White sales

Millions of books, articles, videos, and other materials have been created about sales. We wouldn’t have enough time in a lifetime to read them all. We are forced to search for, select, and accept only the information we choose—it’s a tough challenge for our brains! It’s equally difficult to digest Continue Reading

It’s not the employer who pays the salary; the employer merely distributes the money. The salary comes from the client. Henry Ford Table of Contents Toggle Favorite pastime Who is the client to whom? Saturation point Key advantage At least one Hiring as Selling Client portfolio Money and career The Continue Reading

Whenever a person acts foolishly, they do so with the noblest of intentions. O. Wilde A person differs from animals in their ability to mentally manipulate objects, predicting the outcomes of such manipulations. Animals can do this too: a dog has enough sense to understand where a stick will fall. Continue Reading

Under otherwise equal conditions, people would prefer to do business exclusively with their friends. In reality, these other conditions are not so equal. However, people still want to do business with their friends. Jeffrey Gitomer Table of Contents Toggle New time Example How does the buyer think? Regulation Old approach Continue Reading

You can’t sell if people don’t want to buy. Akio Morita Table of Contents Toggle Cause and effect Experience of absence First, agree. Where does working with objections begin? “Default ‘No’” Commercial proposals Ambiguous Chapter Summary Main ideas Exercises Where to start? Cause and effect How would you feel about Continue Reading

If you are able to solve the problems that arise better than the clients could have expected, they will be loyal to you for life. Richard Branson Table of Contents Toggle Built-in protection Backwards Supercompetence Kickbacks What is this for? When is this needed? What can this be replaced with? Continue Reading

A blind pig sometimes finds acorns, but it’s still useful to know that they should be looked for under an oak tree. David Ogilvy Table of Contents Toggle Contact generators Branches on the tree Main monkeys Manage recommendations Types of meat Category I “Cut, Steak” Category II “Shoulder, Hip” Category Continue Reading

Sellers rarely think about choosing their clients… like a sailor on leave at the shore — we aren’t very picky. That’s a huge mistake. Seth Godin Table of Contents Toggle Who is our client? They are growing like mushrooms. Elephant hunting My favorite size Business in Networks Funnel Guard your Continue Reading

People buy trust before they buy products. Mark Stevens Table of Contents Toggle Badge of distinction Help of the hall Mountain system “This” and the mission The market for random sales To be a monopolist Copy-paste Add yourself. Chapter Summary Main ideas Exercises Where to start? Badge of distinction In Continue Reading

To my beloved Nastya. To the person to whom I sold nothing. I have never been involved in marketing. I just loved my customers. Zino Davidoff This entire book will be dedicated to the idea that sales without love are impossible. There are no guaranteed “tricks,” “scripts,” “words,” “phrases,” “questions,” Continue Reading