abc’s of selling
TRANSCRIPT
ABC’s OF ABC’s OF SELLINGSELLINGABC’s OF ABC’s OF SELLINGSELLING
A- ATTITUDE•Begins with the ability to handle failure and rejection.
B- Balance•Total fulfillment in all dreams.
C- Confidence•Act it and you become like it.
D- Discipline•Desire without discipline leads to disappointment, disillusionment and
depression.
E- Enthusiasm•Be enthusiastic in sale. Put a smile in your voice.
F-Flexible•Anything is feasible if you are always flexible.
G-Goals•Must be believable and worth committing to.
H- Health•To get rich and sick is stupid.
I-Integrity•Be trustworthy so people will like you, trust you and want to listen to you.
J-Just for today•Live in the present moment. Burn the past. For the future depends at
• your present.
K-Knowledge•It is power when properly applied.
L-Laughter•It is like medicine to the bones.
M-Mentor•Allow yourself to be mentored and mentor others.
N-Network•With every new person you meet, you expand your potential client
base.
O-One word answers
• Extra words are free, so be generous. Avoid one word answers.
P-Persistence•Growth occurs when you feel you can’t go on, but know you can’t quit.
Q-Qualifying•When qualifying a prospect, presume someone else is
involved.
R-Relationships•Begin with rapport. Develop respect and give more service than your clients expect and they will give you more
referrals.
S-Success•The continuous journey toward the achievement of predetermined,
worthwhile goals.
T-Time Planning
•You must do the most productive thing as possible at every given moment.
U-Understanding Needs
•Customers needs are critically important. Uncover and understand them.
V- Vary your responses
•Be careful not to use the same word or phrase repeatedly to your customers.
W- Weak, wimpy words
•Share your confidence with your customers. Avoid weak, wimpy words
X- X-Out the Credibility Busters
•Your callers expect the truth. Eliminate credibility busters.
Y- You buy or they buy
•If the customers aren’t buying from you, you’re buying from them.
Z- Zealous
•Full of zeal. In sales you must be actively and unreservedly
enthusiastic.