Selling is empathetically understanding the other person or company's pain and then relieving or reducing that pain by providing your company's product or service.

Always be on the hunt for the M.A.N. - Money, Authority, and Need. Considering all three, the Need is the most important. What value is there if you are dealing with a decision-maker who has money but they won't need anything for 3 years? If the need/pain is great enough they will help you find the Money or Authority.

People buy for their reasons - not yours.

There is no tomorrow in sales. Decision-makers die. Money can be spent on new priorities. Needs change. Deals must be closed as soon as you have earned the right.

Price is seldom the primary reason people do not buy. Deals come together when the buyer understands the value they are receiving for the money they are spending. The greater the value, the higher the price.

Never give anything of value away without getting something of value back in return. If you do not, people will conclude you are not giving them anything of value.

We close anytime we ask a question, not just when we ask for the order. Therefore, we need to follow the rules of closing anytime we ask for information. If you care enough to ask the question, shut up long enough to let them give you an answer.

Do not start your conversation by asking people how they are. Unless you have already bonded with the person, you do not really care and you will only come across as being insincere.

If you do not have fun selling, go back to school and train for another profession.