Here are the links from this website that are helpful
Salespeople should never... use overplayed words and
phrases such as: "trusted advisor", "what keeps you up at
night", or the dreaded "just checking in".
Never Use Industry Jargon
The moment you use language the prospect doesn't understand, their confidence level drops. Most people think the salesperson is trying to "get over" on them when they do this.
The moment you use language the prospect doesn't understand, their confidence level drops. Most people think the salesperson is trying to "get over" on them when they do this.
Never forget that the word ‘NO’ is not a stop sign but
rather an acronym for Next Option/Next Opportunity/Next Offer.
Never Give A Blind Quote
If you sell a service, there's a lot of information you have to gather from your prospect in order to create an accurate and meaningful proposal. If a prospect insists on eliminating this process, and wants a price immediately, refuse. Yes, flat out refuse--professionally. I will tell a prospect, "I wish I could just make up a price for you. It would save me a lot of work. I'm sure there are plenty of amateurs out there who will do that for you, but I'm a professional and need to gather information before I can do a real proposal for you." The prospect will either understand or go on to call someone else. You must be OK with the latter because blind quotes are usually disastrous.
Never Give Up
I will never, ever, ever walk away from a sale. It doesn't matter how many times the prospect says no. If he is willing to listen, I will keep talking. I'm not kidding or exaggerating about this. The only time I'll walk away is if the prospect either asks me to leave (if I don't, I'm trespassing), or threatens to call the police (self-explanatory). Luckily, I've never had these things happen to me. If you give up and decide to walk away, how will you ever know what could have happened if you had stuck it out?
Never Give A Blind Quote
If you sell a service, there's a lot of information you have to gather from your prospect in order to create an accurate and meaningful proposal. If a prospect insists on eliminating this process, and wants a price immediately, refuse. Yes, flat out refuse--professionally. I will tell a prospect, "I wish I could just make up a price for you. It would save me a lot of work. I'm sure there are plenty of amateurs out there who will do that for you, but I'm a professional and need to gather information before I can do a real proposal for you." The prospect will either understand or go on to call someone else. You must be OK with the latter because blind quotes are usually disastrous.
Never Give Up
I will never, ever, ever walk away from a sale. It doesn't matter how many times the prospect says no. If he is willing to listen, I will keep talking. I'm not kidding or exaggerating about this. The only time I'll walk away is if the prospect either asks me to leave (if I don't, I'm trespassing), or threatens to call the police (self-explanatory). Luckily, I've never had these things happen to me. If you give up and decide to walk away, how will you ever know what could have happened if you had stuck it out?
Learn the art of listening
Learn the art of listening and asking questions about the
client. They love to talk about themselves
When attending a networking event, do not stick close to
your friends and colleagues. You are there to meet potential new clients. Work
the crowd and come away three new names that you can contact the next day.
I'm turned off when sales people say: "Well, to be
honest with you...". What have you been hiding? What else are you hiding
from me? Always be honest and direct in your sales engagements.
Never celeberate closing a sale in the parking lot, hold
your composure until you are well out of sight the client before you start the
high fives. There is a good chance that if the client sees you exuberance after
the sales call they wonder if you got more than you expected. That’s not the
last impression you want to leave them with. Sure enough Buyer’s remorse set in
and by the time we got back to the office there was a message for us…it wasn’t
good news.
Never stop asking questions.
We often think we know everything we need to know after we have completed the first few phases of a sales cycle.
This is a dynamic business and change is THE constant.
Make sure you have thought provoking questions for every visit with a prospect and especially a customer. It takes less time and effort to sell more to an existing customer than to convert a prospect to a customer.
Never stop by, drop in, or check on a customer!!. They are running a business and require that you add value each and every time you meet with them.
Never miss an opportunity to ask a customer WHY they chose to buy from you and equally important, never miss an opportunity to circle back to a loss and ask WHY they did not buy from you.
We often think we know everything we need to know after we have completed the first few phases of a sales cycle.
This is a dynamic business and change is THE constant.
Make sure you have thought provoking questions for every visit with a prospect and especially a customer. It takes less time and effort to sell more to an existing customer than to convert a prospect to a customer.
Never stop by, drop in, or check on a customer!!. They are running a business and require that you add value each and every time you meet with them.
Never miss an opportunity to ask a customer WHY they chose to buy from you and equally important, never miss an opportunity to circle back to a loss and ask WHY they did not buy from you.
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