The Four Fundamentals of Carnegie Selling

December 13, 2011

“There are four ways, and only four ways, in which we have contact with the world. We are evaluated and classified by these four contacts: what we do, how we look, what we say, and how we say it.” Dale Carnegie

There is no truer statement in sales that what Mr. Carnegie commented on years ago. The best sales success model is built on both simplicity and fundamentals. It is not how great you are in the business; it is about how well you do things. When you think about it, the basics make or break a salesperson. Fundamentals is a key term because you must have FUN at what you do. You must always use your MENTALS, and success only comes when you take the DUH out of the middle of both.

Let’s look at the four ways that can make salespeople different form all the others.

  • Same page foundation: Every salesperson must have processes that can be definable, traceable, manageable, measurable, and trainable. There are two partners in career growth, sales leadership and sales processes.
  • Active listening: Hearing is what we are born with, but listening is both a skill and a talent. The best professionals know when to be quiet and when to speak.
  • Organization: Documenting what you do right and what you do wrong will uncover both problems and opportunities. Write things down and make good use of the information.
  • Upbeat and positive: A truly clean, crisp, and professional appearance, coupled with a smile and a high energy presence, will engage even the toughest customer.

It is indeed “what we do, how we look, what we say and how we say it.” Thank you Mr. Carnegie.

Join us on February 17, 2012 for Leadership Training for Managers; it provides great information that can be used to support your people. See you there!

This post is shared with you by the good folks at Dale Carnegie Training of Central & Southern New Jersey. We would love to connect with you on Facebook


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