From the category archives:
To become more successful in your approaches, you have to first recognize that you have two sales to make, not just one. First, you must sell the prospect a desire and willingness to give you enough time to tell your story. You have to separate the suspects from the prospects. If you’ll regard that [...]
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Salesmanship is not a game, nor is it a craft. It’s work. It’s vital, creative, interesting, exciting and adventurous work, but most of all, it’s hard work. Never think of selling as an easy way to wealth. It’s simple, but it’s not easy. It’s simple to someone who sees it as an opportunity to [...]
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Nothing is really worth selling unless it would eventually sell itself. You cannot sell a thing unless the facts will sell it, because selling is simply telling the truth attractively. Salesmanship, spoken and/or written, serves to spread the news more quickly than it would travel by word of mouth from satisfied users to others [...]
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People do not buy things. They buy the usefulness the things provide. They buy what the thing will enable them to do or be. The end result, as it were. They buy hope. A man doesn’t buy a car. He buys a set of keys to the open road, quick, reliable transportation to his life’s [...]
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True salespeople are those that make wants. Wants make sales. You’ll become more successful when you don’t think it’s your job to make sales, because that thought tends to transfer itself to the prospect, who doesn’t want to be sold. The prospect wants to buy what he wants. So you need to make him want [...]
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