Steve Chandler - The Joy of Selling

Steve Chandler

Also by Steve Chandler

The Small Business Millionaire (with Sam Beckford)

9 Lies That Are Holding Your Business Back (with Sam Beckford)

100 Ways to Create Wealth (with Sam Beckford)

RelationShift (with Michael Bassoff)

100 Ways to Motivate Yourself

Reinventing Yourself

50 Ways to Create Great Relationships

100 Ways to Motivate Others (with Scott Richardson)

17 Lies That Are Holding You Back

Ten Commitments to Your Success

Two Guys Read Moby Dick (with Terrence Hill)

Two Guys Read the Obituaries (with Terrence Hill)

Two Guys Read Jane Austen (with Terrence Hill)

Two Guys Read the Box Scores (with Terrence Hill)

The Woman Who Attracted Money

The Life Coaching Connection

Fearless

Shift Your Mind: Shift the World

The Story of You

Copyright 200 Steve Chandler

All Rights Reserved.

No part of this book may be reproduced without written permission from the publisher or copyright holders, except for a reviewer who may quote brief passages in a review; nor may any part of this book be reproduced, stored in a retrieval system, or transmitted in any form or by any means electronic, mechanical, photocopying, recording or other, without written permission from the publisher or copyright holders.

Robert D. Reed Publishers

P.O. Box 1992

Bandon , OR 97411

Phone: 541-347-9882; Fax: -9883

E-mail: 4bobreed@msn.com

Website: www.rdrpublishers.com

SOFT COVER EDITION:

Designed and typeset by Katherine Hyde

Cover designed by Grant Prescott

ISBN 13: 978-1-931741-58-3

ISBN 10: 1-931741-58-1

Library of Congress Control Number : 2002095083

ELECTRONIC BOOK FORMATTING: Anne Craig and Cleone Reed 2011

Manufactured, Typeset, and Printed in the United States of America

Contents

Shine Your Mind on Your Goals

Make Some Friends in Low Places

Guide Them Toward the Dream

Keep Using Your Courage

Train Yourself in Your Car

Enjoy Some Stage Fright

Produce Something

Stay in the Conversation

Sell Like the Grateful Dead

Slow Down and Be Complete

Pick a Spotter

Know How Desire Works

Live Person to Person

Tuck That Puppy Under Your Arm and Go!

Talk to Yourself

Keep Your Eyes on the Prize

Change Your Thinking

Sell from the Spirit

Know Your Life's Purpose

Obsess on Your Product

Transform Regret

Feel the Joy and the Power

Quit Trying to Succeed

Learn to Re-FOCUS!

Keep Sweetening Your Network

See Yourself from the Outside In

Laugh Yourself into the Phone

Tell Me Another Story

Ask More Innocent Questions

Create Great Relationships

Use Your Reticular Activating System

Put Your Hand in the Hand

Mend Before You Send

Use Your Enthusiasm to Sell With

Cure Your Intention Deficit Disorder

Don't Solve Your Problems

Act As If

Find the Answer in Your Hands

Let Your "Weakness" Sell for You

Stop Living off the Mother of Invention

Why Not Take All of You?

Don't "Love" the Other Person, Become the Other Person

Reinvent Yourself

Do Talk to Strangers

Go Nonlinear

Agree with Every Feeling

Become a True Believer

Look for Trust

You Already Know How to Succeed

Gather Mentors and Use Them

Make Your Sale Right Now

About the Author

Shine Your Mind on Your Goals

Ain't no sunshine when it's gone.

What is it? Your most important asset: your attention. Where is your attention today? Where are you directing the light of your mind? On yourself? On your problems?

Or on the results you want to produce today?

Your mind is a beam of sun. The business world is a wet and shimmering garden of damp dark soil hiding so many seeds that are just waiting to grow. Wherever you turn your attention, that's where a flower will begin to grow.

My friend Jim Blasingame hosts a popular nationwide radio show called The Small Business Advocate. He recently told me that the first year he was on the air with his show he directed all his attention to the worries and problems of the show... and the show really struggled. The next three years he began to pay more and more attention to the audience... and the audience grew! Whatever he put his attention on would grow.

Anything you pay attention to expands. It grows. Pay attention to your house plants and they grow. Pay attention to your favorite sport, and your passion for that sport grows. Attention is like that. Anywhere you point it, the object of that attention grows.

Watch what happens when you pay a lot of attention to new opportunities for sales.

Make Some Friends in Low Places

By now, everyone's already told you to go high up. Sell to decision-makers in high places in the companies you are targeting.

You might even get lessons in "How to Get Past the Gatekeeper."

But whenever you talk to the person leading the team in sales, they will also have stories about the power of having friends in low places.

Even if you don't have an appointment with the big boss, and you someday would like one, it doesn't hurt to go by and meet the other people. Treat them all like gold. They are gold. They can tell you so much about the company they work for.

Once I got to know a woman named Marie who was out at the front desk of an enormous company I wanted to sell to. The more I stopped by and the more we talked, the more she felt like helping me. Finally one day she said, "Come by very early Saturday morning. She [the big boss] comes in at about seven and works for an hour or two. She's casual on Saturday and very open to seeing anyone who drops by. I'll meet you here and introduce you. We'll make it look relaxed and casual."

That one gesture led to my getting a lot of business. Marie had told me so much about the company that when I finally got to visit with Mrs. High Places, I was able to talk to her in her own language about the world she lives in. She immediately trusted me because of the obvious "research" I had done on her company. Research? Marie was my research.

There are no unimportant people. Everyone is a piece in the puzzle of life. Everyone plays a very important part. Everyone has power.

Your friends in low places have more interesting kinds of power than the higher executives because it's secret power. It's like a wizard's power. It's power they have stashed away in secret compartments. They have ways through the gate that they don't show to just anybody. And they will never show off their secret power until they trust you. It's that secret. And your competitors will never even know that this power exists because your competitors are learning how to avoid these people in low places and blast their way right to the top.

Your competitors are sitting in seminars learning how to get past the gatekeeper. How to get past Marie!

Guide Them Toward the Dream

Lunita was a salesperson who realized she sold more once she learned to analyze dreams.

Lunita would ask, "What do you want? What is your dream? What would you love to see happen in your business?"

Then, finding out what the answers to these questions were, Lunita (being the masterful salesperson she was) promised to play her small part in bringing that dream into reality.