Everybody is wondering what the new economy will bring....

There is a plethora of ideas and theories about what kind of recovery the country, and the whole world for that matter, will see.

While we cautiously wait and find out, you've probably noticed the sales of just about everything are down. You name it, from homes, to automobiles, to even pets. This is causing a huge turnover in the sales ranks industry wide. But it's not necessarily a bad thing, let me explain...

In the last decade, we saw a huge growth in everything due to a massive influx of easy credit. Everybody was jumping into sales, most notably in real estate and loans. And they made a fortune.

The thing is though, during the boom times, all you needed to do was answer the phone and you made sale. No real selling ability was needed to succeed. Everybody was in such a buying mode, your average sales professional was more of a cashier... helping the next person in line and cashing big commissions in the process.

Now the game has changed. Well not really. Now the game is back to normal, to what it always has been:

Selling.

All the wanna-bes are back into their cubicles. They proclaim that selling is "impossible in this economy."

But you and I know that isn't true. Every dollar of our GDP is sold to someone. And the last time I checked we still have the biggest Gross Domestic Product in the world, with nobody even close to second. So what's the deal then?

The ones complaining are the same ones who were spoiled by the easy commissions and the ready orders.

Sales is now sales again...

And to succeed, you have to be a professional with a system. A system that helps you find all the prospects you need, quickly qualify them so you deal with the ones who have the money and the commitment to buy from you, and find a solution for their needs or greeds.

I personally use a system I learned from my mentor Claude Diamond. He calls it G.U.T.S. and it covers the process we just described.

GUTS taught me the best way to sell was not to sell, but rather ask certain questions, then shut up and listen. Once you learn to ask the right questions in way that doesn't come off abrasive, the prospect quickly opens up and TELLS you how to sell him/her.

When you sell like this, you don't even have try any trick closes or other gimmicks. If you followed your plan, asked the right questions, the only close you'll perform sounds something like this:

"What would like to do?"

And again, if you followed the system correctly, that is the point your prospect will be handing you a check or a contract. No tricks, no pressure, no stress.

If you only take away one idea from this post, make sure it is to learn the art and science of asking information gathering questions with finesse. Finesse is the grease the allows your info gathering to sneak in like a stealth fighter, without sounding abrasive or suspicious.

Yours in bigger commissions!

Ron
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