Principles and Methods

This quote by Ralph Waldo Emerson contains everything you need to know to avoid trouble in your sales career, or your life.

The man who grasps principles can successfully select his own methods. The man who tries methods, ignoring principles, is sure to have trouble.” – Ralph Waldo Emerson

Principles and methods are the why and the how behind everything you are doing in your profession. They comprise the essential underlying structure supporting every aspect of selling.

A principle is an immutable, natural law or rule which when followed, inevitably produces predictable results. It does not change because you lack the self-discipline to learn and use it.

A principle teaches you why to do something. For example, once you become aware of the law of gravity, you know why it is in your best interests to follow that law or suffer the consequences.

A method is a way of learning how to apply that law and acquire skill in using it to your advantage. Techniques and tactics of how to sell are as varied and individual as there are salesman and women.

There can be an infinite number of methods and ways to apply a fundamental principle while the basic law itself remains unchanged – and far more valuable.

Methods teach you how to apply a principle. Principles simply show you why it works.

Any guarantee of success in sales or in life, must contain both of these elements in proper balance to ensure longevity in your career.

Luckily the principles are easy to learn and apply. When this is accomplished, the methods make sense and are far more effective. Understand the principles and you can develop your own methods.

Long-term success in selling depends on both and understanding of basic principles and developing and practicing workable methods

daniel w. jacobs
(c) 2010 – 2030, all rights reserved

3 Responses to “Principles and Methods”

  1. Angelyn Arcaro Says:

    Excellent, Excellent, Excellent!!! You say so much in such a short space….principles and methods of selling…if anyone grasps the difference and can apply the concepts you clarify, then it is worth millions of $$$ in realized sales…that’s my opinion, anyway.

    Great writing.
    Angelyn

  2. myrna Jacobs Says:

    This applies to every single aspect of life…once you know the principles, you can actually apply any workable ‘methods’ you can find. Great article!

  3. Dan,

    I have enjoyed all your writings to date!

    This piece however, is beyond extraordinary. – It’s brilliant!

    You have just defined the quintessential essence to selling at
    all levels!

    Marvelous! – Brian Reso.

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