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?

There isn’t any way to sell him anything until you know what it is the prospect is trying to acquire. So begin by discovering his motivation.

All it takes is this one simple rule : Find this prospect’s motivation and appeal to it. Selling is easy for the man who does. Well then, how do you do it? How do you find that motivation? How do you appeal to 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

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

FIRST THINGS FIRST

Step number one of

Advertising: What’s the biggest sales problem you face right now? (Always a key question.) Do you use your advertising to produce sales leads? If so, how many leads are you getting now? How good do the leads turn out to be? (Perhaps he’s attracting the wrong kind of people with his present advertising – people who are poor prospects for his product

Here we can see the secret of successful salesmanship. If there is one rule, one key, one basic law that tells us what you have to do to make a sale, then this must be it: Find this prospect’s motivation and appeal to it.