LESSON 3Six Rules of Selling
When I first started my sales career at Xerox Corporation, I was taught a few things that have stayed with me for close to 35 years. These basic principles allowed me to be the number-one salesperson at Xerox out of a national sales force of 11,000, and have continued to bring me success in the businesses I have owned during the past two decades.
True salespeople follow six rules of selling that mirror the basic themes of every notable sales book. These principles have not changed in more than 75 years, and they probably will not change in the next 75. I learned the first three in 1976, at our Xerox training facility in Leesburg, Virginia, when I sat in a classroom for 12 to 14 hours a day, six days a week, for three ...
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