7 Demand corporate and personal values. Honesty is essential to selling. When you've stopped laughing, understand that knowing and responding to gray areas is essential to successful selling. They sell in a process. 8 Establish market differentiation.
Every successful company has characteristics that set it apart.
This competitive differentiation might be in the areas of service, technical support, lead-time or breadth of capability, not just price or product benefits. 9 Communicate value-added services with quality individuals. The delivery of service value to the customer base has created a boon for professional salespeople and the companies they represent. Simply stated, your sales force represents the single most influential statement of value-added service that you make to your customer base. 10 Develop a corporate program for commitment and growth.