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

Lastly, if you’re a businessman, how do you make sales? Naturally, you have to offer the customer something he wants more than the money you’re asking him to give up. What do all four of these cases have in common? In each one, you’ve had to offer someone else something that is in his self-interest – a method by which he can profit. Otherwise, he w

Most people are indifferent to the needs and desires of others – failing to recognize that those desires are their own stepping-stones to success.

Because happiness is relative, mutually-profitable exchanges are possible.

This gives us two specific laws of human nature to keep in mind: all individuals seek happiness and happiness is relative. But there is one more law we must recognize before we proceed further.

This, then, is our third law of human nature: Resources are limited.

want. You need to develop a series of questions that bring the prospect’s motivation to the surface where you can deal with it.

See how much is wrapped up in that one opening statement? It has launched the interview on a relaxed, no-conflict basis. And it will get him to start talking. And that’s the main idea – to get him talking.

The one rule that sums up the job to be done – the one formula that is fully in harmony with the real world – the secret of success is: Find out what people want and help them get it!

You’ll have to develop the questions yourself – based upon your industry, your product and your market. But to give you an idea of the kinds of questions that are useful, here are a number of examples. These are questions you would ask the prospect, organized by the type of product being sold. Read all the examples, no matter what the nature of you