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Little Red Book of Selling by Jeffrey Gitomer, RESEARCH - Coggle Diagram

- - - - People absorb the energy:
        
        upbeat, confident
        
        believe in the product
      - apply: re-frame thinking
        
        “What if they don’t want to buy?”
        
        "How to show then I'm the solution"
    - - if I'm positive, naturally find solution and drive sales
      - walk in with attitude "they need mine"
      - buyer believe in "confidence"
        
        know product well
        
        know that it's a good product
        
        how hydro produce fewer pesticides
      - educe more about my product => gain confidence
      - keep a list of why customer say "NO" ... improve on it
  - - - fix: study weekly, keep knowledge database
    - - fix: research customer as much as possible
    - - research competitor = highlight my strength & weakness
    - - AI: what are some objection reasons
    - - Advice: Record yourself giving the presentation (video or audio) to spot awkward pauses or unclear explanations.
    - - fix: prep materials for presentation
  - - - a one-sentence statement that sums up who you are and what you offer > Use as tag line
        
        social media profiles reflect this identity
    - - before you ask for a sale, you’ve built up credibility by helping people.
    - - other's word have more weight than sales presentation
- - - - We guarantee your produce is delivered within hours of being harvested > Max Freshness
      - find value first, don't reply on price cutting
      - customer buy value, not price
    - - Research the Customer’s Pain Points before mtg
      - “Value” in a sale isn’t just about the physical item. It’s about how the item makes life easier or better for the customer.
    - - A trusted relationship is a buffer against competitors who try to undercut your price.
      - Buyers want to do business with people who respect them, listen to them, and support them—not just push them to buy.
    - - A good experience reduces friction and stress for the buyer.
      - example: make the ordering process simple
    - - When someone says, “Your price is too high,” they might really be saying, “I’m not sure I’ll get enough benefit to justify this cost.”
      - Your job is to clarify and prove the benefits, not just lower the price.
      - Must be able to explain why behind the "price", make buyer feel confident
  - - - join events .. create potential leads
      - people you know and who trust you = biggest asset
      - The more people you know, trust, and connect with, the more sales opportunities you will have
    - - sales = number game. more you know people, more you'll success
    - - Business owners prefer to buy from people they have a relationship with, not strangers
      - Build trust first, sell later
      - Offer free samples or a test order at a discounted price so they feel comfortable