100 Greatest Sales Tips of All Time

I just received the new book “The 100 Greatest Sales Tips of All Time” edited by Leslie Pockell with Adrienne Avila (Warner Business Books, February 2006). The book is a collection of sales tips from some of the best business thinkers around the world.

It is one of those thin hardbound books that you can finish in an hour (love those types!), with each page containing one tip whether it is one short sentence or a couple of paragraphs.

Some of my most favorite tips from the book are:

A salesman minus the enthusiasm is just a clerk. (Harry F. Banks)
When you have a passion for your product, selling is the natural by-product of sharing the love (Kae Groshong)
Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust. (Zig Ziglar)
A mediocre salesman tells. A good salesman explains. A superior salesman demonstrates. Great salesmen inspire buyers to see the benefits as their own. (Carolyn Shamis)
I was 11 years old, selling soap door to door to earn my way to YMCA camp. I’d say, “Hello, my name is Brian Tracy. I’m selling Rosamel beauty soap. Would you like to buy a box?” People would say, “No, don’t need it, don’t want it, can’t afford it,” etc. I was very frustrated — until I rephrased my presentation: “I’m selling Rosamel beauty soap, but it’s strictly for beautiful women.” People who had been completely uninterested would say, “Well, that’s not for me. It wouldn’t help me. How much is it?” I started selling the soap like hot cakes. (Brian Tracy)