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22 IMMUTABLE LAWS OF SELLING BY ANDY FERRARI NORMAN

THE 22 IMMUTABLE LAWS OF SELLING’ book written by Andy Ferrari Norman is a wonderful book. I just re-read it and find that if you just use 3 ideas, your business will explode.  Here are my top 10 favourite laws: 

  1. Law of Facts Tell, Stories Sell – People buy stories, and if you can personalise your stories, the more they will buy. Never just provide facts without a story, for nobody remembers facts but we all remember stories for life
  2. Law of Products – if your products sucks, no great selling can make them sell. But great selling can make ordinary products sell. That's why it is so important to be good in selling
  3. Law of Mind Selling – the mind must buy first before the body can pay
  4. Law of Perception – selling is not a battle of products but a battle of perceptions.  All truth is relative.   The only reality you can be sure about is in your own perceptions.  Seling is a manipulation of perceptions. If you cannot perceive it, you cannot buy it
  5. Law of Motivation – no matter how convinced people are, they need to be motivated to buy. The best form of motivation is self-motivation, i.e. the person is motivated by his self interest. Like he wants to buy your products because that will make him rich, not make you the salesperson rich
  6. Law of Survival – people need to survive, and survival could mean to make a bit more money, have more time to sleep, less worries or just having peace of mind. Until you make peopel feel they are surviving, all the other reasons are just luxuries
  7. Law of No Discounting – selling effects take place over an extended period of time.  The long term effects are often the exact opposite of the short-term effects.  Having a discounted sale now decreases business in the long term by educating customers not to buy at ‘regular’ prices.  However, having 'more quantities at the same price' is often viewed as attractive and is always preferred over pure price discounting
  8. Law of Sacrifice – a salesperson must sacrifice something so that his customer will be moved and want to sacrifice his money to buy your product. Your sacrifice could be a free sample, demonstration or just giving him face 
  9. Law of Admitting Weakness – when you admit a negative, the prospect will give you a positive.  This is because no proof is needed for a negative statement.  First admit a negative and then twist it into a positive.  This is the most powerful selling law
  10. Law of Learning -  the best way to learn selling is to sell to real people, especially difficult prospects. No amount of reading or classroom teaching can give you real learning. You have to learn on your own. Of course if you have guidance from a Sales Coach it will make your learning less painful. 
By Andy Ng of Asia Trainers, details of his courses, including Sales Power, Selling Ice to the Eskimos and Sales Success System are found here at www.asiatrainers.com

OUTSELL YOUR COMPETITION (NEW)

Outsell Your Competition and See Your Sales Soar
 
Date: 16 Dec 2015 Wed 9 am to 12.30 pm

VENUE : THE PLAZA 02-346, 7500A BEACH RD (INSIDE PARKROYAL HOTEL BUILDING)   

 
Fee: $199 each; $149 each for 2 and above (with PIC 60% Grant, your fee is only $79.60)
 
As a Sales Manager, Boss or Sales Executive, you worked hard and pride yourself for achieving the impossible in your business. Yet you find that you always have to fight against price competitors and customer loyalty is difficult.

Successful companies know that you need to outsell your compettion if you too want to survive in this tough market. To do that you need winning sales strategies.

Make no mistake: winning is not everything, winning is the ONLY thing. You must first have winning strategies and train your sales team to win each and every time.

Centred around Asia Trainers proven coaching and training success cases over 26 countries since 1993, this course will give you everything you need to increase your sales PERMANENTLY...

*** This course qualifies for PIC (Productivity & Innovation Credit), where you can get 60% Grant. This means your net investment is only 40%. Hurry! Limited seats, register now!


POWER-PACKED CONTENTS INCLUDE:


  1. The Google Way to Win over the competition each and every time
  2. How to compete without the Lowest Price or Highest Price
  3. Creating Your Unique Selling Proposition in 5 easy steps
  4. Asia Trainers 5-Ways to Super Sales: Target Market, Marketing, Selling, Purchase Frequency and Average Sale Value
5. How to make your customers desire, not need, what you sell
6. How to get people to switch their vendor to you
7. The 25 Toughest sales objections and how to overcome them easily
8. Locking in customers the Apple way 
9. The Ultimate: Invest with Unlimited Marketing Budget 
Bonus: Proven Scripts to Attract Prospects to your business

Register for this course at here
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