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Universal Sales Plan ... or, 8 Rules to Sell By
by Martin R. Carbone (1/2000)
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SALES PLANS are of primary importance to any business,. This UNIVERSAL SALES PLAN which has served us well for 37 years. We are and will be following this plan.

 
THE BASICS

Selling is made out to be a lot more complicated than it is. A sales program is most basically defined by

• WHAT you sell
• WHO you sell to and
• HOW you sell. Beyond that, it all boils down to these eight rules.
  

8 RULES OF SELLING

1. The essence of selling is getting the right information to the right people and making it easy for them to buy.
2. It is presumptuous and arrogant to believe that you can build a business by selling people something they don't need or want. 
3. Most successful products and services are bought not sold. They are bought by people who have a need and believe the product will satisfy that need. 
4. Product information can be delivered in any of the following ways: person to person, by reps, dealers or salesmen, radio and/or T.V., word of mouth by customers, mail (in various forms), distribution at trade shows, seminars, telephone and fax, computer networks and space ads. 
5. Good product information is important. The information should be informative, true and complete. Ideally, it should give the prospect all the information he/she needs to place an order. 
6. Lots of salesmen and sales managers don't like to admit that sales can be completed by sales literature in hard copy or electronic form. They like to think that it is their personal charm, intelligence and determination that closes sales. For the most part, that is bunk. Not only can sales be made by sales literature, most sales are. 
7. Advertising, Merchandising and Marketing are all part of and supportive of Selling. Selling is the goal of these support functions. Anyone that uses the word marketing to replace the word selling should be avoided.
8. Sales can ONLY be increased by; (A) Selling more of your existing products to your existing customers --- which probably means NEW SALES METHODS, or (B) adding NEW PRODUCTS, or (C) adding NEW CUSTOMERS.