Twenty-One Sales "Laws"

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

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 loses.

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 processional'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 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.

See how our Sales Skills Programs put this Laws to work