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| I want the sale for my reasons |
I want the sale only if it is a good fit for both of us |
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| Salespeople are information givers |
Sales people are information gatherers |
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| Be interesting |
Be interested |
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| Sales is a convincing process |
Sales is a discovery process |
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| Sales is manipulative |
Sales is to hold others able |
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| Anticipate what people are thinking |
No mind reading |
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| If people like me and care about me, they will buy from me |
People don't care about me at all, they only care about themselves (only in selling situations) |
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| A "No" equals personal rejection |
A well qualified "No" equals time saved |
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| Never interrupt |
You must interrupt their patterns and standard conventions to maintain control |
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| People tell you what they mean |
The problem they tell you is never the real problem |
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| People only buy lowest price |
Price is never the issue when a buyer is involved emotionally (tension or pain) |
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| I need to convince people to buy |
I need to help people discover if they want to buy or not, and if not, that's OK |
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| Be enthusiastic - it's contagious |
Enthusiasm is contagious - it makes people sick |
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| I need or want this sale |
I am independently wealthy and do not need the business |
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| Make friends of people and they'll buy from you |
Gain people's trust and respect, and allow them to see you as creditable. They'll become comfortable enough to buy from you. Friendship may come later as a result |
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| Selling is a tough way to make a living |
Sales is a hilarious activity on the way to the bank |
