How To Sell Your Way Through Life

There is no point of compromise between a man and his habits. Either he controls his habits or his habits control him.

Every human being is ruled by the law of habit. Because this is true, the person who learns to build his habits to order practically controls the major cause of successful achievement. Concentration is the principle through which one may build one’s habits to order. It has been correctly said that “we first make our habits and our habits then make us.”

Remember also that much of what they believe to be their own feelings consist, in reality, of thought impulses that they have unconsciously picked up from the vibrations of thought released by the sales

The world is controlled by the emotional faculty!
Most of our activities, from birth until death, are induced by our feelings. The salesman who appeals to his buyers through their emotions or feelings will make 10 sales to 1 made by the salesman who appeals to his buyers through their reason alone. Buyers generally make purchases because of some motive that is closely associated with the emotions,

11. Hearing the word “no.” This word, to a real salesman, is only a signal to begin fighting. If every buyer said “yes,” salesmen would have no jobs, for they would not be needed.

4. Shifting responsibility to the sales manager. The sales manager is not supposed to go with the salesman to make calls. He has not enough hours or legs to do this. His business is to tell the salesman what to do, not to do it for him!

28. Enthusiasm. The supersalesman has an abundance of enthusiasm that he can use at will. Moreover, he knows that the vibrations of thought that he releases through his enthusiasm will be picked up by the prospective buyer and acted upon as if it were his own creation.
Enthusiasm is a difficult thing to explain, but its presence is always easily recognized. Everybody likes the enthusiastic person. He is high of spirit and radiates an atmosphere of good fellowship

the prospective buyer is a mistake that stands at the head of the list of causes of “no sale.”
12. Ability to neutralize the mind of the buyer. The supersalesman knows that no sale can be made until the mind of the prospective buyer has been neutralized or made receptive. Because he knows this, he will not endeavor to close a sale until he has opened the mind of the buyer and prepared it as a background or base upon which he may put together the word-mosaic of his story. This is the point where many salesmen fail.

11. Qualifying the prospective buyer. The supersalesman never tries to make a sale until he has properly qualified the prospective buyer, thereby informing himself, in advance of his efforts to close a sale, on the following points:
a. The prospective buyer’s financial capacity to purchase.
b. His need for that which is being offered for sale.
c. His motive in making the purchase.
Endeavoring to make sales without first qualifying

10. Knowledge of the prospective buyer. The supersalesman is a character analyst. He has the ability to ascertain, from his prospective buyer, which of the nine basic motives he will respond to most freely, and he builds his sales presentation around those motives. Moreover, if his prospective buyer has no outstanding motive for buying, the supersalesman creates one for him, knowing that a motive is essential in closing a sale.