When I think of “old school” selling techniques, I’m often reminded of the 1980 movie Used Cars.  The comedy features Kurt Russell as a hotshot used car salesman named Rudy Russo.  Russo and his crew are getting piece-of-junk cars ready to sell, and they willing try anything to make a buck.

Doesn’t this capture how many people view all salespeople?  Unfortunately, yes, it is.  So what’s to be done?  It is a sales professional’s job to change that outlook using the principles of influential selling. Influential selling is based on four key principals:

1. No one likes to be sold, but everybody likes to buy things.
2. People generally buy with their emotions and justify with logic.
3. Treat prospective customers as if they’re your mom.
4. Establish likability, trust, and influence.