The 10 No Fail Rules of Selling

In any complex sale, there are 10 rules of selling you must always keep in mind:

No Fail Rule 1

The mother of all rules:

• There are no free moves
• All decisions involve tradeoffs and they have consequences
• Take the conversations to the consequences

No Fail Rule 2

Whenever the prospect asks you to do anything that involves expenditure of your resources, know exactly what will happen next before you do anything.

No Fail Rule 3

Prospects lie with fat words. Accept none of them.

No Fail Rule 4

Always know where you are in YOUR process. After each call you must update your situation awareness:

• What happened on this call?
• What steps of your process are now complete?
• What is next?
• What did the prospect and I agree would happen next?

No Fail Rule 5

Sell to prospects; teach customers.

No Fail Rule 6

Stop telling and start selling.

No Fail Rule 7

If they can't tell you the cost of the problems, they will not spend money to fix them.

No Fail Rule 8

If you didn't create the specifications of the RFP, then you are column fodder.

No Fail Rule 9

When you're not last in the beauty parade, you lose.

No Fail Rule 10

The truth and the money for me is at Level 3+.

Follow these rules to increase your success closing complex sales. Want to talk through any of these 10 rules or learn more? Contact me or check out my training events.