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Articles tagged with: order maker

Presentation, Sales Education, Sales Resources, Sales Success, Sales Training, Selling Process »

[16 May 2011 | 4 Comments | ]
Make People Want to Buy

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 [...]

Sales Success »

[28 Feb 2011 | One Comment | ]
5 Classes of Sales

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 [...]

Closing, Psychology in Sales, Sales Success, Sales Training, Selling Process »

[29 Dec 2010 | One Comment | ]
Mind Control in Selling

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 [...]

Prospecting, Qualifying, Selling Process »

[14 Jun 2010 | 8 Comments | ]
Are You an Order Taker or an Order Maker?

Consider the following letter by an active head of one of the largest software company in America: “Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $750,000 a year if that person delivers, and a person’s [...]