniform and all this, it plays a big, big, big role. Another thing, let's say you, you want to meet a lawyer. for example, and then you meet this guy with flip-flops, and, you know, he meets you on one of the— I don't know, you guys meet in front of one building, and you are hiring this guy to defend you in a case. How would you feel? Would you really hire the guy? Maybe not. Why? Not because he's not intelligent, not because he may not do it, but, hmm, from the beginning, that physical meeting aspect is not there. It's not there so much, right? So you as a salesperson, you have to think about that. You have to think about the phys— prepare you, prepare yourself. Your meeting place must be neat. Your, your, your appearance must be neat when you go to do presentation. Don't take lightly, you know, the equipment you use for presentation must be up to— trust me. I mean, people pay when they see. You may say, well, that's not what they are buying. Yes, that's what they— remember, they are developing certainty. And they will appraise you with some of the stuff they are seeing. It's very, very, very important. Now, the emotional side. You have to be prepared emotionally. Some people don't like to sell because emotionally when somebody tells them no, they sink into depression. Welcome to the world of sales. People will say no. Take no as a question. Don't ever take no as a punch or something personal. No, no. People will tell you no. It's okay. It's part of the game. And some people don't want to sell. sell because they don't want anybody to tell them no. So when they get on the phone, they are panicking like, man, hey, but if this person say no— It's okay to say no. No is part of the game. Matter of fact, anytime when somebody tell you no, it's a reason. It's just a signal that you didn't have enough evidence. You haven't answered all the rebuttal yet. You haven't answered all the question yet. So emotionally, when somebody say no, Don't feel like, oh my gosh, what's wrong with me? What's wrong with my product? What's wrong with my service? No. No call into question. So emotionally, you have to be prepared. You could knock on some door. People open the door and slide back on you and just close it back. It's okay. It's okay. Emotion preparation. You have to be prepared emotionally. We talk about your physiology from the beginning. We talk about keep yourself up higher. We talk about prepare yourself high. But emotionally, you have to be prepared. You have to be prepared for what can come in. You have to be prepared for the worst emotionally. Some salespeople, you know, when you, you're on the phone with them and Let's say you say, hey, your product is not great, or maybe I'm not going to buy. It's like, okay, why? Literally, they get freaked out because of that. So make sure you prepare yourself physically and emotionally. You have to prepare yourself physically and emotionally. Whatever you are selling, when you approach a client with your product, with your service, You have to be prepared because no will be part of the game. The rejection will be part of the game. Even the curse will be part of the game. Even an insult could be part of the game, but you should be okay with that. That is what the physical and emotional preparation come in. Make sure you have that confidence. Make sure you dress to look like your product. Make sure when your shop should look like what you are selling. Make sure your office, consulting office, can line up with what you are offering. So put the quality in it as much as you can. That is part of your preparation. So tomorrow we will talk about something very, very, very, very important, which is to enjoy the process. You know, we'll deal with that tomorrow in a very, very, very heavy way. You know, I can't wait to rock you on this 10-way thing. If you apply this 10 thing, it always circle around, circle around every time when you are doing a sale. So when you understand this, whatever there's a rebuttal, you could even see, okay, what's the problem here? And then pick one on this 10 and apply, and then bam, it open the door so you can get that yes. All right, see you tomorrow.
