| 1. Your attitudes are the significant contributors to | | | | 12. Promise a lot and deliver more. |
| your sales success or failure. | | | | 13. Don't advertise in advance your willingness to |
| 2. Make a sale, you will make a living. Sell a | | | | make concessions. |
| relationship and you can make a fortune. | | | | 14. If you want to sell more every year, get |
| 3. People buy when they are ready to buy not | | | | better every year. |
| when you need to sell. | | | | 15. Sell value and don't defend price. |
| 4. When you sell price you rent the business. | | | | 16. Don't make commitments you can't honor or |
| When you sell value you own it. | | | | control. |
| 5. Your prospect will tell you what you need to tell | | | | 17. Accurate sales records are not a luxury but a |
| them to sell them. | | | | necessity. |
| 6. There is a time to sell and a time to prospect. | | | | 18. Know your products and services better than |
| Don't confuse them. | | | | anyone. |
| 7. Selling is not a transaction but an opportunity to | | | | 19. Prospect the entire organization not just your |
| develop successful lasting relationships | | | | contact. |
| 8. People buy from people they trust. | | | | 20. The close of the sale begins when the |
| 9. If people want to do business together they | | | | prospect agrees to see you. |
| won't let the details get in the way. If people don't | | | | 21. Never give up control of the sales process. |
| want to do business together any detail will get in | | | | 22. People buy emotionally and justify their |
| the way. | | | | decisions logically. |
| 10. Time is your most important asset in selling. | | | | 23. Never project your buying prejudices into the |
| Use it wisely. | | | | sales process. |
| 11. You don't turn poor prospects into customers | | | | 24. Negotiating begins after selling is over. |
| with good products, sales presentations or closing | | | | 25. Fail often so you can succeed sooner. |
| techniques. | | | | |