The Secret of Selling Anything: A road map to success for the salesman… who is not aggressive, who is not a “smooth talker,” and who is not an extrovert

It helps greatly to think of the sales interview as consisting of five steps. These steps provide a logical sequence that leads the interview irresistibly to a successful conclusion, if there’s a sale to be made.

Don’t confuse products with motivations.

You have only one life; and no one else will live it for you. Shouldn’t you take the time right now to figure out what that life is all about?

Get him to tell you where his main problems are, what his near-term objectives are, what his long-term goals are. Get him to tell you what he’d like to have but doesn’t have now. In other words, get him to tell you what you would have to do in order to make a sale.

any sales interview should be to discover the prospect’s motivation.

Let’s analyze the statement. In addition to encouraging him to tell you what you need to know to make the sale, there are three key impressions you’re giving to the prospect.

The first step in trying to get along with other people is to realize that each is doing what he wants to do. Examine his actions, uncover the motives for his acts, find

The key element in the solution was my simple question, “What’s the biggest sales problem facing you right now ?” Everything flowed irresistibly from that.

The extent of your own profit depends upon your ability to satisfy the needs and desires of others.

getting a better job; making more money;