Thoughts on Sales and Selling
Thoughts on Sales and Selling
Being a good salesman means telling someone what they want to hear, not what
you want to tell them. This means that there are some tricks you need to
master. The first is to quickly work out what they want to hear. The second
is to work out what in what you want to tell them goes with what they want
to hear. The third is to give them honestly what they want - even if what they want
is a completely unbiased explanation - and still manage to present yourself
and your points favourably. The fourth is to make them want to hear what you
want to tell them, even if they were initially opposed to it.
August 12, 1998
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