THE WORLD OF JAKE BELIEVE: HOW TO TRAIN EM TO SAY YES

By JAKE JACOBSON

After 50 years in business, I've learned many lessons, mostly by realizing the pitfalls of not following a system.
The same system every day.
To realize that idea that selling is a system.
That it's the rep's job to sell and that it's the customer's job to buy. We simply help them.
People like to buy, not be sold.
Creator and strainer of proven one call close selling system

• Language: English
• Publisher: BookBaby
• Release date: Jun 7, 2022
• ISBN: 9781667833972

Book preview

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Copyright 2022

All rights reserved. This book or any portion thereof may not be reproduced or used in any manner whatsoever without the express written permission of the publisher except for the use of brief quotations in a book review.

ISBN: 978-1-66783-396-5 (hardcover)

ISBN: 978-1-66783-397-2 (eBook)

Contents

Forward

Success Is Premeditated

A Positive Attitude Is A Real Step To Success

If You’re Not Prepared, You’re Gonna F*ck It Up

They Will Tell You How To Sell Them… IF YOU LISTEN

People Would Rather Buy Then Be Sold

First Sell, Then Close

If You Don’t Think You’re Going To Make The Sale, Don’t Go

Salesman Sell And Customers Buy

You Should Do What You Like And Like What You Do. Really.

Questions Control

You Should Make It About THEM

It’s Not About Price It’s About Value

You Should try EVERYTHING…You’ll Never See Them Again

It’s A Numbers Game

EMPATHY SELLS NOT SYMPATHY

Auto University Is A Great Institution

You Should Arrive At A 6PM Appointment At EXACTLY 6PM

Pre- Judging Is A VERY BAD IDEA

You’re on Stage So, Rehearse

When You Don’t Sell, They Are Just As Disappointed As You Are

You Should Never Chase Money. Let Money Follow YOU

When You Sell And They Buy You Are Helping People

OUTRUN THE BEAR

If You Don’t Ask For The Order… You Won’t Get It.

Before You Ask Them To Invest You Should Invest In Yourself

You’re In A Selling Situation… Not A Race…

SELLING IS A CONVERSATION

THE CUSTOMER IS YOUR COMPETITION

Selling Is the Transference Of Belief

Making Them Accountable Works

You Should LET THEM WIN

IT IS WHAT IT IS IS WHAT IT IS

You Should Keep Your Experience In Your Back Pocket

The Harder You Work, The Luckier You Get

When You Make A Sale, Don’t Say THANK YOU… Say Congratulations AND THEY WILL SAY THANK YOU

You Should Under Promise And Over Deliver

You Should Not Undersell And You Should Not Oversell

You Should NEVER Count Your Commission While You Are On A Sales Call

They Would Rather Know That You Care Than Care What You Know

Selling Is A SYSTEM GET ONE-LEARN ONE-USE ONEEVERY TIME

Good Things Happen When You Lead An Ace

You Should Go Tailgating

Before You Go Into A Sales Call LEAVE YOUR AGGRAVATION OUTSIDE

You Should Practice Your Presentation Before You Get There. Not In Front Of The Customer

The Word BUT IS A VERY BAD WORD

You Need To Manage Your Time Your Money Your Emotions

IT’S YOUR DECISION that you got mad And that was stupid

They Don’t Care That You Use The Product

EVERYDAY Offers The Experience Of Yesterday, The Opportunity Of Today And The Promise Of Tomorrow

People Don’t Buy Features They Buy Benefits

You Should EMPTY THE TRUNK

You Should HIT THE HOT BUTTONS

You Should KNOW WHAT YOU ARE GOING TO SAY BEFORE YOU SAY IT

After You Don’t Make A Sale, Before You Start The Car Figure Out Why AND BE HONEST

You Should NEVER Talk Religion, Politics or Why You Hope That the Steelers Lose

BUYING IS AN EMOTIONAL DECISION

You Should Make New Friends But Keep The Old One Is Silver The Other Is Gold

You Should Take Care OF YOU, AND YOUR FAMILY

You Should SELL THE BRAND It’s Bigger Than You Are

The World Is Your Office

Before You Close, You Need To PRE CLOSE

It’s Better If EVERYBODY WINS

When You Visit The Customer After

Reviews for THE WORLD OF JAKE BELIEVE

[Matt Vasold · Rating: 5 out of 5 stars]

I intended on taking this book inside my home to read, and then eventually putting it on a book shelf. Instead, after reading it for only 20 minutes before walking into a lead one night, I've decided that it's permanent home will be inside my car. It's a perfect way to polish up and get my head right before walking into a sales appointment.