Little red book of selling

“Why do people buy?” is a thousand times more important than “How
do I sell?” No, let me correct that…it’s one million times more
important than “How do I sell?” No, let me correct that…it’s one billion
times more important than “How do I sell?” Get the picture?

I have just spent three days in our studio interviewing the customers
of my customers, asking them “why they buy.” And the answers are a
combination of common sense, startling information, overlooked
issues, and incredible opportunity.

It never ceases to amaze me that companies will spend thousands of
hours and millions of dollars teaching people “how to sell,” and not
one minute or not ten dollars on “why they buy.” And “why they buy”
is all that matters.

You may think you know why they buy, but you probably don’t do
anything about it. Proof? Let me share with you the early warning
signals that prove you may not have a clue as to why they buy.

Instructions

In Google drive, make sure you have the list view selected and not grid, then you can see the ebook extension you need. Epub works best for most cases. Here are brief instructions:

To Read on Android Phone:

• Download epub file to your PC
• Install Google Books on your Android phone: https://play.google.com/store/apps/details?id=com.google.android.apps.books&hl=en_US&gl=US
• Upload file on desktop to Google Play books: https://play.google.com/books

To Read on PC or Tablet:

• Download PDF and read with Acrobat Reader Free: