Summary of Consistency Selling

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Consistency Selling book summary

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Best-selling author Weldon Long asserts that you can get sales prospects to commit to your price, make timely decisions and agree not to solicit competing proposals – all by using his proven “consistency-selling” process. By age 40, Long was a high school dropout and three-time convicted felon. Since then, he’s written two books – The Power of Consistency and The Upside of Fear – and developed a psychologically powerful selling system for salespeople and sales managers. Long, who’s taught his psychology-based sales system to thousands of sales professionals over the years, tells you how to use it to eliminate objections in advance and close new business. He offers detailed, practical advice for salespeople who wish to improve their closure rates and earnings.

About the Author

Motivational speaker Weldon Long wrote The Upside of Fear and the best-selling The Power of Consistency. After walking out of a homeless shelter in 2003, he began working in sales. Within five years, he built his sales company to more than $20 million in sales.


A Consistent Approach Generates Consistent Sales

Many salespeople find that their sales tallies go up and down. These results seem totally random, but that’s the logical, inevitable result of sales activities that are also random. Random selling methods can’t deliver consistent sales results. To achieve steady sales, you need a consistent sales process, which means engaging in the same reliable actions during every sales call.

Consider the “consistency principle” developed by psychologist, author and marketer Robert Cialdini: “Private declarations dictate future actions.” This means that people are, generally speaking, internally consistent; they will take actions that match the messages they tell themselves. Similarly, what people say to others – or what prospects say to salespeople – dictates their subsequent actions.

Successful salespeople consistently get prospects to say, up front and in public, that they don’t need numerous proposals from different vendors, that price isn’t the controlling criterion for the sale and that it’s not necessary to “think about it” further when...

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