You don’t have to be a profound thinker, like a philosopher, to be in sales.
In fact, if you ever actually become a philosopher, you won’t have the time, nor the inclination to sell. You’ll just want to sit and think and live in near poverty.
Or you’ll become tenured at some institution of academia and wear tweed, which clashes with my Tommy Bahama beach wear, so you don’t have to worry about me ever being accused of over-thinking a simple situation.
That being said, I do believe we salespeople should spend a few minutes every day thinking about the complexities of life in the sales arena.
So before I push the dial much further around the tiresome meter and before you catch on to the fact that I’m not that bright, I’ll get into the meat of the matter.
Value, Desire and Price Rule Our Lives as Salespeople
Value is determined almost entirely by desire.
If you desire something greatly, it becomes valuable to you.
If you don’t desire it at all, it has no value to you.
Simple, huh?
So what can we take away from this to use in our daily lives?
Quit talking to prospects and customers about your process, your facility, how long you’ve been in business, the CEO’s family tree, etc.
Start talking about the benefits your product or service will bring to those who “own” in, who invest in it.
Use “word pictures” to help them imagine themselves owning or using your product or service. Let them “feel” ownership and then take it away, momentarily, by reminding them they have to “own” it to live like that.
Have a pen ready for the signing of the deal and remember to smile when you shake hands and congratulate them on a wise purchase 
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