Patterson’s 32 Golden Rules of Sales

These rules can not only help you complete today's sales tasks, but they can also bring you lasting sales success by strengthening the sales process. Patterson believes that progress is the result of thinking.

The phrase "Think!" was once used as a motivational tool to motivate Patterson's sales staff and other employees in the company. In 1911, after NCR's millionth cash register was sold, a pocket-sized book was published as a salesman's motivation manual. The title of the book is "Think!" and it contains some short articles introducing the contributions that some of the great inventors of that time made to the world.

The term "Think!" was originally proposed specifically for salespeople and store owners. The purpose is to make salespeople think of better ways to win sales, obtain referral opportunities, and make store owners realize the cash register benefits to their business.

12 things to think about every day

How to find new customers? How to become a better sales presenter? How can customers benefit from using my product? How can I do better today? What new things have I learned? How can I provide better service? Is my attitude better today than yesterday? Are my customers still loyal today? How am I spending my time today? Has anyone recommended a client to me today? Did I recommend a client to someone else today? Did I perform exceptionally well today? Please consider taking action and put these 12 thoughts into practice one by one. The most outstanding character of a salesperson that conquers others

Confidence, as the most persuasive character, is what a salesperson must possess. Believe that you are the best salesperson in the world, believe that you are working for the best company in the world, and believe that the products you sell are also the best in the world.

If you don’t believe this yourself, others won’t either.

Before selling products to others, you must be sincere about your company, your products, and yourself.

What do you believe?

How can you strengthen your self-confidence?

Do you realize that self-confidence is closely related to your success?

To achieve sales success, three things are essential:

1. You must believe that you are working for the greatest company in the world;

2. You must believe that you have the greatest product in the world;

3. You must believe that you are the greatest in the world people.

The key word is: "You must believe" It is entirely up to you

Attitude is determined by the degree of effort in belief and pursuit. Whether it is a positive pursuit or a negative desire, it is a choice and a way of life and work. (Unfortunately) Negativity is human nature, human nature. And a positive attitude is. It is an acquired self-cultivation, which must be learned and practiced every day to be effective.

When communicating and making statements, you will always naturally reveal your true attitude.

However, sometimes you will be depressed and unable to maintain your cheerful mood. At this time, you may be depressed because of family, financial or health crises.

If you allow these factors to penetrate into your sales presentations and communications with customers, the result will inevitably be a decline in sales performance. It may even cause your performance to drop to zero.

As a result, you will blame others for your own reasons and complain and accuse others because you cannot get rid of the shadow and correct your attitude. Patterson puts employees through grueling boot camps he created to ensure his team hires only the best. In his view, the recruiting process is not a critical step in hiring employees. He only hires those who can be trained in sales.

The "basic training" Patterson asked his employees to receive is very similar to the basic training of the military. His soldiers are undergoing his basic training course in a tent in the wilderness. If they want to be employed, they must pass arduous training. They often gather together in hundreds, and persist in passing all training courses no matter whether it is exposed to the sun, rain, cold or heat.

How much energy have you invested in basic training? What efforts have you made to achieve better sales results? What sacrifices were made? What was your own boot camp like? How do you consistently practice self-cultivation and self-discipline? What is your daily schedule? If the self-confidence you have established is vulnerable due to lack of knowledge and lack of assertiveness, it is easy to lose self-confidence and confidence.

If you never pay enough attention to the real reasons for achieving sales success and do not make it a top priority and repeatedly warn yourself (convince yourself), then you will easily fail in sales. Don't make money for the sake of making money - find out the real reasons that motivate you to make money, and clarify the spending plans and arrangements you will make once you make money.

How to educate and improve yourself consistently?

At home, are you filling your head with meaningless, repetitive TV shows? I still spend most of my time studying to make myself a better person. Become a better salesperson? What did you do yesterday, last week, or last month to expand your knowledge?

