Sales – 14 things I have learned

Feb 29, 2015

SalesDrives business successWe have a great weight on our shoulders

Lesson 1More contact= more salesSo think – how can I get the most contactLinkedin – use updatesCoach marketing – they can make contact – eg

newslettersEmail – you can do 7 times more than callsPhone is many time faster than in personBe in the right place at the right time

Lesson 2I sell more when I listenI cannot learn when I talkSome of the biggest wins come from the

customer telling us what their pain points are

Lesson 3You need to sell internally tooFight for what you needMove the organization to best service your

customer

Lesson 4Once you have rapport, it takes less timeTo build rapport – 3-4 in person meetings – then

phone/email can work

Lesson 5Feel – Felt - Found

Lesson 61 person decides to buy but 20 can veto the

orderBuild support from the whole organization

Lesson 7It is never price – even if they say it isYou cannot buy a Danby for less elsewhereWhy would we be selling $300M if our prices

were too high – there are just not that many stupid customers

Lesson 8If – thenIt stops the dance

Lesson 9More customers always beats lessWe need more people to buy

Lesson 10Products sell when they are on displayFight to get them on the floorMore locations means more sales

Lesson 11Small customers become big onesPeople change jobs and take their “friends” with

them

Lesson 12Know your competitionKnow your productsKnowledge wins

Lesson 13Selling to a client solves their problemThey need our productWe are doing them a favor by selling to them

Lesson 14Mostly it is about the simple thingsFollow upContact

Questions?