Why I keep prattling on about principles vs tactics
Published: Wed, 12/28/16
“what is your motivation to talk about pri;nciples instead of tactics.
I have never heard this before can you do an email explaining?
Thank you Sire Settle!”
My command is your wish, my Child.
Not long ago I was telling some people about some things I want to do in 2017.
One of which is to invest in local real estate.
Anyway, one of my pals knows a guy in town here who is selling a hotel down by the water. He kept pitching me the benefits of buying, the price, the cleanliness, some ideas on how I could use it to expand my piggy bank, and so on and so forth.
My answer?
(More like objections)
“We’ll see”
“Not really interested in buying a hotel biz”
“It's not kind of thing I want to deal with”
And so on, and so forth.
My friend’s reaction?
“Man, tough sell today…”
To which I retorted some info about selling me not with tactics first, but with solid principles based on sound thought and how humans like to buy. I then (to practice, not grand stand or anything, we are buds) I batted out a quick transcript of what he *could* have said to sell me using principles first, then the tactics.
Too me about 3 minutes to bat it out.
Then I asked him how did I do?
(As far as my sales pitch)
His response:
“How would I know?
You got me sweating if that means anything...
Now I want it....
and I have some property over here they want…”
Immoral of the story?
Principles, not tactics, my friend.
This is something I learned studying the late great “world’s most feared negotiator” Jim Camp for the past 9 years.
And you know what?
The January “Email Players” issue goes into all kinds of goodies I learned from him, that you can use to make lots more sales no matter what you sell.
She goes to the printer in just a few short days.
If you want to get it, go ye here while you still have a little time:
http://www.EmailPlayers.com
Ben Settle