The successful approach is simply an advance agent of the appeal, the talking points of what you have to sell. Instead of jumping right in and talking about the features or benefits of your product before you’ve won your buyer’s interest, cloak the points and present them as something the buyer would want. Then you’ve [...]

Practically every sale made to a new buyer may be properly classified as easy, difficult, or impossible. You’ll readily agree to that. But will you agree to this? Sales are not easy, difficult, or impossible according to the character or mood of the person you’re talking to. What you say or do during the first [...]

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 [...]

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 is Better than Sex, I will take you through the essentials of successful selling with a humorous twist; illustrating that business [...]

In your approach you have won the prospect’s interest. You have put them in the mental position where they are ready to purchase if you prove up your claims. And you can prove up these claims because you made them, knowing in advance that they were merely a preface to showing your proposition. What is [...]

By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The “deal is closed”, means the customer has consented to the proposed product or service by [...]

There are many products of which the sense of touch is important. It is a common art in selling clothing to get the customer to feel the quality of the products. The salesperson of ties asks you to run your fingers over the tie and feel how smooth it is. The smoothness of the tie [...]

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 [...]

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 [...]