How much time should you invest in order to achieve your own achievements and performance? How much energy? The answer is: no matter how much. It's not enough. The following questions. You need to think carefully. Answer:

1. How many sales books did you read last year? 2. How many motivational books did you read last year? 3. How many creation books did you read last year? 4. Did you waste time last week? How many hours have you watched TV? 5. Is there any benefit from watching TV? Why do you still watch TV? 6. Can you turn TV watching time into reading time? Could you use the time you watch TV to read? 7. How many sales and personal development tapes did you listen to while driving? 8. How long have you spent listening to boring “junk radio” while driving? 9. How much time can you spend listening to "junk radio" on learning knowledge? 10. What value can these changes in habits bring? 11. If no changes are made. What will it cost you? The most important self-cultivation in acquiring knowledge

To master sales skills, you must constantly repeat certain conventional words and some effective methods in practice, so as to master the sales rules that can lead to success. Master the basic principles that can lead to success.

Learning refers to continuous self-cultivation in order to achieve brilliant sales success.

On-the-job training is one of the most important manifestations of a successful company.

People always need to keep learning, otherwise they will not be able to keep up with the trend of the times and be abandoned by society. In this case, in order to win the best performance and maximize your strengths, why should you refuse to train or train? First-class athletes always invest in training so that they can be perfect in their sports and maintain their peak condition. . Likewise, top-notch salespeople need training.

Are you wasting your time or are you seizing the time and devoting yourself to it?

How many hours do you spend watching TV every day? How will watching TV help you achieve success? ? Should you spend 30 minutes rewatching a boring TV series, or should you invest these 30 minutes and read a book that will benefit you, an important person in the world? Between the two, what do you think? Which one is more beneficial to your success?

To accumulate wealth, you first need to accumulate your own wealth of knowledge.

Should you become a salesperson by studying, or should you think that you can become a salesperson overnight? Sales is a science and a skill that can be acquired through hard work. Those who seem to you to be naturally good at selling often achieve this by working hard to cultivate their own selling tendencies and selling personalities. After they enter a comfortable sales state, they still insist on continuing to learn sales principles and apply sales techniques.

Think back on how you studied. How did you study those materials and notes when you were in high school or college? Are you studying with others? Are you cramming in order to cope with exams? Cheating on exams? Do you usually take notes? These habits are still the same. Not much has changed. To understand the innermost thoughts of others, go to their libraries and look at the books they read.

The books they often read determine the way they think.

If you often read some books related to success, your chances of success will be greatly increased. Carefully planning and building your own personal library will help you persist in your own learning and develop persistent study habits.

I often hear people say: "I have read that book." But few people say to me: "I use the theory described in that book every day." If you have The book can be read at any time, searched at any time, and referred to at any time. In this way, you can learn more and further clarify the ideas in the book to clear up existing confusions.

Where is your personal library? What are the main books in the library? What kind of books do you use? Here's what everyone has heard for a long time: If Moses (the ancient leader of the Jewish people in the Bible story) had a map, he wouldn't have suffered 40 years of wandering.

Have you found your own success guide?

Using timely labeling is also suitable for your own path to success.

I found the simplest and most brilliant way to achieve my goal. Take out a stack of sticky notes, write down twelve goals you want to achieve on the sticky notes, stick them on the bathroom mirror, and cover the mirror with these big and small goals. That way, you'll see them every morning and every night, motivating yourself to take action that will lead to achievement. Push the work forward a little bit every day (daily workload), so that one day, the goal will be achieved.

Every time you achieve an achievement or achieve a goal, take it off the bathroom mirror and stick it on the bedroom mirror. That way, when you get dressed every day, you'll see (and relive) your success!

The statement of personal mission is to integrate one's own ideas, opinions and goals.

This will provide you with an opportunity to focus on your goals. And finally turn your ideal into reality. This is a great opportunity to write a personal legend: it is also a challenge to yourself.

