Notes I have carried on my PDA or in my Franklin planner for years: Making the Sale--Roy Bettger

• Act enthusiastic, you will become enthusiastic.
• Selling boils down to seeing/meeting people
• Face your fears of public speaking
• Get organized/take time to plan
• Find out what the other person wants, talk in terms of his wants, needs, desires, then show him how you can help him attain them
• make appointments
• be prepared
• identify the key issue
• make notes of key points to cover
• ask questions
• explode dynamite
• arouse fear
• create confidence
• express honest appreciation for your listener's ability
• assume a close
• try to figure out the real reason for saying no
• ask "why"
• say "in addition to that..."
• put the word YOU in the interview
• don't make assertions, ask questions
• remember the lost art of listening
• earn and deserve confidence
• know your business
• keep on knowing your business
• praise your competitors
• bring on your witnesses
• look your best
• be a friend; encourage people
• smile!
• remember names by remembering IRA: impression, repetition, association
• get to the point, don't obscure it with details (the creation story was told in 442 words)
• when scared, admit it
• make appointments (sell the appointment)
• practice your sales pitch, live it, breathe it, and love it
• A demonstration is worth a thousand words
•don't forget a customer, don't let a customer forget you (when you sell 'em, don't forget 'em)
•new customers are the best source of new customers
•follow up new leads immediately
•report back on the results of leads
•appeal for action
•save closing points for the close
•summarize the main points
•welcome objections
•ask the prospect to write his name here
•courage is the conquest of fear

Ben Franklin's Thirteen adapted for salesman
•enthusiasm
•order: self-organization
•think in terms of others' interests
•questions
•key issue
•silence: listen
•sincerity: deserve confidence
•knowledge of my business
•appreciation and praise
•smile: happiness
•remember names and faces
•service and prospecting
•closing the sale: action