negotiation

Be persistent, be persistent, they say. But please, do not mistake being a pest for being persistent.

If customers don__ trust you to help them at the beginning of the sales process, they certainly won__ trust you with their money at the end of it.

Note to the wise: whenever someone insists that he wants to buy something from you, but tells you there__ no real value in it yet, two things are happening: he__ lying, and you__e being taken.

Focusing on Earning the Right will have an incredible effect on the success of every single sales call that you will make from this day on.

Think about it: if someone had found a way to manipulate human choice and free will _ if someone actually had that kind of power _ wouldn__ it be a tad surprising if they then decided to share their secret with the masses in a book for $20? Not to mention how it would be just very slightly unethical.

The Sun Tzu School Ping-fa Directive. Be strong and continually aware. Manage your strength and that of others. When essential, engage on your terms. Be observant, adaptive, and subtle. Do not lose control. Act decisively. Conclude quickly. Don't Fight!

Write like you speak with the 'rhythms of human speech,' as William Zinsser said, and in as few words as possible. Use action verbs to carry water.

Negotiation is permissible for mediocrity not for excellence.

Don't burn your bridges until you build better ones.

The salesperson you__ ideally like to be and the salesperson you__ like to encounter as a customer should roughly be the same, shouldn__ they?

Remember: when you walk into a DIY store to buy a drill, you don__ want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.

If what you sell doesn__ help me then why are you knocking on my door?

Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.

If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed.

Salespeople who think that it__ all about price aren__ required: If it can be sold on the internet at the lowest price, you can take the huge cost of a sales team out of the equation.

I can__ and won__ promise you magic sales fairy dust or the Jedi Mind Trick for salespeople _ they simply don__ exist.

Salespeople need to __arn the right_ to become suppliers more than they ever did before.

Ignore the people who say that the sales industry needs to become professionalised: it already has.