How to achieve anything in life by learning how to sell. | Rana Kordahi | TEDxCQU

There were bombs in Beirut, Lebanon, and as a family with my father, my mother, my sister, my two younger sisters, we escaped by boat to Cyprus. I was about nine years old and I vaguely remember my father arguing with the Border Patrol man to let us through. he wasn't listening, he was being aggressive and the Border Patrol man was not happy with my father, so you can say that the Border Patrol men sent sent us back to Lebanon, Beirut, to the war zone . Now, what was my father missing in this situation? Well, he lacked relationship skills, he lacked listening skills and most importantly he lacked the right mindset to stay calm under pressure, but another time my dad did a brilliant job

sell

ing, we were stuck in traffic. and I was about eight years old and now imagine a summer in the 1980s.

One day in Beirut there are old forts everywhere Mercedes Benz smoking beeps and those men with mustaches because massages were done back in the 80s, right, and my Father must have angered a man with road rage, this man suddenly appeared at my father's car window, he pointed out. The rifle went straight for my father's head, but this time my father stayed calm under pressure, established a good rapport, negotiated and in just a few minutes my father had sold the man out of pulling the trigger. My stories can be a little extreme, maybe dramatic and to be honest, I wasn't going to share them.

I was a little hesitant, but then I thought, you know most things in my

life

, whether it was

life

or death or whether it was subtle, depended on the art of sales and negotiation because they couldn't. It only saves your life, but the lives of those you love and also knowing how to

sell

can help you get ahead in life. Personally, I loved the word sales and I don't try to sugarcoat it for

anything

that isn't here when you hear it. this word sales feel a little uncomfortable, yes ok this word is a little taboo but we have to accept, embrace and accept that we are all sellers whether we like it or not, whether you sell yourself on the first day, whether that you are selling. yourself in a job interview how about if you want to start a business you need to know how to sew well or if you want to be the person you want to be in life, so first we must accept someone who accepts or be the person in it. corner of the room enviously watching everyone get ahead because I'm going to be blunt here and now, no matter how talented you are, how smart you are, how high your pH is, or technically brilliant you are if you don't know how.

To sell and communicate you are not going to get very far in life, but I want to establish the two types of sellers who have seen this movie. It is a great movie, however this movie has ruined it for many marketers. This is not the real portrait of what happens in the business world, where trust and relationships are the bases for closing high-value sales and if any salesperson

achieve

s those goals that he

achieve

d in that movie, that would be out of the question. door less than a week ago I want to talk to you about the two types of salespeople: you have the insistent salesperson and the consultative salesperson, now the insistent salesperson, they have acronyms like ABC, they will always be closing the consultative salesperson, they have the same acronym ABC, However, in reality they mean something totally different, they always connect with a pushy salesperson, they talk a lot, they don't listen to what you have to say and they offer you their products and services within seconds of meeting your consultative salesperson, they listen to you and find out how they can solve their biggest problems and change their life aggressive salesperson enter a networking situation and think I wonder who I can take from here today consultative salesperson enter a networking situation and I wonder who I can help here Today, now that I have established the two types of sellers and the difference between them and why knowing how to sell is important, I want to share with you how knowing how to sell has changed my life and how it could help you be the person you want to be first of all, it has helped me become a more confident person.

I learned pretty quickly that it didn't matter how well I knew my proposition or how well I knew my products and services if I didn't know how to sell with confidence and be a confident person. I wasn't going to get very far now, how did I learn this? It was through this particular experience in Mexico years ago. I worked in selling timeshares in Mexico and to get a job at this resort you had to know how to speak English and you had to know how to sell and there were two sales representatives in particular one was called James and the other was called Santiago James James was English he had a great accent he was tall handsome dressed in those three four piece suits he had a doctorate he knew his speech perfectly and spoke well this guy was quite intelligent now Santiago on the other hand his English was not very good he had a strong accent he dropped out of high school no He didn't dress well, he was taught a little hard and he didn't know much about

anything

now, who do you think was the better salesman of these two?

Santiago, right, and some people were surprised at how Santiago sells, I mean, compared to James, he doesn't. I didn't have a chance and wandered around and had the privilege of following these two guys and becoming friends with them. Now Santiago, his secret was that he had a gentle, unwavering confidence in himself and his abilities, no matter how many he knew, no matter how many failures. faced it his self-confidence did not decline knowing how to sell has helped me establish a relationship with almost anyone, person by person, this was one of the first phrases I learned in one of my first sales jobs, coach Doug, wrote this phrase on the board and said that people buy from you before they buy your products and services, so if they don't like you and trust you, you can be sure that they won't actually buy unless they are dying in a bed hospital and you are the doctor they don't like, so at the end of the day we have to start building a good relationship and trust with people.

Now most of us know that building a good relationship is all about a genuine smile, open body language. taking an interest in the other person, even mirroring and combining the firm handshake, eye contact, all that, yes, but I want to take the concept of relationship further. I want to take it to the online digital world where we spend a lot of time. our time now I want to ask you how many times have you scrolled through your Facebook feed, your Instagram feed or your LinkedIn feed and you're scrolling through the feed and you're making mental notes about the people you fear, whether they're your friends, family or strangers, oh, I. like him, it's so inspiring, oh jesus, this woman is so negative.

I need to block it. This happens all the time, so we're basically building a virtual relationship with people online and people are building a relationship with us when they don't even know us now. I had to learn this the hard way. I learned it about six years ago. I became vegan and wanted to spread the vegan message. The best way to do it was obviously on Facebook, so I started spreading my vegan message in a pretty aggressive and angry way. and no one listened to me and then one day as I was I thought what is happening no one cares about animals and I felt sorry for myself then I remembered the phrase that I learned so many years ago people by people and I thought Of course, I mean I have been applying this to my sales life and through me I have been training many salespeople.

