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.