Since about two years I try to learn as much as possible about how to be a salesman. Some of my insights so far: Try to watch how successful sales-people work.

Since about two years I try to learn as much as possible about how to be a salesman. Some of my insights so far: Try to watch how successful sales-people work. You will get so much fun out of this, after reading some books and spotting their tricks. Selling is not about logic. It is about feelings. Do not tell, but ask. Questions are nice to produce images in other peoples head, without being to obvious. 'Where would you place your new $Item?' Implies that the other is already owning the product. Listen very careful to the answers. There is some buzz around NLP (http://en.wikipedia.org/wiki/Neuro-linguistic_programming http://en.wikipedia.org/wiki/Neuro-linguistic_programming). As far as I know there is no scientific evidence behind it. In my non scientific experiments, some techniques seemed to work great. But the success could be a result of me focusing more on the other person in general. And I see this as a key to a good sale. One of my clients is a very successful salesman. Asked about his best advice he told me: 'Expensive shoes. -pause- You will have to walk in them for many miles.'