15. The Laws of Selling

  1. Marvin C. McMaster

Published Online: 13 AUG 2010

DOI: 10.1002/9780470615935.ch15

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

How to Cite

McMaster, M. C. (2010) The Laws of Selling, in Buying and Selling Laboratory Instruments: A Practical Consulting Guide, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470615935.ch15

Publication History

  1. Published Online: 13 AUG 2010
  2. Published Print: 28 JUN 2010

ISBN Information

Print ISBN: 9780470404010

Online ISBN: 9780470615935

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Keywords:

  • universal principles in selling and laws of selling;
  • ADMANO and HBA - finding out customer's interests and focusing on conversation;
  • listening at least twice as much as one talks

Summary

This chapter contains sections titled:

  • Salespeople Are Made, Not Born

  • You Only Have One Chance to Make a Good First Impression

  • Salespersons Ask Questions, Not Make Statements

  • Fear of Loss Is More Important Than Desire for Gain

  • If You do not ask, the Answer Is Automatically No

  • Listen More Than You Talk

  • Objections Are a Sign of Interest

  • Do Not Argue, Ask for Clarification

  • Body Language Can Defuse Sales Tension

  • Emotional Buying and Logical Justification

  • People Want to Be Fair

  • Honesty Is Good Business

  • Never Criticize an Opponent

  • TANSTAAFL

  • Explaining Quality or Apologizing for the Price

  • The Word Sales Comes from Serving