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Building a Six-Figure Sales Career

How to Develop the 4 Golden Pillars of Sales Success

by Chris Widener

My name is Chris Widener and I travel all over the world, literally – Russia, China, Singapore, Australia, Germany, Spain, all over – to talk to salespeople and to teach them how to build a six-figure sales career. I have personally made millions of dollars selling – selling my speaking services, selling books and selling goods and services through some of the biggest retail outlets in the world. Now, you might not think there is a secret to selling because there are all sorts of books, audio programs, conferences and anything you can think of to give you information. Yet, the reality is that there really is a secret.

There are Four Golden Pillars, as I call it. Most people think it’s pretty easy to sell, however it’s actually pretty difficult to sell. Selling is one of the most prolific and profitable careers you can have. If you think about it, people sell in little stores, and at swap meets. They sell multimillion dollar homes, $200,000 cars, $40 million airplanes and everything in between.

You can make a lot of money selling. Yet, the average person makes about $40,000 to $45,000 a year. To set a goal for yourself of six figures is to set yourself apart from the average person. The great thing about a sales career is that you don’t have to have a high school degree or even a college degree. There are many people who make millions of dollars without a degree because they can sell, because they can talk to other people, and they can get other people to buy their products and services.

I’ve written 12 books including a book called The Art of Influence which talks about persuading other people. Over the years of working with many, many successful salespeople, I’ve learned what I consider Four Golden Pillars. Now, in a way, you might think to yourself I’ve heard those words before, but I want you to not just hear the words. I want you to think about the concepts beneath the words.

Here’s the deal: I’m not going to teach you techniques because depending upon the sales career you choose, you will need to utilize different techniques. Selling a high-end airplane requires a certain kind of technique. Selling a low-end automobile requires a different technique. Selling a motor home takes a different technique than selling a $500,000 life insurance policy. There are plenty of books on techniques, but most assuredly, the best techniques to learn are from those who are in your industry; the people who have already proven the techniques that work in that industry.

Think about this for a moment. There are literally tens of millions of people, at least in the United States, probably hundreds of millions of people if you think worldwide, who are in the selling profession. Some of them succeed wildly, others succeed moderately, and still others, in fact the vast majority, churn in and out through the revolving door and they see no success at all. The question is, what is it that separates the successful from the unsuccessful?

I’ve had the great privilege of not only being successful myself in selling, but working closely with people who have become clients and even good friends who have made millions or tens of millions of dollars successfully selling products and services to other people and to corporations. What I want to focus on are these Four Golden Pillars.

Now, think about pillars. What does a pillar do? A pillar holds something up. Think of these pillars as what is going to hold up your sales career and help you not just eke along, but actually succeed in your sales career.

Now, there’s a premise to this book that we have to first accept, and the premise is that anybody can be successful for a little while in sales. The title isn’t how to make $100,000 in one year in sales, but Building a Six-Figure Sales Career not just this year or next year, or for the three years forthcoming. Not just every time there’s a boom market, but year in and year out, decade in and decade out. Getting to the end of your career and saying, “I had a six-figure sales career. Every single year, I matched or surpassed six figures. I became one of the elite salespeople.”

Again, whether you’re selling cars, airplanes, or motor homes, it doesn’t matter. It’s irrelevant. Anybody can build a six-figure sales career if they apply the Four Golden Pillars. You’re going to have to do something different than what everybody else does because, frankly, it’s easy to win once. Anybody can do what they need to do to make $100,000 in one year. They might just have a great year. They might make one big sale. They might be in a boom market, or they might be in a city where something is really booming and they happen to be in the right industry, but the people who succeed long-term do something different.

It’s not about techniques, it’s about transformation. I’m going to leave the techniques to your industry trainers and talk to you about transformational selling and about looking yourself in the mirror and saying, “Not only do I know how to do it, but I am the type of person who can do it.” I’m not asking you to change your techniques, which you most assuredly should. I’m asking you at a fundamental level to change yourself, to become the type of person who can build and sustain a six-figure yearly income over the course of an entire career.

I’ve done it myself. I’ve seen other people do it, and now I want to give you the real keys because there are so many people who are talking at a surface level, so many people who are trying to sell eBooks, books and audio programs that are just teaching the same old things. They never dig into the depths of what is really causing people to be successful for the long term. Now, let’s take a look at the Four Golden Pillars of Sales Success.