N4L 057: "All Is Fair in Love and Sales" by Chris Singleton
On his own from age 13, Chris Singleton had to fight to survive. Channeling all his youthful grit, determination, and perseverance into becoming a nationally recognized top salesman, he captures lessons learned in his bestselling book, All Is Fair in Love and Sales: Six Steps to Sales Success. Listen to his personal story of overcoming difficult challenges and how he lives to help others succeed. 00:15 Invitation to add to Janet’s 56th Birthday List 01:15 Intro to Chris Singleton 01:35 Singleton’s sales credentials 02:00 Begins sales career selling Kirby vacuum cleaners and Cutco knives 02:40 Lives by the mantra that life’s meaning comes from our impact on others 03:20 Young Singleton learns supply and demand in “free lunch” line 05:15 Rough times with poverty, homelessness, incarceration helps him learn to hustle 05:45 Explains why sales book is valuable to everyone 06:25 Selling is as universal as love 07:00 Communication part of everyone’s life 07:25 The #1 Rule of Sales 07:40 “Sell me this pen” test 08:45 The most common mistake salespeople make 09:40 How subconscious projection gets in the way 10:35 Singleton lists his most important mentors 12:15 Making an effective introduction 12:45 What makes a good first impression 13:00 Explains confirmation bias 14:15 Maximizing first impression opportunities 14:30 One of the biggest first-impression mistakes 15:15 How facial hair affects impressions 17:00 Effective presentations likened to doctor knowing symptoms 19:00 How to close the deal by knowing five personality types 19:30 Easiest personality to deal with is “The Entertainer” 20:20 Most difficult personality to deal with is “The Fighter” 22:00 What everyone needs to know about body language 24:00 Why "silence is golden" in salesmanship 25:00 Not allowing a customer adequate time to respond perceived as pressure 26:30 Networking: who you know vs. how you know 28:50 Getting referrals without asking for one 29:15 Using “golden nugget” as a bridge between you and the new client 31:00 The importance of following up 31:15 Joe Girard, sets the record for most automobile sales in one year 32:00 Kept in touch with every customer, remembering names & key dates and writing personalized notes 32:15 Stats on how well people remember the name of their realtor and car salesperson 34:20 Advice for aspiring authors or entrepreneurs 34:30 Don’t give up on your dreams 34:50 Invest in yourself by getting a coach BUY All Is Fair in Love and Sales: Six Steps to Sales Success Connect with us! Facebook Instagram Twitter YouTube *NEW! Website Special thanks… Music Credit Sound Editing Credit