How to Use the 12.5 Principles of “Sales Greatness” — Part #2

Use 12.5 Basic Principles to Become a Sales Superstar

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Principle 7: “Engage Me and You Can Make Me Convince Myself’”

Effective salespeople know how to engage their prospects by asking intelligent questions. Ask stupid ones and you’ll never sell anyone anything. Intelligent questions cover real concerns, such as company plans or goals, productivity, savings and profits. To relate to your prospects, ask “power questions” that make them stop and think. Lead into power questions with phrases such as: “What do your customers feel about…?” “What would be your most important productivity enhancement concerning…?” Avoid dumb questions, such as: “Are you the decision maker regarding…?” or “Can I provide you with a quote concerning…?”

Principle 8: “If You Can Make Them Laugh, You Can Make Them Buy”

Selling is a people business. If a prospect likes you, he or she is more likely to buy what you are promoting. Humor is a good way to get someone on your side. When people laugh, they become relaxed and their shields go down. Work hard to put a smile on your prospect’s face. He or she will have a hard time turning you down. Avoid racy, off-color jokes, or anything concerning gender or ethnicity. In fact, don’t tell jokes at all — tell humorous…