Max Bottaro

Feeding the ego or closing the deal
When direct selling to a costumer, you will inevitably come across objections. It could be price, timing, or some other extraneous factor. As you sell your product, you will get a sense of the common objections people will come up with to not buy. Obviously, having a concise and [...]

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Make an initial “Jab”
Just as a boxer uses a less harmful jab to create openings for more powerful punches, as a salesman can use a harmless question to open the mind of the prospect. The first thing I often do when I get into someone’s house to show them the vacuum is make a “jab”. [...]

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Avoid yes or no questions
You want to avoid a situation where a costumer can give you a concise and clear “NO”. This not only puts them in a “no, not, never, can’t, won’t” mindset, it shuts down their “how” mindset. It’s weird, but when a costumer hears themselves say “no” they end up believing themselves. [...]

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I AM Like You
“Beginning today, treat everyone you meet as if they were going to be dead by midnight. Extend to them all the care, kindness, and understanding you can muster, and do it with no thought of any reward. Your life will never be the same again.” –Og Mandino
This idea ties in with the [...]

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Be Honest. Sincerity is a rarity.
You always want to be as sincere and as honest possible when you’re with a prospect- trust can make or break a deal. Honesty is also very hard to fake; people can almost always sense when the truth is being bent-and truth bending and issue minimization will turn prospects [...]

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Psychology over Economic principles
When I first started in sales, I had a very scientific view of selling: “When the buyers perceived value of the product matches the price, a transaction will occur”. This brittle supply and demand view of sales got me sales, but they were mostly low balls. I figured if they didn’t want [...]

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