Success Principles from Ron Willingham

Ron Willingham, in Integrity Selling; How to Succeed in Selling in the Competitive Years Ahead (New York: Doubleday, 1987), gives 10 "success principles," one at the end of each chapter.

Here are they are:

1. "People are more apt to listen to you when they veel good about you--when they feel they can trust you!" (p. 11)

2. "People are more apt to buy from you when they perceive you view the world as they view the world."

3. "People are more apt to buy when they're talking than when you're talking." (p. 35)

4. "People are more apt to respond to information you ask for than to information you freely give them." (p. 46)

5. People are more apt to buy when you communicate end-results benefits than when you communicate only the product or service features." (p. 60)

6. People are more apt to understand your offering when they experience it, than when they just hear about it." (p. 73)

7. "People are more apt to believe what others say about you than what you say about yourself." (p. 85)

8. "People are more apt to believe you when they see a congruence between wheat you say and who you are." (p. 99)

9. "People are more apt to negotiate when you ask their opinions than when you press your opinions." (p. 111)

10. "People are more apt to see your side of the argument when you first see their side." (p. 124)

"But I'm starting a business, what's this got to do with sales?" you ask. I have to reiterate, it's all sales. In order to generate revenue through sales, you have to sell products. You may not be selling specific products, but you're selling the public on your business, and that's sales.

What do you think about this? Post a comment to this blog.

This is some of the stuff that will go into my entrepreneurship course. The ideas in it supply the life's blood of my professional activities: teaching, writing, and real estate. For entrepreneurial real estate go to www.yourstopforrealestate.com/blog and for entrepreneurial writing to www.kearneymusicschoolmurders.blogspot/com.