Secrets of Successful Selling Habits

People are going to buy what they like and what they want.

seeing is believing—and the sound of our voice; hearing is emotional. We’re tying emotion and logic together.

“I looked the prospect right in the eye and said, ‘Mr. Prospect, many years ago, the founders of this company made a very important decision. They decided that it would be easier to explain the price one time than it would be to have to apologize for lack of service on claims and benefits forever. Deep down, Mr. Prospect, I have an idea that you’re delighted that they made that decision.’”

“I really appreciate that, and I’m going to take it as a sincere compliment, but the truth is there are many questions I do not have the answer for. That’s one reason I’m so excited about selling the product, which is the answer to your needs, and that’s really what you want, isn’t it?”

That’s what I called eagle-eye prospecting—always looking for the prospect in whatever situation.

“I wanted to let you know that I did call your friend Mr. Jones, and we had a wonderful meeting, and I appreciate your interest also.”

know that if your best friend, or a neighbor, you’d be willing to introduce them to me, wouldn’t you?”

prospecting is the most important part of the process of selling.

ntil you close the sale, you’re nothing but a conversationalist.

you need to know as much as possible about your prospect.