I am a salesman because I had to be, not because I wanted to be.

Truth be told I hated sales when I got into it.

I hear people say, “you are a natural salesman.”


I am the most unnatural salesperson you would ever meet and hated sales for the first 3 years I was in it. At the age of 22 on my first sales job in a clothing store, my card said, “sales associate” and I hated it.

I hated talking to strangers, “is there something I can help you with?”

I was awkward, often tongue-tied, scared to approach people, hated rejection and my results relied purely on luck.

My results relied on whether I met the right customer or not — or so I thought.

I got in sales because my survival depended on it not because I wanted to.

The career that had been set for me didn’t pay any money.

Sales was the only job offered to me and I hated it. I told my uncle, “I didn’t go to college to become a salesman.” And he said, “You didn’t go to college to be out of work either.”

So, I took the sales job and for the next two years I hated it. I hated building rapport with a customer, asking probing questions, and hated asking for the sale.

Hate is not too strong of a word.

I hated the ups and downs, the commission only, the rejection, appointments not showing, customers lying to me…and the begging and follow up it seemed I was expected to do.

Fast forward 35+ years. I was doing an interview with NFL Hall of Famer and entrepreneur Fran Tarkenton who said, “You own the sales niche man. How did you do that?”

Good question, how does an average sales guy go from hating sales to being the leading authority in the industry writing a dozen bestselling sales programs and five business sales books?

When I realised my life depended on sales and decided to quit moaning and groaning and made a commitment to being great at sales, well, everything changed.

A guy named Ray told me one day, “You hate sales because you don’t know anything about it. Listen to this tape.”

He gave me a cassette by an old sales trainer who talked about sales like it was a formula for selling step by step from the moment you met the customer to the close.

It was amazing, so I called the company to ask about what else they had and invested $3000 in a 12-tape training program in 2013.

Every day I invested 30 minutes to one hour watching video footage of this guy explaining sales step by step. Within 30 days my production had doubled and, interestingly enough, what I had been hating on for 3 + years I now started to enjoy.

Within nine months I was in the top 1% in my industry and had fallen in love.

Within years I started a business where I would teach salespeople and sales organisations a new way to sell.

Over the years I have talked to tens of millions of professional salespeople from every industry.

I was speaking to a thousand insurance agents in Delhi, where the average earner in the room makes $970,000 a year. I asked them, “How many of you got into sales because you wanted to be in sales?”

Almost no one raised their hands.

I was speaking to three thousand network marketers in Vegas and asked, “Who likes sales?”

Almost no one raised their hands.

The point is you don’t need to like sales — you need to understand your entire future depends on it and quit fighting it.

Very few people inherently like sales.

Everyone I know who loves sales love it because they are successful at it.

In 5 years I have never met a person in sales who loves it that is failing at it.

I have met a lot of salespeople that do love their profession and they all have two things in common — they make money and they KNOW what they are doing.

I’ve met thousands of greats:

  • Introverts

  • Extroverts

  • Male

  • Female

  • Boomers

  • Millennials

…all the varying different personality types, I’ve seen them. From the very competitive, direct, and results-driven to those much more reserved, modest, low-key and cautious.

I have helped thousands of salespeople over the years learn to fall in love with their career and it is my experience that to really love sales and make a lot of money doing it, two things must happen.


You don’t need to want to do it, love to do it, or even like to do it — that will come when you get results. You must commit to it with no other options.


If you were not born a salesperson, whatever that means, then you will have to learn it step by step. By the way, I know lots of people I grew up with who felt like they were born salespeople and I sold circles around them once I learned the game.

Once committed, there is so much to learn.

  • Right Attitude

  • Meeting a customer

  • Putting them at ease

  • Differentiating yourself

  • Making a lasting impression

  • Building Rapport

  • Effectively qualifying

  • Determining motivation to purchase

  • Identifying reasons to create urgency

  • Presenting your solution

  • When to talk and when to listen

  • How to build value

  • How to Create excitement

  • How to present your offer

  • How to negotiate

  • How to Close

  • How to Press for the Close

  • When to Back off from the Close

  • When to Lock a deal down

  • How to handle influencers

  • How to Determine Decision maker

  • How to Handle Long Sales Cycles

  • How to Handle Multiple Decision Makers

And that is just the sales cycle, that doesn’t include prospecting, follow-up, cold calls or how to stay motivated.

So, are you ready to get in sales yet?

Before I committed to sales I was broke. Once I committed and started learning everything I could about sales, I began making real money for the first time in my life.

I’ve mastered sales and now I’m a hecta-millionaire. You can have anything you want in life if you learn how to sell.

People go to school to get a “good job” paying 60–80K a year. In sales, you can start doing 60–80K a month, but you have to learn sales.

A friend of mine told me boy Chahat i want that 1Lakh INR salary per month stuff, and at the same time he was complaining about the inflation and how he is not able to achieve that maybe in next 3 or more years.

A simple statement i told him that Look my friend all you have to do is increase your income by selling more, instead of only thinking about increase in inflation and lack of attention and motivation.

That shall solve almost everything, financially and go hard on it.


This is real information you can use to get real money. All sales start with a process.

How many of you have a sales process that you use? The process must be simple and short; it must be duplicable, fit all personality types, and fit all scenarios.

The bottom line is that the best sales process is what works.

Keep it simple, honest, and never disagree.

If you can’t advertise and promote how you sell, don’t do it. Here are some different parts to a sales process you can possibly use to get you on the right track:


To greet means to address with an expression of kind wishes upon meeting or upon arrival. It’s about trying to make people feel welcome.

This is the first purpose of greeting a customer, but it’s also your first chance to make a great impression on them. What you say and how you say it will set the tone for the rest of the deal.

You need to nail the greeting. Those first seconds of meeting a customer, those first moments, can never be changed.

Use a firm handshake, not a dead-fish handshake.

Wear a name badge because people will forget your name. Make eye contact, be present, listen for their name, and pay attention to their name.

Duplicate their name because you will use it over and over again. Don’t be offended by brush-offs.

After making a customer feel welcome, you want to put them at ease so they start dropping their guard.

You want to get on a common ground and differentiate yourself from others.

You also want to differentiate from any experience they’ve had in the past with your product or service.

Anyone can say, “Hi, my name’s Grant.” After that, if you can’t build trust, you’re not going to put them at ease, and you’re going to struggle to get on common ground.

If you don’t differentiate yourself, you’ll never control the process.

So, the greeting is to…

  • welcome

  • make yourself known

  • put people at ease

  • differentiate yourself

  • grab control of the process.


The person that controls the sale is not the person asking the questions but the person that gets answers to their questions! Far too often a salesperson will go down a path of determining a client’s needs and never get an answer.

You must get your questions answered even when the customer appears closed off and resistant to providing information.

Here are some bad questions: “What is your budget?”

First off, most people have no clue and secondly, when they give you an answer it will always start your discovery process with you chasing a number that is unachievable.

As a buyer, my budget is determined once my problem is solved. More often than not, I exceed my desired budget range by many times.

“Are you the final decision-maker?” This causes people to think that if they are not then you are not interested in them and many will answer this question “yes,” even when it’s not the case. That’s because the question challenges the person’s ego.

When are you thinking of buying?” The customer translates this to mean that you are only concerned with yourself and your commission.

“What would it take for you to do business with me today?” The ultimate stereotypical salesman question that even the salesperson hates to ask.