The Top 10 NEW Rules Of Selling

1. Don't sell -listen and serve.

2. Go where the danger is in your serving. If you think you shouldn't bring something up -then bring it up and see what happens.

3. Tell the client the features and benefits of your competitor too.

4. Disqualify them from doing business with you. If you can't they will.

5. Don't care whether or not you will get the business -care whether or not you have been straight and honest in your service of the other person. It's their choice to do business with you and your choice to do business with them.

6. Never do any work unless there is a high probability of a transaction. For example, only do a proposal if you client agrees to purchase your product given that you've met all of their conditions of satisfaction (the conditions THEY specify for a complete sale).

7. Ask them what they want to do instead of using "closing" techniques. Let them close themselves. Make it okay to say no.

8. Make a REQUEST for them to do business with you. Don't insinuate, pray, grovel, "close" them, or assume that they will because you think they should. Request. Say, "I request that you write me a cheque right now for this -do you accept my request or not?" -I like the "or not" because it pisses off most sales people out there (hee hee).

9. Spend the first 20 minutes getting to know the prospect personally to determine if you even want to do business with them. Only choose to work with people whom you authentically trust and respect. Disqualify those whom you don't. Send them away.

10. Be clear about what you will and will not accept from them as a person whom you are engaging in a business relationship with. Don't make them wrong but don't suck up to them either. Nobody respects a suck-up. Be yourself and state your boundaries. This is not only healthy but freeing as well!

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