Despite all of the technological advances in recent years, the basic rules of selling remain the same. And it’s a good idea to constantly remind your salespeople what they are.

1. Your ability to control and direct your prospect’s thinking is directly related to your ability to control and direct your own thinking.
2. Your prospect’s enthusiasm for your product or service is a product of your enthusiasm for your product or service.
3. Your ultimate success in sales depends on your ability to locate qualified prospects consistently.
4. If you can only master one skill in selling, become a master prospector. Being great at prospecting will go a long way in providing you with future success.
5. Judge your ability to give a good presentation by your ability to listen. You’ll sell more by listening than by talking.
6. Determine what your prospects want, not what they need. Needs are logical; wants and desires are emotional.
7. Closing a sale requires only one attitude, the will to win, and only one skill, the ability to visualize your prospect as buying before you close.
8. Sales objections are as important to a successful sale as having a product or service to sell. Welcome them, encourage them and answer them.
9. Sales records are a must — keep, analyze and learn from your records.
10. Only one attitude separates winners from losers in sales — a service attitude. Your customers expect and deserve it. If they don’t get it, they’ll buy from your competitors.

Tags: Attitude, prospecting, rules