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Digg it UP - Common Sales Do's And Don'ts
I got into Allentown, PA the other day at about two in the afternoon. It wasn't too bad of a drive from Vermont where I was from. Oh sure it took a long time, but it was pretty scenic and relaxing for the most part. I was arriving at the Allentown business school with my best friend Joe, just in tim
19. Focus on what you want not what you don’t.
20. Keep your ego out of the sales process.
DON’T
1. Talk too much.
2. Give information before you get it.
3. Give redundant presentations.
4. Assume everyone buys for similar reasons.
5. Be afraid
Bronchitis is identified as being either chronic or acute. Acute bronchitis usually is limited into ration to anywhere from a few days to a week or two. It's often accompanied by flu like symptoms. Once ill, you can expect to have several days, with limited or no productivity, and even more time not
DO
1. Compartmentalize the issues in your life and career.
2. Spend regular time in self-improvement and reflection.
3. Ask for the business.
4. Close a relationship, not just the sale.
5. Study the competition.
6. Know your product/service better than anyone.
7. Set goals and monitor your progress.
8. See rejection as a tool to learn about yourself.
9. Sell value not low price.
10. Keep accurate and consistent sales records.
11. Cultivate your support staff.
12. Work hard as hard to keep the business as you did to get it.
13. Listen more than you talk.
14. Tailor your sales message.
15. Listen between the lines.
16. Carefully observe early prospect/client signals.
17. Let poor prospects go earlier rather than later.
18. Get information before you give it.
19. Focus on what you want not what you don’t.
20. Keep your ego out of the sales process.
DON’T
1. Talk too much.
2. Give information before you get it.
3. Give redundant presentations.
4. Assume everyone buys for similar reasons.
5. Be afraid o
Over the years I have used thank you’s to cultivate more futile ground for business. Although not everyone mines for gold this way there are many who understand the value of being pleasant and letting everyone know who you are and what you do. When you leave a tip after a good dinner you are thanking t
DO
1. Compartmentalize the issues in your life and career.
2. Spend regular time in self-improvement and reflection.
3. Ask for the business.
4. Close a relationship, not just the sale.
5. Study the competition.
6. Know your product/service better than anyone.
7. Set goals and monitor your progress.
8. See rejection as a tool to learn about yourself.
9. Sell value not low price.
10. Keep accurate and consistent sales records.
11. Cultivate your support staff.
12. Work hard as hard to keep the business as you did to get it.
13. Listen more than you talk.
14. Tailor your sales message.
15. Listen between the lines.
16. Carefully observe early prospect/client signals.
17. Let poor prospects go earlier rather than later.
18. Get information before you give it.
19. Focus on what you want not what you don’t.
20. Keep your ego out of the sales process.
DON’T
1. Talk too much.
2. Give information before you get it.
3. Give redundant presentations.
4. Assume everyone buys for similar reasons.
5. Be afraid
Every trade show presents its own unique challenges, but there are a number of features that are common to all trade shows. Whether you are attending a local Chamber of Commerce show or a well funded national show, there are a few general guidelines you can follow to make sure that you are well prepare
5. Study the competition.
6. Know your product/service better than anyone.
7. Set goals and monitor your progress.
8. See rejection as a tool to learn about yourself.
9. Sell value not low price.
10. Keep accurate and consistent sales records.
11. Cultivate your support staff.
12. Work hard as hard to keep the business as you did to get it.
13. Listen more than you talk.
14. Tailor your sales message.
15. Listen between the lines.
16. Carefully observe early prospect/client signals.
17. Let poor prospects go earlier rather than later.
18. Get information before you give it.
19. Focus on what you want not what you don’t.
20. Keep your ego out of the sales process.
DON’T
1. Talk too much.
2. Give information before you get it.
3. Give redundant presentations.
4. Assume everyone buys for similar reasons.
5. Be afraid
Today everyone knows at least one person who has lost their job to down-sizing, right-sizing, cut-backs, production reduction or a mean, vicious “bogus leader” who could care less about your family, your life or your existence at the company. This may sound a bit overboard, but everyone has probably e
12. Work hard as hard to keep the business as you did to get it.
13. Listen more than you talk.
14. Tailor your sales message.
15. Listen between the lines.
16. Carefully observe early prospect/client signals.
17. Let poor prospects go earlier rather than later.
18. Get information before you give it.
19. Focus on what you want not what you don’t.
20. Keep your ego out of the sales process.
DON’T
1. Talk too much.
2. Give information before you get it.
3. Give redundant presentations.
4. Assume everyone buys for similar reasons.
5. Be afraid
Science works fast, especially when it comes to adhesives. A few years back, the BBC Wildlife magazine published a little story on gecko lizards. They referred to the little creatures as cling kings because they’re known to cling to surfaces even when the surface is held upside down. The year was 2002,
19. Focus on what you want not what you don’t.
20. Keep your ego out of the sales process.
DON’T
1. Talk too much.
2. Give information before you get it.
3. Give redundant presentations.
4. Assume everyone buys for similar reasons.
5. Be afraid of rejection and failure.
6. Waste time on unimportant non-sales issues.
7. Promise a little and deliver less.
8. Sell low price.
9. Assume all sales resistance is negative.
10. Try and do it all yourself.
11. Give product focused presentations.
12. Deal in negatives; what you can’t do.
13. Spend time with poor prospects.
14. Advertise your willingness to make concessions.
15. Assume selling and negotiating are the same.
16. Lose control of the sales process.
17. Just cultivate your client organization contact.
18. Cold call before you have done some research.
19. Assume a verbal yes, means yes.
20. Assume you will have the business forever.
Why not check your typical sales behavior against the above lists.
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