What are you selling?

Your job is not to make the horse drink the water but to make it thirsty.

A novice salesperson spews features and promises like a dragon blows fire. Whereas good salespeople always know that persuading a prospect to buy your product is never done by pushing them or bombarding them with more information. Instead, it is done by helping them visualize how beautiful and easy their life would become once they have your product/service.

Some of the world’s most successful organizations are 100% sales-driven. No matter if those are investors, peers, colleagues, customers or vendors you are trying to get on board, you are selling. Sales, in a nutshell, is a shared opinion, a win-win outcome.

In this session, I’ll walk you through the idea, art, and science of sales.

Note : For marking the lesson as “Complete”, wait for the video to finish completely. On video completion, “Mark Complete” button would become active.

Recommended reads for this session:
Influence: The Psychology of Persuasion by Robert B. Cialdini (Mandatory).
Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne (Highly Recommended).

You might find the books a bit daunting but I encourage you to patiently absorb the knowledge in these reads. It will be of immense help.


Notes of this session are available here

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