10 Rules for sales success

Steve Tobak, of Invisor Consulting, LLC, over on his C/Net News Blog has a great article up on selling.  While I don't usually push the Zig Ziglar or Jeffrey Gitomer stuff, something about this article rang true to me.  Steve started out talking about the stereotypical negative image of sales people as being pushy with no self-respect.  But then he makes a good point.  All of us in one way or another have to sell at one time or another. And importantly, we also need to be successful in selling, when we do it.  Steve uses a term my grandmother used to say about children.  Selling isn't a bad thing, it "is misunderstood". My grandma used to say there were no bad children, they were just misunderstood. Selling according to Steve is capitalism in its purest form.  So here according to Steve Tobak are his 10 rules to help you sell more effectively:

1. Be knowledgeable. Also, be prepared. Know your material cold, and that includes knowing how you stack up against the competition and anticipating what may come up. Knowledge and preparation also facilitate effective selling by helping you feel more confident and
   less nervous.
2. Be yourself. If you try to be someone else, or something you're not, you'll fail. Just don't even go there. If you think you're lacking something critical to sell effectively, then learn it or get it. Or maybe you're just on the wrong track. But don't fake it.
3. Be honest. If you believe in yourself, your ideas, your product, whatever, you'll do just fine. Also be forthright, don't beat around the bush. Strategic positioning is one thing--a good thing--but bullshit or dishonesty is bad news.
4. Be persistent. Also, be patient. That doesn't mean don't take no for an answer. Sometimes it's best to give up the battle to win the war. Have faith in yourself, the rest of the universe, and karma. Things really do work out for the best. And if they don't, worrying about it won't make a difference.
5. Be concise. Be crisp, focused, pithy. Don't be verbose, annoying, time consuming, selfish, or a pain in the ass. Don't abuse the audience's or the customer's time and patience. Goes hand-in-hand with being respectful.
6. Be creative. Also be open, collaborative, flexible, a problem solver. The concept of value proposition is based primarily on solving a tough problem better than others can. If it was easy, they wouldn't need you or your product.
7. Be respectful. Respect the audience's or the customer's and right to make their own decision. Be respectful of your competition, as well. Crisply state your selling points, then stop and wait for questions. If you lose, be gracious and you'll win the next time. Don't be arrogant.
8. Be there. Answer the phone, show up, make yourself available, whatever it takes. Also, be present, in the moment, in real time. Interact. Take it one step at a time and trust the process. Don't fire off an e-mail or a phone call and then go into hiding.
9. Be brave. We all have fears. Be afraid. Not only is it normal, it's a critical survival skill. Courage is being scared, recognizing your fear, facing your fear, and doing the right thing anyway. Don't try to block fear; you can't, at least not without creating bigger problems.
10. Shut up and listen. Selling is not about talking, it's about listening. When you listen, you hear what your customer or whoever is looking for. Then you can tailor your responses appropriately and, if you're on the ball, make a connection.

I have never seen these put quite like this, but I like it. Maybe it can help you sell, no matter what it is you are selling!  Thanks to Steve for sharing.