15 universal truths in selling ebook · 3/15/2019 · 15 universal truths in selling! ebook. the...
TRANSCRIPT
15 Universal Truths in
SELLING! EBOOK
The Customer is who we work for.
Customers buy from people they
respect and trust.
You and everyone in your
organization are responsible for
Customer Experience.
CUSTOMER FOCUS
UNIVERSAL TRUTHS IN SELLING
1
Calling at the top is the mark
of superior business sales
professionals.
Calling at the top, at the right
time, will shorten your sales
cycle, raise your confidence,
and yield greater opportunity
than any other tactic in your
sales arsenal.
CALLS
UNIVERSAL TRUTHS IN SELLING
2
QUESTIONING
Questioning is the primary skill of a
successful sales professional.
Become a student of questioning, as
asking thought-provoking questions is the
#1 skill of business-to-business sales pros.
Begin with the big picture — then explore
the business issues, the problems, the
needs, and the opportunities in detail.
UNIVERSAL TRUTHS IN SELLING
3
Listening intently is integral to
effective questioning.
Listening engages. It is hard
work, and humbling.
It draws the customer towards
you. It forces you to understand
first, before considering possiblesolutions.
LISTENING
UNIVERSAL TRUTHS IN SELLING
4
YOUR SALES MANAGER
Your Sales Manager is the most
important person in your sales
career.
Cultivate and tap into that
wealth of experience to drive
results.
UNIVERSAL TRUTHS IN SELLING
5
DECISIONS
Understand and
align to the
customer’s criteria in
making decisions.
More importantly, take responsibility for
shaping that criteria.
UNIVERSAL TRUTHS IN SELLING
6
Never go into a call without in-
depth preparation.
Always research your
customer’s business and industry to see the world from
the customer’s eyes.
Always send a brief Agenda prior
to the meeting.
PREPARATION
UNIVERSAL TRUTHS IN SELLING
7
VALUEKnow the value of your products and
services to your customer inside and
out. Articulate that value, along with
the benefit your people and your
organization provides.
Since value is in the eyes of the
beholder, align and leverage the value
you offer to what the customer values.
UNIVERSAL TRUTHS IN SELLING
8
Building a personal relationship is
what keeps you inside an
organization.
Treat everyone with respect. Like
them, care for them. Empathize.
Help them succeed personally and professionally.
RELATIONSHIPS
UNIVERSAL TRUTHS IN SELLING
9
MONEY
Show them the money.
Illustrate how they and
their organization will
benefit financially from
your product or service.
UNIVERSAL TRUTHS IN SELLING
10
Prospect to build your pipeline. Track
your numbers. The best sales pros
know their numbers and are relentless
about the number of touches they
make every day.
Pick up the phone and begin
conversations every single day. It is
the foundation for growth.
PROSPECTING
UNIVERSAL TRUTHS IN SELLING
11
COMMITMENTSDo what you say you will do.
Keep your commitments,
period.
Be a model of integrity and dependability.
Return all calls every day, no
matter what the time –
customers notice.
UNIVERSAL TRUTHS IN SELLING
12
LEARNING
Be a curious, relentless, life-long learner.
Study and sharpen your Sales Process and the
steps that drive results.
Continuous learning is the most important
individual strategy for sales success.
UNIVERSAL TRUTHS IN SELLING
13
GROWTH
Sustainable, profitable
growth is the foundation for
long-term success.
Planning and superior execution enables growth.
Anticipate with the customer
what the future will be.
UNIVERSAL TRUTHS IN SELLING
14
MINDSET
Desire
OptimismDetermination
Persistence
Resilience….
Top salespeople never let
failure overtake them.
UNIVERSAL TRUTHS IN SELLING
15
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