Ninety percent of selling is conviction, and 10 per cent is persuasion.
Our very living is selling. We are all salespeople.
In a deal, you give and take. You compromise. Then you grab the cash and catch the next train out of town.
If you're going to play the bargaining game, you just need to make the other side mad. You want them to get a little annoyed. Then you know that you've come in with a good price.
Ask for the sale when the mood is right. The worst possible place is in the prospects' office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show. Ask early, and ask often.
The key to a sale in an interview, and the key to an interview is a disturbing question.
I find a way to convince people to come along with me. They want to be persuaded. When I sit in a room with you I'm going to sell you something whether you want it or not. At the end you'll say: 'I'm glad I bought that.'
There's a right way to sell and a wrong way to sell.
Only one thing counts in this life - get them to sign on the line that is dotted.
It takes great salesmanship to convince a customer to buy something from you that isn't built or isn't finished.
Bottom line is, you have to pitch. You want timely hits.
Let's just win it and go home.
