The sales cocktail party rules

Throw away your corporate Powerpoint presentation - only present to customers about the customers themselves, their hopes, their problems, their dreams.

Don't talk about your product - only talk about the difference your product can make to the customer's situation.

Don't respond to "requests for quotation" - go talk to customers and find new problems to solve for them.

Don't talk about price - talk about customer value.

Don't close the sale - open the relationship.

Don't pay sales commission on receipt of the order or payment - pay on receipt of a customer signed case study/reference site.

Don't do canned product demos - do customised customer scenarios.

Any more to add to the list?

Sourced from the gapingvoid blog, brought to my attention at brand autopsy.