Two years ago, I first posted my “Twelve Golden Principles of Selling” and then last year I updated the article, which became known as the 2.0 version.
In the light of events this year, I thought it timely to not only update again, but also to expand my thoughts on each principle. So this in effect is the 3.0 version, including the original introduction – I hope you enjoy it.
“I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I had to create the “twelve golden principles of selling,” what I would come up with.
Clearly, this is not only a very subjective view, but also, I found it terribly difficult to reduce my initial list of the essential rules of selling to just twelve. However, mindful of the fact that this exercise is designed to provide guidance to salespeople just starting on the first rung of the ladder (although I do believe that we should all regularly re-visit our founding principles) here is my take on the twelve golden principles of selling”