- If you forget everything else, remember this one thing: The number-one key to success is persistence, “stick-to-it-iveness.” Live the “last man standing” rule: Quitters never win, winners never quit.
- Be a lover of current affairs. Read the paper (online if not in print), and not just the sports page! Make the business section your favourite section.
- Know something about a broad range of topics, make connections with customers, be a perpetual student.
- Rehearse, practice, train constantly.
- Pick the low-hanging fruit first. Find the open doors.
- Be action-oriented.
- Ask the customer what they want, and give them exactly what they want.
- All good relationships are built on two things: Trust and Respect; you need to have both for your customers, and they you.
- Think big, promise big, deliver bigger.
- Don’t make promises you can’t keep.
- Take notes!!
- Match your approach to the personality traits of your customer (Give an Analytical lots of data, give a Driver just the facts, make an Amiable feel they are not alone, and tell an Expressive how great they are).
- Be a doctor: Never prescribe medicine until you’ve diagnosed the patient.
- Ask questions. You have two ears and one mouth so listen twice as much as you speak.
- Three very powerful words: “Tell me about…”
- Answer questions with questions: “Does you product have (feature)?” “Tell me how that fits into your needs?”
- Answer objections with questions: “I see, tell me how that is important to you?” NEVER argue with a customer … they are always right, even when they are wrong.
- Be the specialist. Become the guy they all go to for the answers.
- Pick yourself up, dust yourself off, get back on the horse.
- No whining. There are no problems, only opportunities … The glass
- really is half-full.
- Take risks … push yourself out of your comfort zone.
- No B.S. Know what you are talking about, but if you don’t know, it’s okay to say, “That’s a really good question. I don’t know the answer to that, but I’ll find out for you, if you like.”
- Do your paperwork outside of ‘Pay Time” (pay time is 8:30 to 5:00pm when you have an opportunity for face time with the customers).
- Ask yourself, “Is what I’m doing right now making me any money??”
- Do it now, do it now, do it now … Less time thinking, more time doing.
- Form good habits. Make your work ethic habitual.
- Be in the game to win, not just compete.
- You are not a salesperson, you are a business person.
- Show leadership.
- Know your competition. Be better than they are. Know why & how you are better.
- Customers will lie to you; expect it, but don’t you lie to them.
- Be nice to your fellow employees, you’ll need their support.
- Divide the selling process into a series of “handshakes.” Never move to the next step until you have agreement from the customer. When would you rather learn that you are going to lose a sale, in the first 3 minutes, or after you’ve spend 6 months on them??
- You need 100 “NOs” before you’ll hear a “YES.”
- Your closest friends and family will by the quickest to tell you “that can’t be done.”
- You must learn these five criteria to be 70% closed:
- Be organized! Say what you are going to do, and do what you say you’re going to do.
- Who’s the easier person to sell to? Your existing customer. Stay in touch with your customers.
- There’s a difference between lying and negotiating … Honesty is always the best policy.
- If a customer over pays you by mistake, take great pleasure in refunding their money, you will have a customer for life.
- Always be selling … anywhere, anytime … always be feeding your funnel.
- Be a goal-setter … write your goals down (I mean it), most people want only four things in life:
- Dress sharp, look professional.
- Be bold, be brave, be smart, be cool. Success breeds success. Act like a winner.
- Give to the universe, it will give back to you.
- Act like the person you want to be, not the person you are.
- Love what you do, have fun!
- Life is all about choices. Be careful what you ask for, you just might get it.
1 who are the decision makers?
2 what is the budget?
3 what are the timelines?
4 what is the scope of work?
5 who are you competing with?
Confirm an initial meeting (even phone meeting) with a courtesy “letter of engagement” which re-states the 5 critieria above (If there are any objections they come out right now).
1 close personal relationships
2 a career they love
3 financial independence
4 good health
Set goals in all four categories. Review your goals regularly and adjust if needed.
Looking for more strategies learned from experience?