14 things i have learned about sales
TRANSCRIPT
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?