Master the Art of Business
A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work.
Chapter 3: Sales
"People don't like to be sold, but they love to buy."
Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling
Every successful business ultimately sells what it has to offer. Having millions of prospects isn’t enough if no one ultimately pulls out their wallet and says, “I’ll take one.” The Sales process begins with a prospect and ends with a paying customer.
No sale, no business.
The best businesses in the world earn the trust of their prospects and help them understand why the offer is worth paying for. No one wants to make a bad decision or be taken advantage of, so Sales mostly consists of helping the prospect understand what’s important and convincing them you’re capable of actually delivering on what you promise.
The end of the Sales process is an excited new customer and more cash in the bank.
Key Ideas in Chapter 3
- Transaction
- Trust
- Common Ground
- Pricing Uncertainty Principle
- Four Pricing Methods
- Price Transition Shock
- Value-Based Selling
- Education-Based Selling
- Next Best Alternative
- Exclusivity
- Three Universal Currencies
- Three Dimensions of Negotiation
- Buffer
- Persuasion Resistance
- Reciprocation
- Damaging Admission
- Option Fatigue
- Barriers to Purchase
- Risk Reversal
- Reactivation
Value Delivery
→Master the Art of Business
A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work.
About Josh Kaufman
Josh Kaufman is an acclaimed business, learning, and skill acquisition expert. He is the author of two international bestsellers: The Personal MBA and The First 20 Hours. Josh's research and writing have helped millions of people worldwide learn the fundamentals of modern business.
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