Great Ideas About Selling

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In the early days of the 20th century, Charles Schwab, president of the industrial behemoth Bethlehem Steel, observed, "We are all salesmen every day of our lives." His words were true then, and they are equally true today. Each of us, in his or her own way, is selling himself at work, at home, and at school. But the most important sale that we must make is the first sale, the one we make to the person in the mirror. These ideas are intended to help.

The following pages comprise a very short but very powerful course in the art and science of selling. Read, heed, and then get busy making more sales calls, having more fun, and earning more money!

Great Ideas About Selling

Advice	Attitude	"The Basics"
Caring	Communication	Composure
Competition	Closing	The Customer
Customer Knowledge	Customer Service	Discipline
Difficult Customers	Enthusiasm	Excuses
Fear	Follow-through	Goals
Habits	Interfering Behaviors	Interfering Beliefs
Knowledge	Law of Averages	Listening
Objections	Opportunity	Optimism
Organization	Originality	Planning
Preparation	Priorities	Procrastination
Product Knowledge	Prospecting	Rejection
Sales Call Reluctance	Sales Presentations	Sales Training
Satisfied Customers	Self-fulfilling Prophecy	Time Management

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