Selling to Win

I just completed reading a brilliant book on selling by Richard Denny called Selling to Win. It is fascinating in it's simplicity, wisedome and attitude. It supplies some very basic concepts that we all know have worked on us before and would work on everyone we would try to sell to. It is not only a book for salespeople but has many general rules of thumb for interpersonal skills, social skills and keys to success. Here are some terms and quotes I liked from the book. Happy reading!

KISS Keep It Simple, Stupid
LUCK Labour Under Correct Knowledge
Believe in you
Always ask “How can I do it better?”
Catch your peers doing something right
Be Pully not Pushy
Sell benefits and results
WIIFM What’s In It For Me?
Turn a need to a want
Find a unique sales point
Value not price
Avoid 3Cs: Criticizing, condemning, and complaining.
Work smarter, not harder
Talk to the MAN = person with Means/Money Authority and Need
AIDA = Attention, Interest, Desire, Action

"The person who gets ahead is the one who does more than is neccessary and keeps on doing it" Richard Denny

"The winners in life think constantly in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do" Dennis Waitley

"The less one has to do, the less time one finds to do it in" Lord Chesterfield

"Practice does not make perfect. Perfect practice makes perfect" Vince Lombardi

"Luck is what happens when preperation meets opportunity" Bits & Pieces

"One of life's little ironies is that when you finally master a tough job, you make it look easy" Richard Denny

"Experience is the hardest kind of teacher. It gives you the test first and the lesson afterwards." Richard Denny

"There is no substitute for hard work. Don't talk about it, do it." Gerald Ronson

"If you do not think about the future, you cannot have one" John Galsworthy

"Experience informs us that the first offence of weak minds is to recriminate" Samuel Taylor Coleridge