Once I applied this people by people concept to my animal advocacy, I saw a tremendous change, people started messaging me saying I want to go vegan or telling me that your posts have inspired me, so no matter what you want to sell, Whether it's your products, services, your philosophy, ideology or political beliefs, always think about people liking you and trusting me before opening up. my message knowing how to sell has helped me persuade and influence like a magic wand you know I'm not kidding it's not a magic wand but it has helped me persuade an influencer now persuading and influencing can have a bad connotation because at the end of the To be honest with you , it is not a magic wand, no one will be persuaded or influenced by anything you have to sell if that is what they want to buy because, at the end of the day, people need autonomy in their decision making.

Studies show it and for people, we can't trigger their fight or flight response, so the more we push, the more we trigger that, but we can do something instead and also studies show it by asking intelligent questions and getting someone to think. for yourself when you are most likely to be able to influence your decision. There are three things I want you to remember before entering into any sales interaction, whether you're selling your products, services, or your ideas. People are more likely to buy when you talk. so when you talk number two, people are more likely to buy when it's their idea than when it's your idea and number three, you should never start selling preaching or providing solutions before the person you're dealing with expresses what they want. win achieve now why is this so?

Sales takes a lot of concepts from psychology and understands human behavior and they've done a lot of studies on this and what they understand is that when we ask questions people are more likely to be open, so let me. I'll give you an example, let's say I went to see the psychologist and I told the psychologist well you know my husband is an abusive alcoholic you know I don't know what to do the psychologist is not going to tell me you have to stop that idiot before it kills you, but The psychologist, on the other hand, will ask me questions so that the decision is mine, they will help me create unique ideas and analyze my own thinking so that the psychologists can ask me, okay?

So, Tommy, what would I do? you like to change the most in your current situation and then I will start to think about what I would like to change the most and then the psychologist might ask you if, based on the challenges that you are having in your relationship, how has this been affecting your current situation? life, let's explore how it's been affecting your life and then they'll say, okay, what solutions do you think you might need to take or what action do you think you might need to take so that I don't feel driven to take action instead of psychologists telling me what What do I have to do now?

I want to take the same concept and I want to apply it to a product. Let's say, for example, I'm trying to sell you a printer and your printer doesn't work and I went to see you and I'm trying to sell you the printer. I'm not going to go tell you how brilliant my printer is because you won't listen to me. I'll say it, tell me about your current printer, what would you most like to change? about this printer, then I will say okay based on what you have told me about this printer and the problems you are having, how this printer affects your work productivity, etc., and so on, like I said, always think about getting people. thinking and believing that something is their idea instead of you imposing something on them, this is how we persuade an influencer.

Knowing how to sell has helped me learn to understand how to communicate people's values ​​many times when we communicate with the people we are with. the values ​​that resonate with us and not with them how many times have you tried to convince your child your spouse your colleagues based on your own interests and what you value most now I'm going to give you an example there was a lady who was I was training and She was a travel agent whose name is Maggie. She told me a story about how she was trying to sell a vacation to a guy named Tony.

Now the important thing for Maggie was that she wanted to relax on her vacation. nice beach she wanted to sunbathe good cocktails restaurant meals and Wi-Fi that's not important to her Tony on the other hand was very different in his approach to vacation Tony was an introvert so he wanted to have a nice modern suite he wanted have his bodybuilding food, so he needed a kitchen to cook his bodybuilding food, he needed to have a gym in the hotel and since he is a businessman, Tony needs to have very fast Wi-Fi, so when Maggie was trying to sell this car, she was talking about the holidays. in your interest and you lost this guy in a matter of minutes, so think when you are trying to convince someone, whether it's your child, your spouse, your colleague or your client, are you speaking in a language that resonates with you or with them and how we understand their obviously we need to make a discovery and ask intelligent questions now finally I want to leave you with a story that helped me tremendously to be the person I am today and has led me on my journey of personal development.

They all started with a sales role that I was working in a sales role and I wasn't selling in this role and I was quite frustrated so I was reading all the books on sales and one day I was sitting in the staff room and I was reading about how to overcome objections and There was a sales mentor who looked at me and said, I want you to throw this book away. Your only objection is your way of thinking. What I want you to do now. I want you to try something different. And I said, "Okay.

I'm open, Tommy, what." It's like that and then he said: close your eyes and I want you to visualize and feel that you are withyour client right now and that you are building an incredible relationship. She closes her eyes and feels and believes that you are helping them by asking great questions and they. you are telling yourself all their problems visualize and feel that you are going to change their life with this product that you are selling visualize and feel that they are so open that they are signing the contract and they are very happy and visualize and feel the number that you are going to sell and I want them to now open your eyes write the number you are going to sell now when he first told me this I am a very logical person I thought what is this hocus-pocus magic?

It's not going to work and then I thought, You know, I have nothing to lose, let me try it, so I tried it and it didn't even In a week I started selling and I started doing this every day religiously and then I thought, imagine what this can do in my personal life, so I started applying it to my health, my fitness, making money, my business, dating and then I took it further. and I started applying it to my morning meditation and started manifesting the life I have today. I've been in sales for 20 years and something I've learned over the years is three things you need to be successful in sales or business number one is having courage courage is about going out and understanding yes I'm going to reject and it's okay and keep doing it number two you need to be patient, there is something It's called the compound effect: you plant seeds today, they will grow tomorrow, but many people who plant seeds stop being patient and then they give up, and the last thing is that You have to have a relentless work ethic.

There is no such thing as overnight success. I have paid a lot of money for these overnight success courses and they are all b.s. You need to work very hard and it will take time anyway. Thank you for your time and go out and sell.