Principles of Selling

In this thread let's discuss the various principles of selling. If you have one (principle of selling) list it here.

Listening Leads to Understanding (Principle 16: The Patterson Principles of Selling by Jeffrey Gitomer)

Prospects only care about themselves.

Originally Posted by Marcus Listening Leads to Understanding (Principle 16: The Patterson Principles of Selling by Jeffrey Gitomer)

With all deference to Mr. Gitomer, I believe:

Good Questions Lead to Good Understanding

Selling principles: tell the truth, don't BS or use tactics to get a sale, ask direct questions, and walk away from everyone who doesn't want what you offer and is willing to buy it OR isn't telling the truth, is BSing, and is attempting to use tactics to manipulate the outcome to your disadvantage.

MitchM

Originally Posted by MitchM Selling principles: tell the truth, don't BS or use tactics to get a sale, ask direct questions, and walk away from everyone who doesn't want what you offer and is willing to buy it. MitchM

MitchM, I agree with telling the truth, of course.

However, I don't agree with "don't use tactics to get a sale" because asking questions is a tactic. Being friendly is a tactic. Establishing trust and rapport is a tactic. Getting a prospect to open up to you is a tactic. Wildly successful salespeople use tactics all the time, just as accountants and golfers and teachers and firefighters do. Tactics are neither inherently good or bad, but good tactics are good.

I also agree that a salesperson should walk away from everyone who doesn't want what you offer and is not willing to buy it. But at the same time, I know that this determination often cannot be made immediately, and often takes a good amount of time.

The best to you!

Many people will do more to avoid a negative outcome than they will to gain a positive outcome.

It's always interesting when I hear "BS" and "sales" in the same sentence. Some feel that without "lying", the sale will never be made.

In my experience, lying can't work in the mid to long term. If you have no scruples as a sales person, certainly you can lie to your suspects. Let's be honest, most of our suspects are astute consumers/business people: it will come back to haunt you.

Ask yourself a question: when someone is at successful selling you something, what was it about their style? Invariably, it comes back that a sales person's ability to listen wins hands-down. The car SR who pitches a 2-seater to a father with 3 kids, will never be truly successful. Whereas, the SR who asks qualifying questions from the outset and listens to the response is supremely prepared to provide an appropriate product.

I've personally found that if you probe for needs, listen, probe more if required, provide professional responses to any objections, you'll get the opportunity to present your offering which matches their needs.

During the qualifying process, you might uncover "conditions" which cannot be overcome. As well, you might find that your offering simply doesn't fit. If you're convinced on one of these points, in an effort to maintain the relationship and ensure a future opportunity, it's best to table any concerns and be prepared to walk.

"Principles" are "rules" or "standards" to which we adhere. I don't lie because I don't believe in it. Besides, as you age, you can't remember the lies so how can you do a call-back? LOL!!!

Good luck & Good Selling!
Pat

"However, I don't agree with "don't use tactics to get a sale" because asking questions is a tactic. Being friendly is a tactic. Establishing trust and rapport is a tactic. Getting a prospect to open up to you is a tactic. Wildly successful salespeople use tactics all the time, just as accountants and golfers and teachers and firefighters do. Tactics are neither inherently good or bad, but good tactics are good." -- Skip

I know you like many other people live their lives as if they are games or war plans or competitive strikes thus everything is a tactic and part of an overall strategy to win the game or war or get the prize. I'm well aware of that metaphor for life.

I neither look at things nor define them that way which doesn't mean you don't define what I do by your way of looking at life. It just means I don't. I also understand that the word tactic isn't inherently good or bad.

BUT I don't go into the world every day thinking [or having internalized it]: my tactic to overcome and meet, to win and achieve, to compete and get things in this world will be being friendly.

MitchM

Originally Posted by MitchM I know you like many other people live their lives as if they are games or war plans or competitive strikes thus everything is a tactic and part of an overall strategy to win the game or war or get the prize.

It's apparent, MitchM that you don't know me.