What is black
and white
and red all over?
The Tao Te Ching of Sales
Bearing gifts of amusement
Brightening the buyers day
Finding common absurdities in life,
The Master Seller
Generates trust with fun.
Empathy
If you want to earn trust
You must listen,
If you want to earn faith
You must empathize with distress,
If you want to earn loyalty
You must desire to alleviate pain.
Repeated sales are the fruit of repeated compassion.
This key opens doors.
Confidence
The path of trial and error leads to mastery
By accepting fear as true
Or soon come to pass
Confidence arrives
Built on a foundation of preparation.
Believing in themselves
The Master Seller allows things to unfold.
Not forcing things
They embody confidence, abundance, and mastery.
Discipline
Sales mastery is clear and concise
yet people prefer the side paths.
Avoiding discipline,
They are out of balance.
Lacking organization,
Deals are lost.
Where skill lacks,
Hard work steps in.
The daily grind
Polishes the professional.
Focus
Money blinds the eye
Objections deafen the ear
Boredom numbs prospecting
Distractions weaken follow-up
Desires wither the pipeline.
The Master Seller is awake
Participating in every moment
Staying on track
Keeping focus.
Patience
With Deliberate and measured growth
The sapling reaches great heights.
Knowing it’s not an absence of action,
The Master Seller sees Patience as power,
They wait for the right time to act.
With steady follow-up
they advance the sale,
Guiding the close with a steady hand.
Tenacity
With dogged persistence
Soft drops of rain
Wear rills and gullies
In the hardest of mountains.
So too does the Master Seller
Accepting long sales cycles
Patiently uncovering needs
Wearing away objections
Closing deals with resolve.
True Power
Knowing your product is intelligence
Knowing your market is true wisdom
Mastering selling is strength
Mastering yourself is true power.
Tenacity, Patience, Focus,
Discipline and Confidence,
Empathetic with Humor
These are the keys
to true power.
Coach
What is a good seller but a lost buyer’s teacher?
What is a lost buyer but a good seller’s job?
If you don’t understand this, you will get lost,
however intelligent
however clever you are.
It is the great secret.
Following Up
The buyer has needs
Yet they are ephemeral
Wants desired today
Can vanish in an instant.
The window of opportunity
maybe wide,
It maybe narrow.
The Master Seller makes no assumptions
And follows up quick.
The Tao Te Ching of Sales 