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Tom Riach
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Tom Riach   My Press Releases

Wealth 31 : The Art Of Selling

Published on 11/16/2014
For additional information  Click Here


The Art Of Selling” is an original copyright Press Releases sent from my happy home in the sunny south of Portugal.

Wake Up 2 Wealth

My Daily View Of The World!


In my business hay day, a steady stream of prospective clients would call on me daily. They'd sit before me and, almost without exception, start with the same introduction. It went like this : “Georgia Brown (or whoever) said to see you because you won't try to sell me anything.” …. “ … you won't try to sell me anything … !” Note those words. That they were repeated to me so often and with such trust remains for me to this day my proudest achievement, the finest accolade that I ever received in business or that I could ever wish to receive. You see, not only were the words they spoke absolutely spot on, I would not try to sell them anything, but as they said the words they would be in line of sight of a cabinet directly behind me which was groaning with silverware and major sales awards!

 Does this seem like a contradiction? I'd suggest that the answer to that is both 'Yes' and 'No'. 'Yes' because all those people who visited me clearly ended off purchasing something. But 'No' because, when they consulted with me, they were presented only with appropriate solutions, not unwanted ones, and they were given a free choice as to the course of action they preferred. You see my view has always been that if I do the right thing for the client, as opposed to doing the most profitable thing for me, then life will do the right thing for me. And so it turned out.

POWER POINT - “Do the right thing for other people and life will do the right thing for you.”

So when I say that the people who visited me did end off buying something, what was it that they bought? Well they only ever bought one thing, and that one thing was … me! Actually they bought trust in me and the belief that I'd do just what I said I would do! But in reality they did not even buy those things, they didn't pay for them nor have them packaged to take away with them. So it was simply an understanding arrived at that I would provide what they wanted and they trusted me to do just that.

 So, did I sell them anything at all? Actually “No” … but did I help them to find and then give them what they wanted? “Yes!” Let me explain. All the clients beating a path to my door -

 Knew that they needed something ... but ...

  • Mostly did not know what that something was

  • Needed someone (me) to help them identify that something

  • Then the someone (me) could supply the something without selling it!

 Get it? And that's what professional selling – let's call it 'not-selling' - is all about.

POWER POINT - “Professional selling = * Win the client's trust, * Identify the clients need, * Supply the need.”

 Thus in principle the practice of professional selling is simple. There's a sequence of actions to be followed and that sequence should be followed repetitively. And note that the words 'simple' and 'repetitive' are by far and away the two most important words to remember, not only as regards selling but with regard to all areas of life. Simple and repetitive actions add up to great achievements.

 POWER POINT - “Simple and repetitive actions add up to great achievements.”

 Take my word for it. I'm not the kind of guy to mess about. Check me out by CLICKING ON the photo below.

The Art Of Selling

That's me on the right, on stage at Vilamoura Casino presenting awards in my capacity as consultant to a major leisure and tourism company.



 Another extremely important point to understand about the art of selling is that good sales practices are good life practices. In other words, there is nothing that you do in successful ethical selling that you shouldn't be doing in leading a successful ethical life. Or, to put it the other way round, good life skills are good sales skills!

 POWER POINT - “Good life skills are good sales skills.”

 But there's more than just that to becoming a top notch sales professional. To make the grade takes hard work (naturally), field experience and professional training and qualification. The last mentioned – studying, sitting exams and gaining professional qualifications – is all the more relevant if wishing to progress to the sophisticated selling level needed when dealing with high net worth individuals and corporations. These groups are themselves much more 'sales savy' so you have to be up for it by being prepared (done all your research, homework and training), poised (confident, ready to succeed and rehearsed for all eventualities) and persuasive (ready to state your case eloquently and deal with objections).

 POWER POINT - “To succeed in life you must be prepared, poised and persuasive.”

 When making your sales presentation … I won't call it pitch (the reason will become clear) … be it to a vast corporation or to that sexy guy/gal who has so grabbed your fancy (!), there is an infinite variety of tactics and strategies which the advanced sales practitioner can call on. But, guess what? … most are very simple in principle and all should be used repetitively. That's not to say that it's easy to use them or to determine when, where and how or if to use them, but some basic key techniques are :


  • Eye Contact : This is self evident … but ...

  • Listening : Listening is far more important than talking (hence no 'pitch')

  • Probing : Gentle leading questions to establish the 'needs' (what, why, how)?

  • Story Telling : Giving real 3rd party experiences to consolidate points

  • Agreement : Establish common ground, things you share a liking for

  • Silence : Creation and use of breaks in narrative is a powerful tool

  • Take Away : Casting doubt on your ability to deliver increases desire

  • Choices : Offer options from which client can choose course of action

  • Confirmation : Confirm every point by use of question and take-away

  • Repetition : Repeat every point at least three times

  • Integrity : Be absolutely straight, firm and honest


One final point of extreme importance. The more you study selling (and life) skills the more apparent it should become that psychology plays a major part in pretty much everything that we say and do. If you don't come to that conclusion then you're not understanding our being at all.

So it will pay you to study the subject of psychology, everyone from Freud and Jung through to modern practitioners such as John Bradshaw (Homecoming) and Oliver Sacks (The Man Who Mistook His Wife For A Hat) – I heartily recommend the writings of all of these. Read them, you'll be the better for it.

You will learn that, in order to understand others you must first understand yourself. Once you've got a handle on what makes you tick then you are far better placed to work out other peoples behaviour. And from there you'll be able to make real progress in learning the 'fine art' of professional selling. And who knows? maybe, just maybe, one day someone will say of you, “He won't try to sell you anything!”


I live and 'work' in the sunny south of Portugal. Need I say more?


Website : Wake Up 2 Wealth


My Amazon Best-Seller : Mastering the Art of Making Money



is an original copyrighted Tom Riach press release, short and to the point. I hope you enjoyed reading and found it informative and/or entertaining. To learn more or to get in touch with me please visit me at WAKE UP 2 WEALTH.

See you there! Regards, Tom.


© Copyright Joseph T.Riach 1998-2016. All rights reserved.


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