sales strategies i didn’t learn from a sales textbook

Things I Didn’t Learn from a Sales Textbook

Presented by: Courtney Pemberton@cpembyrun

Let’s chat

1. Selling is easy2. Successful sales strategy3. Efficient time management for sales

What we’re going to talk about today:

Selling is…

Be Genuine

Confident

Memorable

Need I say more?

Successful Sales Strategy

First Impressions

And then there’s the 2nd, 3rd, 4th…

Who wants to be “that guy?”

Confident

1. Website2. Grammar3. Social media profiles4. Employees

Everything Else

Qualifying Leads

Sales is like dating…1. Who is your ideal client? Write it

down2. What do you have in common?3. What are their interests?4. What is important to them?

“Why?”

1. Identifies how serious they are about buying

2. Assists with your future research and meeting preparation

3. Gears the conversation directly to their needs (versus the lame sales pitch)

Things you will forget, so don’t

1. Remember their name

2. Take down their contact info – phone and email

3. Make sure they have your direct contact info

4. Ask what the next step is – your goal is to setup a face-to-face meeting

It’s OK to say "No”

The Meeting

Preparation

1. Research…and make it apparent that you did

2. Know who you are presenting to

3. Google is your friend

4. Personal commonalities

5. Relevant examples

LISTEN

Paint the picture – Show Value

Educate

Humor

Memorable

Additional Sales Meeting “Gems”

1. Ask the right questions

2. Mobile Devices…this is an “iffy”

3. Use real examples and scenarios

4. Take note of artifacts in the room or office

5. Provide the answer even if you are not the answer

6. Give a tangible take-away or resource that will help them immediately

Follow-up

Need I say more?

Don’t Let Them Forget You

1. Hand written ‘Thank You’ cards

2. Links to resources that made you think of them

3. Detailed voicemails

4. Happy Birthday

5. “Independents do it differently”

Memorable

Help them help you

Won? Loss?

1. Closed Won

a. Why did they buy from you?b. Referral

2. Closed Loss

a. Why did they not buy from you?b. Keep their information and check

back in at a later date

Don’t forget about the people that already trust you

“Time Is Money”

DON’T WASTE YOUR TIME

Sales is like dating…

Wearing multiple hats?

1. No matter your position, you must always take advantage of a sales opportunity

2. Prioritize what will directly bring in new business

Invest in a CRM

Resources(Yes, Sales Books)

1. “How to Win Friends and Influence People” – Dale Carnegie

2. “The Sales Bible” – Jeffrey Gitomer

3. “Crush It!” – Gary Vaynerchuck

Courtney PembertonBusiness Development Manager281.497.6567 x537cpemberton@schipul.com

Thank you! Questions?

Schipul – The Web Marketing Companywww.schipul.comBlog.schipul.com

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