Chapter 2

foreign maybe you're already in sales or maybe you're looking to get into sales and you just don't know how so let me first Define sales sales is the exchange of a commodity or a service for money everybody needs to know how to sell selling is the Cornerstone of what gets things done so maybe you've never even been in sales before maybe never had the official title but whether you know it or not you've been selling since you are in diapers Let me Give an example when you were a baby and you are crying for your parents to give you a bottle you're selling them on the fact that your bottle is more important than anything else in the world right now and if they want peace they better give you that bottle so your payment to them was actually peace in the house for them to give you that bottle you have been selling your whole entire life I'd say that every person actually goes through at least a dozen sales experiences throughout a day you're in the car with your wife or your husband you want to go for Italian they want to go for sushi whoever is more sold on their preference that person will ultimately win and if you get good at sales you're going to be able to increase your Revenue you're going to be able to get job security you're going to be able to finally start reaching the potential that you know that you're worth so whether you're a salesperson or not it doesn't matter by the way even if you're not a salesperson you still had to make a sale to get yourself the job that you have right to get yourself hired is essentially a sales experience what are you selling you're selling yourself there's a lot of different types of sales so you could be selling a product like watches you could be selling an intangible thing which is your time just like a lawyer so when you know how to sell you're able to bring in ultimately an unlimited amount of Revenue and it's really just what is the product that you're going to sell because when you know how to sell you're able to take your destiny into your own hands sales is usually the highest paid person in a company let me explain to you why you want to be as close as you possibly can be to revenue let me give you an example of somebody who's not close to revenue the janitor of a company has nothing to do with what that company does often the janitor comes in even after hours when the business is closed but a salesperson is intimately involved with the revenue the higher you are on the food chain with Revenue the more your salary will ultimately be so a accountant for example he's close to the revenue right he's close to the revenue stream intimately involved with what's going on in the finances of the company so their salaries tend to be higher but most often than not sales people their revenue is the highest in the company why because they are the closest to the revenue and when you're close to the revenue you get a little slice of that Revenue right so you could either be selling for a company or you could be selling on your own a lot of people want to start a business today but the problem is they have no idea how to to sell I say this all the time you could have a cure for cancer in a pill form that cost one dollar but if you don't know how to sell that if you don't know how to get it into hospitals into medical companies if you don't know how to push your product into the market and sign a contract you're not going to make anything even if you have the best product in the world so before you start a company you have to learn this thing called sales you have to learn how to convince a person to trade money for your product or service and once you do that you're going to gain an incredible amount of security in your life talk about job security we just went through a pandemic here with covid everybody that was not close to the revenue stream got cut got fired got laid off why because they're not close to the revenue stream I could almost guarantee that the great sales people in every industry and every company were the last people to get cut it was never even thought on the owner's mind because they need those people that are close to that Revenue in this master class we're going to learn the mechanics of a sale we're going to learn how to implement this thing that we call sales and by the way sales is not a dirty word you know when people say what do you do for a living I'm a Salesman or I'm a saleswoman it's not a dirty word it's a beautiful thing A salesperson is able to get products into the market at a price that is able to sustain the company and ultimately sustain the economy and we're going to learn just exactly how you can become a master salesperson