We are all selling, either selling our products if we are businessmen, salesmen and women, selling our time to our bosses if we are employee or even selling “ourselves” to potential life partner.

Rule #1 to understand what makes people tick: People Mostly Care About Themselves
It’s an important note to be applied in our relationships if we want to be successful in selling.

I read about an interesting quote in John Maxwell’s book “Be A People Person” about motivating people for their benefit:

“You have to close through your eyes”.

Tom Hopkins (How to Master the Art of Selling)

 

Inside that book, Tom Hopkins gives an example of successful blind salesman who attributed his success in selling his properties on his blindness. The fact that he couldn’t see the properties he sold, requested him to sell through the eyes of his prospect.

You must see the benefits and features and limitations of your product or service from your potential buyer’s viewpoint. You must weigh them on his scale of values, not your own.

Tom Hopkins (How to Master the Art of Selling)

I recommend the following book from John C. Maxwell on being a people person…