what i've learned from sales
DESCRIPTION
Lessons from a whole career in SalesTRANSCRIPT
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What I’ve learned from Sales
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No company can survive without Sales
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Convince yourself
before convincing others
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Talk in present (tense), not past, neither conditional
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Look for what’s
keeping your prospect’s
from sleeping at night
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Ask yourself
what’s in it for the other
person?
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…and play with it
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Ask your prospect what’s their principal selection factor?
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Make the difference between
features,
avantages &
benefits
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Benefits make the price go away
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Don’t apologize when approaching or cold calling someone
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Remember your
interlocutor’s name
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…and repeat it
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Figure out
WHO’s influencing
your interlocutor’s decision
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Be honest & sincere
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Use humour & enjoy yourself
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Listen & pay attention
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Be confident & persuasive
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Make your prospect
feel important
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When talking to a group, make sure every member is involved in the conversation
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When you’re wrong,
admit it
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Don’t interrupt
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Put yourself in your prospect’s shoes
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Don’t talk bad about a competitor
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Embellish your speech with images
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Start with your highest offer; thus the second one will be
more easily accepted
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Reformulate your prospect’s questions to
confirm
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Don’t answer by a simple !
« yes » or « no »
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Mention your satisfied
customers’ testimonials to prove a point
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Talk to your prospect as if he was
already owning the product
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whyAsk them would you sell to them
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Explain why it’s better to buy from you NOW
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Take your body language very seriously
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…and mimic your prospect’s
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Keep eye contact
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Make your offers time-limited
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Embrace a push/pull strategy to tease your audience
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If cost is a problem,reduce it to daily amount
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If possible, mention
important people using or talking about
your product
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Sum up benefits before signing contract
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Call your clients
after they purchase from you
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Share your impressions, comments & secrets:
Jérémie Lorrain Co-Founder of nail art company Úñica.
French, Fashionista, Blogger, Entrepreneur, Businessman, Model, Salesperson, Ambitious,
Open-minded, People & Opportunity-Oriented.