CHAPTER I APPENDIX
The Core Principles of Professional Selling as Told by a Salesperson
I. THE CORE PRINCIPLES OF PROFESSIONAL SELLING
A. Base your sales philosophy on unselfishly treating others as you would like to be treated.
II. SALES AND SERVICE ARE INSEPARABLE
A. Sales is a calling to serve and help others.
B. Your occupation is not work – it’s what you do. It defines who you are.
C. Serving others provides you with an emotional purpose in life.
III. TO SERVE YOU NEED KNOWLEDGE
A. Being knowledgeable on products and selling skills allows you to provide a high level of
customer service.
IV. CUSTOMERS NOTICE INTEGRITY
A. Your customers trust that you are looking out for their best interest because you are a
person of integrity.
B. To you, integrity is who you are when no one is looking.
V. PERSONAL GAIN IS NOT YOUR MANTRA
A. You are never concerned about sales goals, only customers.
B. You must balance your responsibilities to your firm and your customers.
C. Take care of your customers and they will take care of you.
VI. HAVE AN ATTITUDE OF APPRECIATION
A. Build up a reputation as a volunteer in your community.
B. Consider all of the people who have assisted you and your personal growth.
C. Never compare yourself to others; you can let the boss do that
VII. THE CORE PRINCIPLES ARE NOT
A. Corruptible They Are Not
1. It is composed of pure gold. There are no impurities in it. They are not be used for bad or
dishonest purpose.
B. Self-Serving They Are Not
1. There is no reciprocity involved in applying the Core Principles to anything.
2. The Core Principles do not imply that you should always do to others exactly what you
would like done to you or that you do something for someone in order to receive something
in return.
C. Comprehensive They Are Not
1. There is more involved in being a good person. It will not solve every problem.
D. Easy To Follow They Are Not
VIII. THE GREAT HARVEST LAW OF SALES
A. How you treat others will often determine how you will be treated.
B. Small acts of kindness towards someone over time often results in returns greater than
were sown.
C. Golden Rule Paradox
1. By placing customers first, you often will see increases in sales, greater compensation, and
IX. THE COMMON DENOMINATOR OF SALES SUCCESS
A. The common denominator (trait) of successful salespeople
1. Unselfishly and sacrificially “caring” for prospects, and others, by placing their interests
before our desires.
X. THE FRUITS OF THE SELLING SPIRIT
A. Applying the Core Principles of Professional Selling to work and life results in a fruitful
life.