Just yourself? Learn about our highly effective and rewarding One-On-One Sales Coaching program: Tiger Woods has a coach - shouldn't you?

Learning Development and Coaching since 1987

Home | Contact Us | About Us | Resource Links | Site Map| Sales Tips

Get more information - call us at 734 - 455 - 4151

"Tell me and I forget. Teach me and I remember. Involve me and I learn."
--- Benjamin Franklin

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

Value Based Selling System This value based sales workshop is designed for the sales professional who needs to refocus on uncovering the value, as perceived by the customer, for the solution. Seasoned, technically astute salespeople need to counter the "commodity label" by explaining the value and justify the higher price. This workshop will provide the tools to identify measurable value based on the customer's perception of value while maximizing the company's profit margin. Particularity well suited for competitive selling where you must unseat the incumbent.

Coaching Sales Associates Tiger Woods has a coach - why not you?

Sales "Laws" and Other Amusing Sayings

Sales Tips to get you energized and focused on effective, persistent selling efforts

Law of Conventional Wisdom: think counterintuitively - human nature is a relevant component of innovative sales.

Law of Vision: when sales people cherish past sales more than future sales they stagnate.

Law of Discovery: people are generally better persuaded by the reasons which they have themselves discovered than by those which have come into the mind of others. (Pascal)

Law of Constant Change: nothing in selling is permanent: you never lose a customer and you never win a customer.

Law of Price vs. Value: the price is never too high; rather,the prospect doesn't see the value of the product or service.

Law of Positioning: if you can't be the first supplier in line, be second in as many lines as possible and be ready when the #1 misses a commitment.

Law of Customer Knowledge: knowing something about your customer is just as important as knowing everything about your product.

Law of Resourcefulness: One option is a pitch; two an alternative; three a repertoire.

Law of the Slight Edge: If you score 99,99% and your competitor 99.98%, you win she losses.

Law of Business Development: It's not what you know but who you know that matters.

Law of Caring: No one cares how much you know until they know how much you care.

Pareto's Law: 20% of your customers give you 80% of your business.

Law of the Right Question: No need to know all the right answers - only the right questions.

Law of the Quick Start: Get out of the blocks early at the beginning of the day, week, month and quarter. The momentum will energize you for the rest of the period.

Law of Big Numbers: The smaller the sale, the greater the number of sales you have to make.

Law of Luck: Luck is preparation meeting opportunity.

Law of Preparation: Given three minutes to present, invest two in preparing and one in telling.

Law of Organic Growth: Treat each customer as if they were a prospect.

Law of the Self-fulfilling Prophecy: Whatever you vividly imagine, fervently believe, and enthusiastically act upon, will inevitably come to pass.

Law of Competence: Good selling is not holding all the cards, but making the most of the ones you have.

Law of Personal Resources: A sales professional's two greatest resources are Attitude and Time.

Law of Selling Traits: A sales professional's most important selling traits are:

  • Empathy for the customer
  • Will to win
  • Resilience
Law of Listening: Resist the need to present, highly successful persuaders listen and probe first, then present.

Law of Integrity: To the buyer a salesperson's integrity can be the most important "product feature."

Law of Problems: Don't avoid problems. By challenging your innovative skills, stamina and character, they make you stronger.

Law of Personal Appeal

  • First step is building Rapport
  • Next step is establishing Credibility
  • Last step is earning Trust

Law of Networking: Not networking = not working.

Law of Past Success: You are only as good as your last sale. To think anything more is a delusion.

Law of Value: Whether your first call or fifty-first call also provide a value proposition.

Law of the Big Sale: The larger the sale, the broader base of support is needed within the client's organization.

Law of Urgency: Approach each sales opportunity as if your career depended on it.

Law of the Stadium: at any event, the people whose seats are in the middle of the row arrive last.

Law of Probability: the probability of being watched is directly proportional to the stupidity of your act.

Variation Law: if you change lines (or traffic lanes), the one you were in will start to move faster than the one you are in now.

Law of the Alibi: if you tell the boss you were late for work because you had a flat tire, the very next morning you will have a flat tire.

Law of Close Encounters: the probability of meeting someone you know increases when you are with someone you don't want to be seen with.


Get more details on how our Sales Skills Programs put these Laws to work