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Originally posted at Secular Change on Oct. 15, 2005

Here are a couple of Do's and Don'ts on selling

Don'ts
1. Don't sell on the phone (unless you can take an order over the phone).
2. Don't mail a brochure (unless you're in a mail-order business).
3. Don't sell in the living room.
4. Don't sell standing up (unless you're in a showroom).
5. Don't interrupt the client when they're talking.
6. Don't argue with the client.
7. Don't slouch.
8. Don't cross your arms, legs or feet.
9. Don't be late.
10. Don't continue to sell when the client is ready to buy.

Do's
1. Do set a definite appointment on the phone.
2. Do confirm the appointment at least a day before the appointment.
3. Do prepare a sequential, logical and clear presentation leading to the close.
4. Do sell on the dining room or kitchen table.
5. Do shut up and listen to the client.
6. Do ask a lot of clarifying questions.
7. Do sit straight and lean forward a bit.
8. Do dress neatly and properly that is appropriate for your industry.
9. Do call the client if you are going to be late.
10. Do ask for referrals.