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Sales Tip #1
- Law of Conventional Wisdom:
think counter intuitively - human nature is a
relevant component of innovative sales.
Sales Tip #2
- Law of Vision:
when sales people cherish past sales more than
future sales they stagnate.
Sales Tip
#3 - Law of Discovery:
people are generally better persuaded by the
reasons which they have themselves discovered
than by those which have come into the mind of
others. (Pascal)
Sales Tip
#4 - Law of Constant Change:
nothing in selling is permanent: you never
lose a customer and you never win a customer.
Sales Tip
#5 -
Law of Price vs. Value:
the price is never too high; rather,the
prospect doesn't see the value of the product
or service.
Sales Tip
#6 -
Law of Positioning:
if you can't be the first supplier in line, be
second in as many lines as possible and be
ready when the #1 misses a commitment.
Sales Tip
#7 -
Law of Customer Knowledge:
knowing something about your customer is just
as important as knowing everything about your
product.
Sales Tip
#8 -
Law of Resourcefulness:
One
option is a pitch; two an alternative; three a
repertoire.
Sales Tip
#9 -
Law of the Slight Edge:
If you
score 99,99% and your competitor 99.98%, you
win she loses.
Sales Tip
#10 -
Law of Business Development:
It's not
what you know but who you know that matters.
Sales Tip
#11 -
Law of Caring:
No one
cares how much you know until they know how
much you care.
Sales Tip
#12 - Pareto's Law:
20% of your customers give you 80% of your
business.
Sales Tip
#13 - Law of the Right Question:
No need to know all the right answers - only
the right questions.
Sales Tip
#14 - Law of the Quick Start:
Get out of the blocks early at the beginning
of the day, week, month and quarter. The
momentum will energize you for the rest of the
period.
Sales Tip
#15 - Law of Big Numbers:
The smaller the sale, the greater the number
of sales you have to make.
Sales Tip
#16 - Law of Luck:
Luck is preparation meeting opportunity.
Sales Tip
#17 - Law of Preparation:
Given three minutes to present, invest two in
preparing and one in telling.
Sales Tip
#18 - Law of Organic Growth:
Treat each customer as if they were a
prospect.
Sales Tip
#19 - Law of the Self-fulfilling Prophecy:
Whatever you vividly imagine, fervently
believe, and enthusiastically act upon, will
inevitably come to pass.
Sales Tip
#20 - Law of Competence:
Good selling is not holding all the cards, but
making the most of the ones you have.
Sales Tip
#21 - Law of Personal Resources:
A sales professional's two greatest resources
are Attitude and Time.
Sales Tip
#22 - Law of Selling Traits:
A sales professional's most important selling
traits are:
-
Empathy for the customer
-
Will to win
-
Resilience
Sales Tip
#23 - Law of Integrity:
To the buyer a salesperson's integrity can be
the most important "product feature."
Sales Tip
#24 - Law of Problems:
Don't avoid problems. By challenging your
innovative skills, stamina and character, they
make you stronger.
Sales Tip
#25 - Law of Personal Appeal
-
First step is building Rapport
-
Next step is establishing Credibility
-
Last step is earning Trust
Sales Tip
#26 - Law of Networking:
Not networking = not working.
Sales Tip #27 - Law of Past Success:
You are only as good as your last sale. To
think anything more is a delusion.
Sales Tip #28 - Law of Value:
Whether your first call or fifty-first call
also provide a value proposition.
Sales Tip #29 - Law of the Big Sale:
The larger the sale, the broader base of
support is needed within the client's
organization.
Sales Tip #30 - Law of Urgency:
Approach each sales opportunity as if your
career depended on it. |
