Ethics First Then Customer Relationships
1. WHAT INFLUENCES ETHICAL BEHAVIOR?
The individuals role:
1. People behave differently because of their:
a. Worldviews - people's different beliefs about the world around
Prospecting The Lifeblood of Selling
I. THE TREE OF BUSINESS LIFE: PROSPECTING
A. People want to trust the person they buy from.
B. New customers are frequently gained through referrals which are earned by
displaying integrity, t
The Psychology of Selling: Why People Buy
THE GOLDEN RULE: BENEFITS
Customers want to trust you.
Do the right thing for customers and tell them the truth even if that means a
Unselfishly try to help cus
The Life, Times and Career of the Professional Salesperson
WHAT IS THE PURPOSE OF BUSINESS?
A. To increase the general well-being of humankind through the sale of goods and
services. This requires making a profit.
Communication for Relationship Building: Its Not All Talk
THE GOLDEN RULE: COMMUNICATION
You can read people's minds (sort of).
Use the techniques learned in this and the last chapter to better meet people's
needs, not j
Sales Knowledge: Customers, Products, Technologies
I. THE TREE OF BUSINESS LIFE: KNOWLEDGE
A. Sales people must be experts on everything involved with their product.
B. Customers rely on salespeople to have this knowledge.
Time, Territory, and Self-Management: Keys to Success
I. THE TREE OF BUSINESS LIFE: TIME
A. People spend time doing what is most important in their lives.
B. Using your time in a career to help others results in a wonderful life