The truth is, people that sell the best, the most statistically successful salespeople, are the ones that have shifted the paradigm of value. They understand what I call the 100/20 rule. The 100/20 rule is a belief that you are providing more value than your client is asking for. Think about it. How easy would it be to trade a $100 bill in exchange for a $20 bill? If your job was to do that all day, how would you do it? That is the essence of sales: Provide more value than you ask for. When you give more than you receive, you create a void for the universe to fill. Not only that but providing value to others helps you get what you want more rapidly and accurately. The key is how much do you believe or carry the energy that you are exchanging a $100 bill for a $20 bill? Too many salespeople have fears, voids, shortages, and obstacles. They don't believe in what they're selling. They're trying to fill a void because they believe that they're exchanging a $20 for $100 bill. That is no way to be successful in sales. You need confidence in yourself and confidence in the value of what you're selling. When it comes to value, what people love most is getting things for free. Period. There are so many promotional products, free t-shirts, giveaways, and other items used to stimulate consumer interest. Free is what grabs an audience's attention. Learn more about your ad choices. Visit podcastchoices.com/adchoices