15 words for SUCCESS

15 WORDS FOR SUCCESS
"Nothing happens 'til somebody sells something."
- Arthur (Red) Motley-

Know your customers. Know your product. See a lot of people. Ask all to buy.

These famous 15 words are quoted from Arthur (Red) Motley, former Chairman of the Board, Parade Magazine. He was one of the finest print ad salesmen of all time.

· "Know your customers" is fundamental to selling.
The more you know about all aspects of your customers and your customers' business, the more likely you are to be able to sell to them. Customer knowledge must be accumulated on each and every sales call.

· "Know your product" is often called product knowledge, but it is much more than that because what is critical is the application of your product or service in the customer's world. "What have you done for others?" is the key question. How have you been able to do it? That's knowing your product.

· "See a lot of people" means all day, every day, is selling time. Any time you are not face to face with customers, you are not selling. Get face to face.

· "Ask all to buy!" The key word is "ask." If you don't ask, somebody else will!

Good luck and good selling,
Jack and Garry KinderThe KBI Group
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com

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