Last week, I first described the 10 steps to becoming the greatest salesman in the world, as outlined by Og Mandino in his book, The Greatest Salesman in the World.
Today, we are going to cover step 2 in the 10 steps – Greet each day with love in your heart.
To some of you, this may sound like fluff that is not going to actually help you be a better salesman. Let me ask you a question, who would you be more likely to buy from, the person who loves you most in this world or a complete stranger?
Love inspires trust. Love unites us. Those of you who have been on this blog often know that I love to quote Victor Frankl, the psychiatrist who survived Auschwitz during the Holocaust. In his book documenting his struggle and the lessons he learnt through them, Man’s Search for Meaning, he said “love is the only way to grasp another human being in the innermost core of his personality.”
After experiencing the worst of humanity, he still concluded that love was the answer to human connection.
Imagine what it would do for your sales if you were truly able to grasp each one of your prospects. To understand what drives them? What do they need? Who are they really? Know those answers and sales will become inevitable.
To begin each day with love in your heart will draw people to you. Have you ever met those people who as soon as they walk into the room, everyone is just drawn to them. When you start to radiate love outwardly to everyone around you, you will be that person. Think about how much easier it will be to sell something to some
And when you come from a place of love, you will inevitably have your “prospect’s” best interest at heart and in turn, the sale will be made without you having to close it. Brian Tracy, the sales legend, says that the golden rule in selling is “you treat your customers the way you would want to be treated if you were a customer. You focus on helping them solve their problems or achieve their goals. You really care about them, and they sense it.” Essentially you approach each person with love in your heart.
Og Mandino says in his book that “this is the greatest secret of success in all ventures.”
So how do you greet every day with love in your heart? You choose to do so. Look around you and think of all the things you are grateful for and everything you appreciate in your life. I mean everything. Look at your curtains and appreciate all the work it took to make them. Look at your bed and appreciate the men and women who made that bed possible. Fill your heart with love for everything and everyone around you.
Pick objects or people in your life that fill your heart with love without having to think about it and anchor that feeling. I wake up every morning to my wife and without any effort, my heart is filled with love. What fills your heart and soul with love? Start every day with that answer and keep that feeling with you every minute of the day.
And if through the course of the day, you happen to run into someone or something that you find difficult to love, ask yourself, what do you appreciate about that person? Or what could you appreciate that person if you had to think of something? (if you’re really having a tough time with the first question) Then focus on those qualities because judgement and criticism destroy love.
To fill every inch of your being with love may not happen overnight, but like any muscle, you have to condition it and work it out. Anchor those feelings of love in you and focus on them throughout your day, your week and your month. Soon that emotional state will become a natural part of who you are as a person.
To quote Victor Frankl again:
“The salvation of man is through love and in love.”
I would love to hear your thoughts in the comments below. What anchors love in your heart? What results have you seen in your life when you come from a place of love?