Although it sounds a bit daunting, it can be quite fun if you take the right measures and act correctly.

Have you written down your goals?

How many goals did you achieve last month? How many goals did you achieve last year? What can you do in the next 30 days, six months, or a year that will help you achieve your goals? Don’t let your goals fall by the wayside {don’t let them fall by the wayside like New Year’s resolutions}. In fact, everyone has the same amount of time.

The most basic core rule of time management is "put important things first."

On the wall of Patterson’s office hangs a chart listing “what needs to be done today.” The chart was huge, Patterson saw it all the time, and it was impossible to ignore it, to ignore its existence. Using this chart Patterson wants to ensure that all tasks, no matter how big or small, are completed within the scheduled timeframe. If the task is completed on time, Patterson can know that his day's work is considered efficient. For NCR's sales staff and senior executives, Patterson believes this time management strategy is also fully applicable.

Actually, time management is not complicated - of course, if you study time management courses, it will be much more complicated. You will find that you need to manage your time well, and even need a minor in rocketry. You need to go through all kinds of hardships to get a degree. Otherwise, you will not be able to figure out some of the fancy and complicated issues taught in the course, such as what charts to use to record what. Tasks, how should they be classified, how should they be prioritized, etc.

Use sticky notes to write down daily work tasks. At the end of the day, check to see if these tasks have been completed. If no task is completed in a day, then the day is wasted and nothing is gained.

Want to double your sales?

It’s simple—just double the time you spend interviewing with decision-makers.

Find ways to meet those who make the decisions. This is the most important first thing, and this is the most effective way to organize your time. This time spent on interviews is directly proportional to the number of sales that can be achieved, and the two are directly proportional. How to search and where to search. Equally important.

Or, a more appropriate statement is: Proper customer search methods can save people from hardship and poverty. Finding potential buyers is still one of the most important aspects of winning a sale.

Want to find new potential buyers?

Perhaps you already have hundreds of potential buyers who are not paying enough attention to your existing customers!

They have gotten to know you, begun to accept you, and like you, and you have established mutual friendliness, confidence and trust with them. You know they have a good reputation because they haven't defaulted on your payment in the past; and, you know, if you call them, they'll definitely call you back!

In my opinion they have What more could you ask for with such generosity.

To hell with cold calling! 11. Strengthen business contacts and promote more sales.

12. Create demand and transform the manufacturer’s passive promotion into the customer’s active purchase.

13. A well-prepared sales presentation should highlight the personalized color of the presentation!

14. Don’t be self-centered in everything, but learn and grasp relevant information about potential buyers. Win the other person's attention.

15. Ask questions and guide the other party to answer. Once you get the other party's answer. It will promote the realization of sales.

16. Only by listening attentively can we deepen mutual understanding.

17. Less rhetoric during sales will save more time for customers and encourage them to take the initiative to make purchasing decisions.

18. The message you convey must be as inspiring as your product in order to attract potential buyers.

19. Rejection is the only way to achieve sales.

20. Sales cannot be achieved through brute force; sales can only be achieved by catering to the needs of others and working harmoniously with them.

21. Reach a purchase agreement and achieve a successful sale - remember to provide the other party with a receipt.

22. Service creates reputation, and reputation wins sales.

23. Extraordinary service can win "sincere gratitude" from customers.

24. Earn recommendations from others instead of asking others to make recommendations for you.

25. When the sales staff is in trouble. A thank you note will help close the sale.

26. Advertising wins attention, and thank you wins customers.

27. Competition is about being fully prepared to achieve optimal performance.

28. Find those people who have helped you succeed and express your sincere gratitude to them.

29. Only by being sincere can you win the loyalty of others.

30. To make a decision, whether it is right or wrong, the key is to make a decision.

31. Behavior creates reputation, please avoid despicable behavior.

32. If you have completed your homework. If you are fully prepared, then these will be fully reflected in the sales performance table.