Tim Connor’s 10 Rules of Selling

These ten rules are the fundamentals of selling.  In the simplest terms, the basics.

1. Your ability to control and direct the thinking of your prospect is directly related to you ability to control your own thinking.

2. Your prospect’s enthusiasm for your product or service is a product of your enthusiasm for your product or service.

3. Your ultimate success in sales depends on your ability to consistently maintain a high “new prospect awareness.”

4. If you can only master one skill in selling, become a master prospector.  It will guarantee you future success.

5. Judge you ability to give a good sales presentation by your ability to listen.  You will sell more by listening than talking.

6. Determine what your prospects want and desire, not what they need.  Needs are logical; wants and desires are emotional.

7. Closing a sale requires one attitude – the will to win.  Only one skill – the ability to visualize your prospect as buying before you close.

8. Sales objections are as important to a successful sale as having a product or service to sell.  Welcome them, encourage them and answer them.

9. Sales records are an absolute must – keep them, analyze them, learn from them.

10. There is one attitude that separates winners and losers in sales – a service attitude.  Your customer expects it and deserves it.  If he doesn’t get it he will do business with your competitor.