The Hardest Person To Sell

One of the basics of sales is knowing who's the hardest person. Once you get past the hardest person, it makes sense that things should get a little easier, right? So who's the hardest person to sell? You're probably jumping ahead of me on this. Who do you think it is? Your spouse, your friends, your kids, your boss, your friends. Everybody knows you the best. Nope. They're hard. You know, they're hard. They come in line, but it starts with the big old you. Now, that may seem obvious, but in many things, we rush off. We get an idea in our head, we get something we decide we want to do, and we rush off talking to other people about it before we've really made sure that we've gotten sold on it ourselves, convinced, ask all the tough questions, you know, thought about it because you don't want to look like a fool. Where I should get a great idea, run off to a friend and say, boom, boom, boom. How about this? See, now what are this? This is something you want to be sure. This is important. So we were talking about selling something, convincing somebody that they need to take a look at something, need to do something. Well, obviously it's got to be important. You're going to get them to think about something. It's something they either need to buy, they need to do, they need to go check out for themselves some decision. And it's got to be now, we're not going to be talking to people. Run out there and talk to them about something that is wonderful, very key, but doesn't really. You don't really need to pay any attention to it now. So unless you're sure, you've got to be sure. Let's just say it's something as simple as, we got to get the house cleaned up, we got to do spring cleaning, we got to clean the garage out. It's just we got to get the yard cleaned out. Well, if you're not really convinced that this is something that we got to do now, this takes the biggest priority. Well, you're going to get talked out of it, aren't you? And so what happens is that when you go in there, people, when you're not convinced, you've not really sure. See, people know that lack. Think of this way, lack of belief. Now, this could be we, you know, you need to vote for somebody. You need to buy a product, you need to do something. We got to get this done. We have a deadline. Lack of belief affects what? Everything. And if you. If you haven't sold yourself, I don't know how long it's going to take, but you got to take a few minutes to really be sure. See, you can't lie to yourself. You can pretend with other people, but you can't lie to yourself. You can't and you can't fully commit unless you know this thing is necessary. You know it's necessary, but if you think it's not that important, you know in your mind you've got doubts about the importance, or if you know it's really wrong, it's just be great. You know, it's something we should try, but it's really not a great idea. Or even worse, if it's a phony thing and you're just trying to trick other people in there, people can tell. So you can spot phonies. Why? Body language. Body language, they say, is the strongest language in the world today. The only people who can really seem to be able to fool people on this is the real criminals. But most of us, body language people can look us in the eye if nothing else. Forget the body. Look at your eye and they can tell you you're not convinced. And if they say, if they look you in the eye and they say you aren't convinced, in other words, they throw you a few quick, simple questions. Convinced, you aren't convinced, you haven't done your homework, you're not really sure, then they're going to say, why should I pay attention? So you're going to lose all your credibility. Not only will you not sell them, then you won't sell them in the future. So you basically forfeit your credibility with them by running in there before you got it thought through. And you've got it worked out in your mind that this is something important that they need to do right now. See, when you're talking to people, think of it this way. People listen to you. They listen, but they also watch. They're looking straight at you. Now, what are they looking for? What is the big thing they're looking for? Confidence. See if this is something they want in. Confidence and commitment. Same thing. A lot of times when they even ask you questions, it's not to blow a hole in it. It's just to see if you've thought about something and if you've got a great answer for it. But as soon as they ask you a question and it's like sticking a pin in your big talk, your big presentation, your big idea, like, let's go fishing, you know, let's go fishing this, let's take the families, let's go out, let's do this this weekend, let's go to the mountains, let's do this. Much less something that involves spending money, buying a product or something. If they don't see that you've thought it through, they're quickly going to forget about it because they know you know more about it than anybody else. You know more about it. And if you're not sure enough to where you really have confidence in the thing and the commitment, they're going to back off. See, but if you do, they ask the question. See, this proves if you've got an answer for them, this proves to them this gives you credibility. What does that do? That helps them know that they can trust you. That proves that you believe in it. In other words, you're not just mouthing something, you've heard someone else, you've checked it out, you have reasons that you believe in it. And this is why you need to take some time to ask the questions. And see, this forces you. Well, let's just look at it this way. Comes to another point. Here's another way of saying it. Let's just say it like this. Let's go to another page. This brings up the point that you need to be a client first. If it's something that you're trying to sell them or if you know, if you're going on a trip and you're telling what a great trip it's going to be, it needs to be someplace. You've been there yourself, you've experienced yourself. You're not just read it in a book, but if it's, you have personal experience with it, especially if it's a product. Because this, what this does is this proves you've done your homework. See, it's different when you pay money. When money gets involved, that's when the real thing is. Also, this forces you. The fact that you either made the trip, you've been to see it, or you bought the product or you've done it yourself. Let's just say you want to get them involved in a charity work. Well, they're not going to be as interested until they know that you've gotten involved in this thing and you've checked them out and you know they're legitimate and, and you've put some of your energy into it before. But if they know that you've gotten involved yourself before, see, they know that you've been forced to check it out rather than just read the brochure and the headline. You've been forced to ask the tough question. This is not just a something. Top of the off the top of your head so they know that you can be fairly reliable, trusted if you are a client first. And the other thing is, especially if you're getting involved in something new and you are actually going to be selling something, this is when, this is really where your training begins. You don't learn anything by sitting in a classroom. An hour In a classroom, one hour in the field talking to people is worth 20 hours in a classroom. Your training, your training really begins when you start evaluating it as a client, looking at it as a client, say, is this something good enough for me? And you actually buy it. If it's past the ME test, you know it's past the ME test. Then people will know they can have confidence in listening to what you're sell. So this is why, folks, you are the hardest. You got to get yourself, give yourself a chance to really get behind this thing, to take a breath. It sounds good, but ask the questions, do your homework. You're the hardest to sell and also you're the hardest to sell. Stay sold because you know you, you're behind the scenes, you know more what's going on on an ongoing basis and you hear all the objections everyone else has. And when you remain confident, you get confident. You remain confident when they know this thing has, if they've got respect for you, they know this thing has got to be a pretty good deal. They may not do it, but, but they're going to give it serious consideration and they're going to know that this is something worthwhile. And maybe they don't get involved now, but it's something they'll keep in mind to get involved with later down the road. But if, if they find out you're not even sold on it, forget it. You'll never get their attention on it. That's it. The hardest person to sell is you make sure you're sold before you try and sell anybody else.