17 Highly-Guarded Strategies to Close Every Sale – Strategy #3: Never Prejudge (1 of 2)

Let me share with you what the word prejudge means. Prejudge means making a mental decision prior to even engaging in a sales conversation or presentation. In your mind, you’re already saying “You know what? This person doesn’t have what it takes to invest in this home. This person doesn’t have what it takes to invest in this network marketing opportunity. This person doesn’t have what it takes to invest in this product or service.” Never prejudge a potential client, customer, or prospect. This will be one of the worst mistakes that you make in your career!

Remember, I was never prospected for the industry of network marketing. No one ever prospected me. I was a stuttering twenty-four year old kid from Yonkers, New York that was simply not attractive to the average business builder. Here’s the kicker…If someone would have prospected that stuttering kid, they would have earned over $1.1 million off the
business that I built. I learned the industry, and I was looking but no one ever approached me and gave me a chance to show my potential. Please don’t e-mail me and prospect me now, I earned my financial freedom many years ago and retired from network marketing. I still get prospected several times a day, but my answer will ALWAYS be no. Why? Because I respect the fact that many of my students are involved with various companies and I would never jeopardize those relationships by joining any company.

Back to the topic…people prejudged me. They looked at me and saw a 24-year old stuttering kid that worked for his successful family business and had a good education. They assumed that I was completely content with my great level of success. That mindset cost numerous people millions — literally over a million dollars. What they didn’t see was that I was tired of working around the clock and was actively looking for another way of achieving financial freedom. I was hungry for change!

Think about it for a second. I lived in Yonkers, New York. I was often in Manhattan or Long Island. These are very heavily populated areas yet no one, no one, no one (I’m not stuttering) – NO ONE ever walked up to me and said, “By any chance are you looking to earn extra income? Do you love what you’re doing? Do you want to be free?” Instead, people rejudged me. They walked by me every single day. It was definitely their loss!

Never prejudge. You must internalize this by saying to yourself, “I will NEVER prejudge someone in my business.” You never know where someone’s coming from. Don’t judge them by their dress, by the car they drive or where they live. You never know what’s going on inside their mind. Most people who you think have money don’t have it, and those you think that don’t have it, have tons of it.

When you meet a potential client, have an open mind. This was one strategy that catapulted my level of success. I treated every single person that I showed my business presentation to like they were my next top business partner. When you walk into a sales presentation and you’re already saying to yourself, “I don’t think this person has what it takes to invest in my product. I don’t think this person has what it takes to get involved in this business”, you are wasting your time. I don’t care what you are selling – alarm systems, high-end art, furniture, kitchen cabinets, real estate, insurance, etc.

A FEW WORDS OF APPRECIATION

This week I am going to write about one of the most powerful yet simple “pebbles of action” towards building your mountain of success. This one action step will separate you from the crowd and empower you to develop a network of people, who have a high regard of respect for you. The action is simply using a few words of appreciation. The words “thank you” are simple, but at the same time extremely powerful!

I wrote in a past issue that the difference between ordinary and EXTRAordinary is just a little bit of EXTRA. Well, as I meet people and do business, I always make an extra-effort to say “thank you” by way of e-mail, voicemail or send a card in the mail. People always comment how much they appreciated the “thank you”. In these days of such hectic schedules and people running all over the place and trying to get ahead, sometimes we forget the simplest things in life are the most powerful and rewarding. You need to think to yourself about a time someone sent you a thank you and how much it meant to you. Always remember to “Do unto others as you would have done unto you!”

After you finish a meeting make a note to yourself to send a timely thank-you. Simple actions reap big rewards! I personally like to leave a voicemail message or send an e-mail message with the subject line “Thank You”. Life is a journey and as you progress, the key is to establish a reputation as one who appreciates others. People will always feel comfortable to introduce you to one of their contacts knowing your past pattern has been one of professionalism and respect. You need to realize that your most notable achievements in life will usually be the result of someone introducing you to one of his or her contacts.

From this day forward, always take a little pebble of action in order to build your mountain of success! “Thank you” is a fantastic place to start! I will start the ball rolling by thanking YOU, the readers of this manual. I truly appreciate your time and testimonials about how we have been able to help in your mission in Life.