The new Golden Rule in Sales is: "Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible." That means you need to lift your customers out of their status quo by challenging their thinking with business and industry insights. Think like an Entrepreneur and focus on the future and future business outcomes that your customers want to achieve. Entrepreneurs sell business outcomes. Entrepreneurial selling: 5 Secrets to Sales Success
3. Rank in order of importance, the following
characteristics that make a Top Performer
in Sales?
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy
4. 1. Empathy
2. Integrity
3. Passion
4. Creativity
5. Tenacity
6. Curiosity
…to build rapport
…to build trust
…to build interest
…to build the right solution
…to close the deal
…to build understanding
Research found:
14. Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.
The old Golden Rule in Sales was:
Find out what your customers
want, and give it to them.
The new Golden Rule in Sales is:
24. “It is not the
strongest of the
species that survive,
nor the most
intelligent, but the
one most adaptable
to change.”
Charles Darwin
12 February 1809 – 19 April 1882
83. What did sales winners do?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to other
options *What Sales Winners Do Differently, RAIN Group, 2013
Sales Transformation
85. 1. Sell Business Outcomes, not
Technology
3 Takeaways:
3. Great Salespeople (You) are
Entrepreneurs and Agents of
Change
2. Challenge your Customers to
see a different / better future