Winning money-making strategies
Mantras for Sales Success
he speaking world has
changed. Our clients
are well informed with
information at their
fingertips 24/7. Let’s
face it, sometimes
we’re surprised how much they
know about our businesses. The
global recession has led to budget
cuts everywhere. Training budgets
have been slashed. The list goes on.
I keep hearing “There’s no more
low-hanging fruit, no more easy
pickings. We’re not king of the road
anymore.” Whining doesn’t bring
us back in the fast lane. Whining
is for victims, not for winners.
I have three sales mantras.
Think of them as bumper stickers.
1. Believing is seeing.
Your must believe in yourself first
in order to see the successes. I call
it the mirror test. If you’re the little
kitten looking into the mirror, you
have to see a lion. If you wake up
in the morning, and you don’t believe
that you are the best speaker
in your field, the best trainer in
your industry, the best coach in
your business, then turn over and
go back to sleep. You wouldn’t
tell your client, “I’m the second
best speaker you can book for
Believe in yourself. Be a product
that everyone wants. Be unique.
Be a brand. Look into the mirror
and reflect the brand you need
2. Shovel first,
As a high school student
in Roselle, N.J.,
I learned the lesson of
I was surprised to find
that all of my classmates
had jobs. So, I decided to
do the same. In the winter,
my buddy Dennis said:
“Let’s shovel snow.” Snow
shovels in hand, we picked a
nice neighborhood. As I started
walking toward the first door,
Dennis stopped me and said, “No,
no, no, start shoveling first.” It was
hard work. I shoveled the entire
driveway. And when I was done,
the door opened, and a friendly
man came out, patted me on the
back and gave me a big thank you
and a ten-dollar bill. Wow! This
worked every single time.
So, the lesson of a lifetime was
this: You shovel first, and you collect
second. It’s the law of reciprocity.
If you give, you shall receive.
Go the extra mile.
3: “NO” is short for
In sales, you must be prepared to
hear the word “no” frequently—no
matter who you are, no matter what
you have to offer, and no matter
how smart and charming you are.
But “no” does not mean you hit the
wall, it just comes with the territory.
For good salespeople, it’s normal.
What’s important is what you
do with that “no.” Your customer
deserves your constant efforts. A
“no” does not mean that you have
lost the client, but that you have to
give some more thought to your
customer’s needs. Ask more questions.
Listen carefully. Identify what
your customer really wants. Find a
way to be polite and persistent at
the same time. It’s hard work.
Sometimes minor adjustments will
lead to a “yes.” Sometimes it takes
many attempts. It may take several
days, weeks or months. But in the
end, you will be surprised how
often you can turn a “no” into
Martin Limbeck, CSP, is an international
sales authority and sought-after keynote
speaker. He is one of the top sales trainers
and is regarded as the hard-selling expert
in German-speaking countries.
Limbeck gives about 150 speeches, seminars
and workshops per year.
10 | SPEAKER | April 2014
Martin Limbeck, CSP