Don't Talk For Free: Step by Step, Selling and Closing Tools

By John Reger

Sales is an art and it is a passion.
Those who are in sales are a different breed of people who are ambitious, determined, and self-driven. Closing a sale is a yearn, and salesmen do everything they can to achieve it. Do you know what it takes to be the greatest salesman? Don't Talk for Free is a book that focuses on three main points to close a successful sale.

• Nobody Walks
  Understand that your position is to sell the product or service to the client, and you must articulate your words to sound genuine and convincing. Customers are a gift, do not let them walk.
• Don't Talk for Free
  You are not an information booth. Do not waste the customer's time, and especially do not waste yours. Sharpen your skills to close the deal.
• Don't Leave Money on the Table
  Get the most out of your sales. Do not give away the kitchen sink.

John Reger gives us his secret techniques in Don't Talk for Free. John started his first business at age 18 and made millions of dollars.  He built detailed systems in the art of selling. This book is a glimpse into the numerous years of skills he has accumulated and the selling techniques he teaches in his companies. This book will help you put more money into your pocket. A step-by-step guide to getting the best bang for your buck. These new tactics and skills will help you refine your sales techniques to exceed your expectations. 

 

Become a true salesman.

 

• Language: English
• Publisher: John Reger
• Release date: Jun 2, 2021
• ISBN: 9781393200659

John Reger

John Reger is an award-winning writer who has published five books, including Slices and Quotable Wooden. His work has appeared in Lexus Magazine, The Orange County Register, Associated Press, San Diego Magazine, and Reuters. He has traveled to every one of the fifty states, forty-eight of them on a motorcycle. He has been the subject of interviews on KNBR San Francisco, KNWQ Palm Springs, CA, and WFLF Orlando, FL.

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DON’T TALK FOR FREE

Step by Step, Selling and Closing Tools

Copyright © 2021 John Reger

A Business and Economics Book Title

All Rights Reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law.

John Reger

Houston, TX 77055

In Association With:

Elite Online Publishing

63 East 11400 South Suite #230

Sandy, UT 84070 www.EliteOnlinePublishing.com

Manufactured in the United States of America

QUOTES

Don’t talk for free

Don’t leave money on the table

Nobody walks

Don’t dream about life in a year. Stop it and imagine what you can accomplish today

Exceed people’s expectations

There is no tomorrow

Make it happen

Overcome fear, dial again

You already won the lottery

If it’s not positive, don’t say it at all

I can help you a few steps, getting to the top is up to you

Keep your mind clear, get off of it

Always be number one

The richest people in the world are salesman

Shhhhh Listen and you’ll learn something

Think BIG

Never ask for a raise, earn it

To the Smartest Man in the World My Father

Wish You Were Here

CONTENTS

CHAPTER ONE

Don’t Dream Big, Think Big

CHAPTER TWO

Mindset & Fundamental Principles

CHAPTER THREE

The Foundations of Selling

CHAPTER FOUR

The Preparation Stage

CHAPTER FIVE

The Initial Contact

CHAPTER SIX

The Sales Conversation

CHAPTER SEVEN

The Follow Up

CHAPTER EIGHT

Tips for Sales Managers + Directors

CHAPTER NINE

Conclusion

ABOUT THE AUTHOR

CHAPTER ONE

Don’t Dream Big, Think Big

My goal with this book is to make you more money. I wrote this for the young salesman, the sales manager looking to reach the next level, or for the business owner who wants to develop their teams and make bigger numbers. If you are hungry for success and want to know how to get there, this is for you. This is your chance to learn a new method from an old horse. I’m a true entrepreneur. I’ve been in business and sales for all of my life and had my first job at 11 years old selling the local newspaper door-to-door. By 18, I started my first company and became the leader in my industry. It is still in business today. Over the course of my career, I’ve started, grown, and scaled many businesses. I’ve also published children’s books, built buildings and shopping centers, and more. I’ve developed my craft through experience. I started from nothing and I earned everything I have by getting in and doing the work, and by watching the people above me who were doing well and learning from them. With each job I’ve had in my life, and each business I’ve had, I learned another aspect of what it takes to build lasting success. One of the things I’ve seen over and over is that sales is the basis of all business. The richest men in the world are salesmen. You can’t have a successful company without sales, because without sales, there is no cash flow. When you’re good at selling, you can do anything. The sky isn't even the limit... There is no limit. No matter where you are in your career, mastering this craft will make you more money.

