ATTENTION:

If Your Business Involves Selling, This is the Most Important Letter You Will Ever Read!

Struggling Sales Executive Has Major Selling Breakthrough To Hit Over 273% Of Quota,

Become #1 In The World And Earn Over $800,000 In 1 Year!

Soon I will share three secrets that top producing sales pros use to close the business that others don’t, but right now I’m going to show you how to get your foot in the door with large potential clients who normally wouldn’t even take your call.

It’s called “The Remora Fish Principle.”

Have you ever seen shows like National Geographic about ocean animals? Sharks are among the most popular and fascinating. They are beautiful, but dangerous.

Some of the big sharks often have a small fish swimming along beside them called a Remora Fish. Why would a shark allow this? It’s because the shark and the Remora have a symbiotic relationship, where the Remora fish cleans the shark and keeps it healthy. In return, the shark gives the Remora protection.

What do other fish think of when they see the Remora Fish? Exactly, the shark! Do you think the Remora has any trouble getting respect when it’s swimming alongside the shark? No way!

The same principle applies in business when you’re trying to attract a large client.

One of the biggest mistakes sales professionals and entrepreneurs make when soliciting large prospects is not considering whom they could associate themselves with or whose name to drop to get instant attention and credibility.

We’ve all heard of “Seven Degrees of Separation.” Most of us are connected to virtually anyone in the world by seven levels of connection, very often less. You could be just one or two degrees of separation away from the biggest and best prospects in your market, but you simply have to work it!

If someone is substantial enough of a prospect, might it be worth having a few extra conversations, or putting out a few extra feelers, or doing a little extra research to see if you can create that connection?

The Internet and social media make it easier than ever to connect with or friend “a shark.” With the right follow through, you can be referred along quickly. It’s not always easy and it does take work, but it happens all of the time.

The “shark” you associate yourself with doesn’t have to be another person; it can be an organization or institution.

For example:

• Having attended the same college, fraternity or sorority
• Belonging to the same industry or professional organizations
• Sharing a unique hobby (“I see we both scuba”)
• A past employer or client that you might have in common
• Political activism or religious faiths (these topics don’t always need to be off limits if they can create connection)
• And more!

Whether it’s other people, organizations, or locations, see how you can create credibility and associate yourself with a “shark” that will get your prospect’s interest and attention – above and beyond simply who you are and what you have to offer. You will be amazed how much of a difference this can make.

Over the years I’ve opened plenty of tough doors be creatively reaching out and attaching myself to a shark!

About Me, Mitch Harris, The Samurai of Sales

When I was working as a stockbroker on Wall Street, I struggled at the beginning. Age 26 and living at home with Mom, not able to afford the clothing or experiences I wanted.

I couldn’t afford taxis so I took the subway. One night my station was closed and I had to go several stations down to the very end of the train line at Coney Island (unsafe at that time). As I walked back home by myself at 2:00 am in my suit and tie, I thought “this sucks!”

Over the next few years, I committed to mastering the very tools I’ll be teaching you in this program, and I increased my production and my income dramatically. I experienced what it felt like to be a top producer. People began to approach me and ask me for help and support as a sales guide and mentor. I soon realized that I had a real love for coaching and I was great at it too. That experience spawned what has now been a 15+ year career as a full-time Executive Coach and Sales Consultant.

During that time, I’ve had the opportunity to travel all over the country and as far as Hong Kong to share this knowledge with as many people as possible. The Samurai of Sales Home Study Audio Course allows me to reach many more people than I could ever reach in person!

Case Study: Brett Yeager

1. TOP SALES PROS USE STRATEGIC RECIPROCITY

So many sales professionals and business owners focus on practicing their sales pitch and learning the right “closes,” which are both important, but we all know that actions speak louder than words and people respond favorably when you DO something for them.

Reciprocity is simply the idea that when you do something to or for someone, they feel the desire to reciprocate – or pay it back. This can be negative (like revenge to get even) or positive (like returning a favor to express gratitude or appreciation).

Top producing closers are always looking for ways in which they can deliver value, offer support, and provide (ethical) favors to prospects, whether it’s a new contact or an existing client. Look to see how you can support, educate and keep them informed regarding what matters most TO THEM. Look for resources (or ethical gifts) you can provide them that will have them appreciate you and what you bring to the table.

