Universal Principles For Selling Professionals
Like a watchmaker building precision timepieces
The Master Seller hones their craft to exact perfection.
When hunting, embrace cold calling
When meeting, listen deep for understanding
When negotiating, be patient and kind.
In speech be honest
In judging be fair
In business be competent
In action, watch the timing.
The Craft of sales is for few
Rejected by many.
To purchase a new coat, the buyer must first try it on.
Reflecting on the style and color
They view it from all angles
Looking to see if it will fit their needs.
The Master Seller knows
Some coats fit, some do not.
They have no desires of their own
They dwell in reality.
If they can help, they will.
If not, they leave it alone.
If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.
Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?
Concerned soley on the fundamentals of sales
The master seller doesn’t get caught up in the pomp and theatre.
Focusing on the essence they avoid the fluff
Dwelling in reality they can do no other.
Letting all illusions go
They see the situation as it is navigating rocks and reefs as necessary.
To some it appears they do nothing
Yet they accomplish much
While others busy themselves with activity
They have even more left to be done.
The master seller doesn’t get caught up in pomp and theatre
They focus on the essence and avoid the fluff
They dwell in reality and can do no other
Letting all illusions go.
They see the situation as it is
Navigating rocks and reefs as necessary.
To some it appears they do nothing
Yet they accomplish much.
While others busy themselves with activity
They have even more left to be done.
Whoever relies on Master Selling
doesn’t try to force decisions
or beat down buyers with logic and facts.
For every force there is a counterforce.
Even if well intentioned,
always rebounds upon oneself
Placing the sale in peril.
The Master Seller does their job
and then stops.
They understand that the sale
is never completely in their control,
and that trying to dominate events goes against the will of the buyer.
Because they believe in themselves
They dont try to strong arm buyers.
Content with themselves they dont need others’ approval.
Because they accept themselves,
the whole world accepts them.
As the seasons change
So does the market
Both creating and destroying opportunities
Revealing new problems and challenges.
Like water seeking it’s own level
The market seeks balance.
Today’s solutions are tomorrows problems
The master seller is awake to possibility.
Know the features
Yet focus on benefits.
What the buyer values, exceeds detailed minutia.
Listen for goals, needs and problems
Repressing lofty orations on specifications.
Speak to the why and the sale will advance.
At the first scent of objection
The fool avoids it
Deluding themselves the deal is won.
Like rotten wood covered with new paint
The sale soon crumbles when bearing weight.
Better to shine a bright light on issues
Addressing them as best able
Accepting the truth for what it is.
A destination can be reached by more than one path.
Seek the truth and let the sale be.
Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
Shows little.
Clinging to a few leads
Chases business away.
Hard rules on handling, manipulating, and fooling the buyer
never acknowledges what truly rules.
By not controlling the sale, the sale is controlled.
Each deal has its own course
Just do your job , then let go.
The Tao Te Ching of Sales 