Universal Principles For Selling Professionals
Questions leads to sharing
Sharing leads to appointment
Appointment leads to possibility
Possibility leads to belief
Belief leads to a quote
Quote leads to purchase.
The largest of sales begin with a response to the smallest of acts.
This is called advancing the sale.
The great Marketplace flows everywhere. All business is born from it.
Though it doesn’t consciously create new markets
It pours itself into its work.
It makes no claim this business is good or bad
Yet it nourishes emerging markets
And doesn’t hold onto them.
Some grow and some vanish,
Yet All are contained within it.
The Master Seller is aware of its greatness.
Never “lead poor” they find leads like shells on a shore.
Daily they walk the beach to uncover new business
And Delight in new opportunities.
A Master Seller knows their not perfect.
When they make a mistake, they realize it.
Having realized it, they own up to it.
Having owned up to it, they correct it.
They consider clients who point out their faults as their teachers.
They think of their competition,
Being as perfect and flawed as themselves.
When the Master sells, prospects are hardly aware of it,
To them it’s just a conversation about their lives.
Next best is a seller who is loved.
Next, one who is feared as sleazy.
The worst is one who is considered a huckster.
If you don’t trust the customer, you make them untrustworthy.
The Master Seller doesn’t talk, he acts.
When the sale is closed the people say, “We chose wisely”
Be a stranger to no one, a cousin to all,
Like family you see rarely at the wedding or funeral.
Respectful yet genuine
catching up on their lives.
Gregarious while authentic
Accept them for who they are.
The Master Seller is easy to know
Trusted at the start.
Fill your presentation to the brim and it will spill.
Keep sharpening your pitch and it will blunt
Chase after money and the deal will spoil
Care about people’s approval and you will be their prisoner.
Do your work, then step back and it will all work out.
Both bartender and psychologist
The Master Seller listens.
With warmth and compassion they ask
What troubles you at night?
How are you frustrated?
Why are you down and out?
With a clear listening the Master responds
I might be able to help you,
I might not,
But maybe, just maybe, I can make your troubles go away.
The Master Seller listens before talking
Sells without effort
Sharing without preaching
Explaining without judging
Demonstrating without closing.
Never assuming the sale, the Master never loses one.
The Tao Te Ching of Sales 