As mentioned in my first post, the making of this blog has been inspired by Todd Duncan’s book “High Trust Selling: Make More Money in Less Time with Less Stress”.
John C. Maxwell highly recommended the book when he wrote: “Todd Duncan’s desire to help people discover their purpose and develop their God-given potential is apparent in everything he does, and his latest book is no exception. High Trust Selling is not only a reflection of who Todd is, it is clear portrait of who he desires you, the reader, to become. Todd’s words will empower you with the tools necessary to become a great leader in selling. But more than that, they will also compel you to maximize your potential in life.”
Long-term sales success happens when high trust exists- when you are a trustworthy salesperson running a trustworthy sales business.
Let’s hear from Todd himself: “I have been a frustrated salesperson. I have lost big accounts, or failed to nail them down. I have gone too long between sales. And I have been Joe Salesperson. In fact, it was at that point in my career – when I had the big bank account, fast car, and nice house – that I finally opened my eyes to the damage I was doing by selling solely to attain outward success.
“Those of you that have heard me speak may know that I was a cocaine addict for two years. And over that period of time I spent nearly eighty thousand dollars on the drug du jour. On the outside, I appeared to be very successful, and for that matter, most people probably thought I was satisfied as well. Remember, I was Joe Salesperson. I had the fat bank account, the Porsche Carrera Cabriolet, the nice place at the beach, custom-made suits, expensive toys, you name it. But the truth is that I was running on empty and my destruction was imminent. Fortunately, I pulled myself out of that pit before it was too late. Or to be more precise, my purpose pulled me out.”
On laying the foundation to becoming a trustworthy salesperson, Todd Duncan expounds on the following laws:
The Law of the Iceberg: The Truest Measure of Your Success is Invisible to Your Clients
The Law of the Summit: Your Direction is a Result of Your Perception
The Law of the Shareholder: Successful Salespeople Buy Stocks in Themselves
The Law of the Ladder: The Success You Achieve is Directly Related to the Steps You Conceive
The Law of Leverage: You’re Less Likely to Fail When You’ve Told Others You Will Succeed
The Law of the Hourglass: You Must Make Your Moves Before Your Time Runs Out
The Law of the Broom: To Build Your Business Up, You Must First Clean it Up
We will cover more of these laws in the future posts.