At this point, I consider myself a master of my craft, but a master isn’t truly the master until they become the teacher... and that’s why I’m writing this book. The time has arrived in my career for me to share the hard-earned lessons of my own experiences, mistakes, and triumphs to help others grow their careers and earn more money. Every salesman I’ve trained in these methods has at least doubled their output and their income. I’ve accelerated the careers of countless salesmen because I have the methods and the experience, and I know how to create that drive in people. Drive is at the root of every success story. When you’re ready to launch yourself toward bigger earnings, the very first thing you have to do is stop seeing your work as a job and start seeing it as a career. From now on, everything you do is contributing to the overall trajectory of your career and your long-term success. This one mental shift will immediately begin to change your results at work.

The truth is, not everyone is born with what I call the eye of the tiger – that insatiable drive for success and accomplishment. I consider myself one of the few. I’ve been that way for as long as I can remember. Ever since I was a young boy, I’ve been driven toward accomplishment and have been fearless in taking action to get there. If you don’t think you were born with that hunger or drive, that’s ok... because I can TEACH you to develop it. Even if you’re not a natural-born, gifted salesman, or if you haven’t been driven in the past – you can turn it around. My step-by-step method will get your sales up, no matter who you are. Follow it closely and you’ll change your life forever. You just have to bring the commitment to learn and a willingness to try what I say.

The truth is anyone can learn to sell. Follow my methods, and you’ll start closing deals like never before. Most people I work with increase their income by about 50% or more. Take a moment right now to think how much more money you would be making if you earned an extra 50%. How would your life change with that kind of income? Getting in touch with a vision for the life you want will begin to light a fire inside of you.

How much money do you want to earn?

What is your dream lifestyle?

Whatever it is, we can make it happen. But you have to follow my method and not make excuses. You have to be willing to change the way you’ve done things in the past and get serious about your career. This book isn’t about sales tactics, it’s about a new angle and approach. It’s a way of relating to your customers and a new way of thinking. Maybe you think you don’t need this information, but here’s the thing: Whatever you’re doing is good, but this is a way to improve your knowledge and perseverance. These are the steps to get you to the top of your career.

I love teaching people how to become better at sales because my own life story is a testament to the fact that when you’re good at sales, you can accomplish anything you want. In the coming chapters, I’m going to show you a new way of thinking, operating, and approaching your craft. It’s not about the old sales tactics you’ve heard before, instead it's a total change in mindset and the way you think about your work. Before we dive into the first steps, I want to tell you more about myself and why you should trust me to be your teacher on this topic.

My Story...

MY ENTREPRENEURIAL spirit and hunger for independence started at a very young age. I grew up in Houston, Texas with seven brothers and sisters in a poor family. We moved to Texas in 3rd grade and my entire family ended up in a two-bedroom apartment. My childhood taught me what hunger felt like in the most literal sense. Each year, we would get just one new pair of shoes and a couple of pairs of pants, and that was our wardrobe for the year. I can remember opening the fridge at home most days of my childhood and finding nothing to eat other than maybe a little bit of milk, which my dad would tell me to leave for my little sister. There’s nothing like actually starving to develop a hunger to create a better life for yourself. My natural drive and motivation surely came in part from the struggles of my childhood, but it was also just a part of who I was from a young age. I was born with the eye of the tiger. I knew early on that if I didn’t want to suffer, I had to figure it out on my own. If I wanted something to change, I knew it was in my hands alone.

When I was 9 years old, I started throwing newspapers in my neighborhood. I stayed in this role for 2 years and by 11, I was selling the papers door-to-door. It was my first experience with sales and customer service. I learned quickly that by talking to my neighbors, I could grow my route and make more money. As I took on more and more customers, I needed to find a way to work quicker as well. I knew that the faster I worked, the happier my customers would be. Most people were accustomed to waiting a few hours each morning to receive their papers, but I developed a method for assembling, rolling, and delivering all of the newspapers in about 30 minutes. This meant that the customers received their papers earlier, which made them happy and in turn, made me stand out. With this early success, my routes continued to grow, and the company paid me more. People really appreciated the extra mile I went. I became known for my friendly service and fast delivery.

BY AGE 11, I WAS ASKED to move up from delivering newspapers to selling them door-to-door. Even though I was just a kid, I was good. I educated myself on the backgrounds and styles of all of the editors from each section of the paper. I could talk to any potential customer, find out what they liked, and sell them on that aspect of the paper. I made it about more than just reading the news. I memorized the coupons, what was in the arts sections, the restaurant reviews, and anything else you could know about the paper. In other words, I knew my product backwards and forwards, and that made me great at my job even though