The 15 Unequivocal Laws of Sales

 Violate Them at Your Own Risk!

The Secret of Our Success is
Discovered in Our Daily Agenda!

• 1. They can be learned.
• 2. They stand alone.
• 3. They carry consequences.
• 4. They are the foundation of selling.

1. The Law of Security: We will sell in proportion to our level of security. If you think “Nobody wants to buy from me,” guess what? Nobody will buy from you. 

2. The Law of Likeability: We sell yourselves more than the product or service. People buy from people who add value to them. 

The Secret of Our Success is
Discovered in Our Daily Agenda! 

-Not based on culture, gender or age.

-Relate and apply to all communities (products, services, Speaking, etc.)

-Respected by great salespeople as sales laws.

-Stand the test of time (not dated or a fad)

• 1. They can be learned.
• 2. They stand alone.
• 3. They carry consequences.
• 4. These laws are the foundation of selling.

1. The Law of Security: We will sell in proportion to our level of security. If you think “Nobody wants to buy from me,” guess what? Nobody will buy from you. 

2. The Law of Likeability: We sell yourselves more than the product or service. People buy from people who add value to them. To add value to others we must first add value to ourselves. 

3. The Law of Columbo: If we ask more questions we will sell more. The more questions, the more we find out, and the more we sell in their “sweet spot.”

4. The Law of Process: Sales develop daily; not in a day. Selling is a process, not an event. We overestimate the event and we underestimate the process.

5. The Law of WII-FM: Everybody listens to WII-FM: What's In It For Me? Benefits always beat features. The combination of those two is called VALUE. 

6. The Law of The Odds: The more prospects, the better the odds of making a sale. Increasing your contacts will increase your prospects, will increase your sales.

7. The Law of The Rosetta Stone: If we can’t speak the language the customer speaks, we’ll never make a connection, and we’ll never make the sale. 

8. The Law of The First Contact: Everyone likes to HELP someone. The object of the first visit is to get the second visit. 

9. The Law of Daddy: Find who gives permission. If the person buying has to get permission from Daddy to write the check, I want to speak with Daddy.

10. The Law of The Bundle: People see more value when we bundle in our everyday features as a perk. Just staying in touch with a buyer after the sale is a great positive.

11. The Law of Silence: Never quote fee on a first contact. After you quote the fee, the next person who talks is surrendering their advantage to the other.. 

12. The Law of The Purple Cow: If we do something that makes us stand out from the crowd, we’ll be noticed and sell more. Be unique in someone's life to connect better.

13. The Law of Chick-Fil-A: Our best prospects are happy, satisfied, loyal, key, frequent, existing clients. Get them to work for you. “Don’t worry about getting bigger. Get better and the customers will make us bigger.”

14. The Law of “Let’s Make a Deal:” People buy with their heart, not their head. Always be willing to negotiate in good.

15. The Law of the Price Tag: There is a price we pay to get to the top in sales. And the price we pay will determine how successful we will be.