I once created a breakthrough in a relationship I was cultivating with a high level decision maker at a financial services corporation, as a result of giving him a CD of a comedian I knew he liked. The gift showed that I had paid attention to what he spoke about outside of business and that we had a lot in common. It wasn’t typical or predictable, but it was appreciated and led to a three-year relationship. I worked with his entire agency, and he even brought me into his home to work with a family member of his!

2. TOP SALES PROS FOCUS ON ASKING QUESTIONS

Most sales professionals understand the importance of being fluid in their dialog and knowing where to direct the conversation, but too many focus on learning to SAY better things rather than on honing their ability to ASK better questions to identify the real reasons preventing prospects from moving ahead.

Top producing sales pros remember the saying that “God gave us two ears and one mouth, so we can listen twice as much as we speak.” A true Samurai Of Sales is an expert at listening and picking up on the subtle clues that will expose a prospect’s “decision triggers” and emotional hot buttons.

One of the crucial elements of being a great listener is being super focused on asking effective and relevant questions. Questions that guide the dialogue and allow you to hone in on what matters most, and questions that encourage your prospect to do most of the talking.

They can be open ended or closed ended, long or short, supportive or challenging, simple or provocative – but whatever they are, the bottom line is that you need to ask a lot of questions!

I’ll get into more detail on specific questions to ask, how, when, where, etc. in the Samurai of Sales Home Study Audio Course. For now, just know you should be asking questions instead of making statements, getting the prospect to tell himself instead of you saying it for him, being an investigative consultant as opposed to a pitchman/woman. You’ll be amazed at how profound of an impact that will have on your results!

3. TOP SALES PROS THRIVE ON REJECTION!

Professional sales is difficult. The challenge of connecting with people in such a way that they choose to spend their money, dealing with inconsistent commission-based income, and facing judgment, criticism, negativity, setback and rejection is frustrating enough that many people quit.

But one of the things that clearly distinguishes a top producing sales pro, is that he THRIVES on personal rejection. He expects it – he eats it up – he craves it! He views personal rejection as a rare gift and a fun puzzle.

He realizes that the road to closing massive amounts of business and creating extraordinary results is paved with people saying “no thank you” or “not now” or “can you please call me back in a month.” This is simply opening a door to what can become a fun and engaging puzzle to figure out. Specifically, the puzzle of what it’s going to take to get the prospect to see things differently, and ultimately make a different decision based on new information. What questions must be asked, information provided, objections handled, opinions challenged and strength of character shown to get the result? Or in this case – the order!

Just like a challenging puzzle, it will take effort, concentration and persistence and it may not come together as quickly as you want, but the process can be incredibly enjoyable and the result so rewarding when you finally figure it out!

Rejection is an inevitable part of the journey to greatness in sales, so you might as well learn to enjoy it, and eventually even love it.

The insights I share on this topic in The Samurai of Sales Home Study Audio Course have changed quite a few lives and revitalized the careers of many sales pros and entrepreneurs.

WHAT PEOPLE ARE SAYING ABOUT MITCH HARRIS

“Working with Mitch over the years has had a tremendous impact on my business and production. At a time when I was struggling and underperforming, Mitch helped me to get back on track and increase the production of my business by over 300% in under 9 months! The tools and ideas he shares in The Samurai Of Sales Home Study Audio Course lay out a roadmap for true sales mastery and reflect much of what he’s taught me over the years. If you’re committed to getting to that next level, I highly recommend picking this up!”

Leslie Bhagwandin, President, The Nardin Group Real Estate Brokerage And Investment

“The Samurai Of Sales Home Study Audio Course by Mitch Harris is much more than simply a “how to manual” on sales. This a doctrine on what it takes to attain true sales mastery at the deepest level. Your skills, your mindset and the bottom line actions you must take to improve your results. What Mitch teaches in this program played a huge role in my becoming #1 in the world at my company and catapulting my business to the next level! This program is a true game changer. I highly recommend it!”

Brett Yeager, Regional Account Executive, Fortune 500 Technology Services Corporation

“I’ve always been successful at sales, but Mitch’s Samurai Of Sales Home Study Audio Course has helped to provide an even deeper understanding of the psychology behind cultivating and developing great long lasting relationships. I was definitely skeptical going in, but then found myself unable to take notes fast enough and constantly having to pause and rewind! I recommend this course to anyone interesting in growing their business and network.”

David K., Financial Advisor, Merrill Lynch