Lois and I recently spent a few lovely days with Shel Horowitz and his wife Dina Friedman at their home. Lois, my wife, had known Shel for many years but this was the first time we had the pleasure of spending time with them in person. While it was mostly a social visit we did talk about business. We all had the same philosophy to sell with integrity. Shel has written many marketing books. He gave me one co-authored with Jay Conrad Levinson: “Guerrilla Marketing Goes Green”. In chapter five they discuss “Sales the Right Way”.
What Is The Right Way To Sell?
Shel, Jay and I have similar views on the right way to sell. Focus on prospects with a high probability to win the work, pay attention to match your communication style to the prospect, ask good questions, practice active listening, and sell with integrity.
What Is Integrity?
My short answer is doing the right things the right way at the right time for the right reason. We have …