fairness is a fine value to hold dear, but insisting that life be fair pro-
duces mostly upsets and excuses.
You will be learning to sell in a way that is different from the
preconceived notions of convincing and persuading. The founda-
tion of the Sales Map is presenting what you are offering to people
who want it or need it, so they make the best decision as to whether
it is for them.
The Sales Map is very flexible and works in any sales situation,
whether in person, on the phone, or selling to a group.
Memorize the steps in the Sales Map. If you do, you will always
know where you are, where you are going, and how to get there.
Thus you will never feel lost or uncertain in a sales situation.
People often are surprised at the simplicity of the Sales Map.
Can selling really be so simple? Well, the accurate answer is yes and
no. While engaged in selling activities, you derive great benefit
from everything you have learned in this book so far. You know
how to characterize the motivation strategy and the predominant
internal representation method of prospective customers. You also
know how to tailor your communication to make yourself easily un-
derstood, depending on each individual’s particular motivation
strategy and whether he or she uses predominantly visual, audi-
tory, or kinesthetic internal processing. You know how to put your-
self in the other person’s shoes from your practice with the
perceptual positions.
To prepare yourself and build the most resourceful mind-set,
you have designed the purpose of your life so that your behavior is
self-directed and not subject to the approval or criticism of others.
You have used the Power Affirmations method to quiet negative in-
ternal self-talk that may have impeded your progress in the past.
You have developed powerful moving-toward motivation using the
Baseball Diamond method. You have prepared yourself with
SMART goals installed on your timeline, and you have developed a
new relationship with your feelings—you are aware now that they
no longer mean anything about you. In many ways, you have be-
come a different person from who you were when you first picked
up this book.
The Sales Map in Figure 13.3 increases your effectiveness and
saves you time no matter what you are selling. You can adapt it for
any situation, whether you are selling on the phone, in person, or
to a group.224 Learning to Sell the Easy Way