Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the [...]

Another pitfall (besides fear) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Weak people get cold feet, and [...]

Are you suited up, trained and ready to get out there and win? Success in this world is fundamentally a matter of selling, of using its principles whether in business, society, or politics, and applying them properly and effectively. During my workshops and seminars I am regularly being asked for my opinion on what is [...]

The sale can be divided into five classes, according to simplicity. Class 1. The simplest business sale is one in which the customer is so anxious to buy at a specified price that he comes to the salesperson and voluntarily offers her the proper amount of money for the products. As an illustration, take the [...]

The sense of taste is important in case of groceries, drinks, and other things the sale of which depends materially upon the taste. In other cases it can’t have much to do with the salesperson’s business, if anything. Taste is a very much misunderstood sense. The tongue not only tastes, but it also feels, and [...]

You as the salesperson should try to cultivate a pleasant and interesting voice. It is as essential to your success as it is to the success of a public speaker. This does not mean that it is necessary for every successful salesperson to have a beautiful, well-modulated tone, but it does mean that you must [...]

My latest book Selling IS Better Than Sex is now available on Kindle – get your copy today for only $8.99! The secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell. In Selling [...]

In my previous post (Mind-control in Selling) I was talking about how selling is fundamentally a question of the influence of mind over mind, and how the formula for developing a mind control is very simple.  It is a study of the five senses and the manner in which they influence the mind, and a [...]

Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. (Please read my article: Are You an Order Taker or [...]

When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a [...]