The document provides an ABC guide to selling that outlines important concepts for each letter of the alphabet. Some of the key ideas covered include having the right attitude to handle rejection, maintaining discipline and enthusiasm, developing goals and relationships, understanding customer needs, and being persistent and zealous in sales. The guide emphasizes qualities like confidence, flexibility, integrity, knowledge, and credibility that are important for success in selling.

1. ABC’s OF
SELLING

2. A- ATTITUDE
•Begins with the
ability to handle
failure and
rejection.

3. B- Balance
•Total fulfillment
in all dreams.

4. C- Confidence
•Act it and you
become like it.

5. D- Discipline
•Desire without
discipline leads to
disappointment,
disillusionment and
depression.

6. E- Enthusiasm
•Be enthusiastic in
sale. Put a smile in
your voice.

7. F-Flexible
•Anything is
feasible if you are
always flexible.

8. G-Goals
•Must be
believable and
worth committing
to.

9. H- Health
•To get rich and
sick is stupid.

10. I-Integrity
•Be trustworthy so
people will like you,
trust you and want
to listen to you.

11. J-Just for today
•Live in the present
moment. Burn the
past. For the
future depends at
• your present.

12. K-Knowledge
•It is power when
properly applied.

13. L-Laughter
•It is like medicine
to the bones.

14. M-Mentor
•Allow yourself to
be mentored and
mentor others.

15. N-Network
•With every new
person you meet,
you expand your
potential client
base.

16. O-One word answers
• Extra words are
free, so be generous.
Avoid one word
answers.

17. P-Persistence
•Growth occurs when
you feel you can’t go
on, but know you
can’t quit.

18. Q-Qualifying
•When qualifying a
prospect, presume
someone else is
involved.

19. R-Relationships
•Begin with rapport.
Develop respect and give
more service than your
clients expect and they
will give you more
referrals.

20. S-Success
•The continuous
journey toward the
achievement of
predetermined,
worthwhile goals.

21. T-Time Planning
•You must do the
most productive thing
as possible at every
given moment.

22. U-Understanding Needs
•Customers needs are
critically important.
Uncover and
understand them.

23. V- Vary your
responses
•Be careful not to use
the same word or
phrase repeatedly to
your customers.

24. W- Weak, wimpy
words
•Share your confidence
with your customers.
Avoid weak, wimpy
words

25. X- X-Out the Credibility
Busters
•Your callers expect
the truth. Eliminate
credibility busters.

26. Y- You buy or they buy
•If the customers
aren’t buying from
you, you’re buying
from them.

27. Z- Zealous
•Full of zeal. In sales
you must be actively
and unreservedly
enthusiastic.