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1. 10 SalesTipsto BoostYour SalesSuccess
1. Sell solutionstochallenges:
Mediocre sellerssell features,“Myproducthas10x more featuresthanthe competitionathalf the
price.”Or, “I followthis8stepprocessto evaluate yourbusinessprocesses. Step1….”
Average sellerssellbenefits,“Our8 stepprocesswill uncoverthe leversthatleadtogreatstridesin
operational efficiencies.”Or,“Ourproduct will save youdaysof time siftingthroughpilesof data.”
Rainmakers,the bestof the bestwhohave the most salessuccess,sell solutionstochallenges,“From
our conversations,IunderstandA,B,andC are goingon inyour organizationandIthinkthat if youcan
alleviate Cthatwill leadtoanimmediate savingsof more than$200,000 and more than $1.5 millionin
savingsannually.Itwill alsofree upyourstaff tospendtheirtime onmore productive activities.”
What do yousell?
2. Manage your sellingtime:
It takesjustas much time tosell a $25,000 deal as it doesto sell a$100,000 deal.Why not investyour
time ingettingmore $100,000 deals?(See salestips#4 and#6.)
3. Alwaysbe…:
You’ve heardthe ABC’sof selling –AlwaysBe Closing.Butmore importantinmyopinionisABP – Always
Be Prospecting.The bestwaytogetoverthat lostsale is tomove onto the nextsale inyourpipeline.If
your pipeline isempty,itismuchmore difficulttorecover.Tothat endeachlossfeelsmuchmore
devastating.Rainmakersare alwaysworkingtofill the frontendof theirpipelinesbycreatingnew
conversationseveryday.(Forprospectingtips,read6Keysto ProspectingSuccess.)
4. Focus on quality,notquantity:
To some degree salesisanumbersgame.Butit isnot justabout the numbers.The keyisto create
qualityconversations.The toprainmakershave strictqualificationcriteriaanddon’twaste theirtime
withprospectsthatare at too lowa level,companiesthataren’tthe rightfit,orbuyersthat don’thave
the fundsto spend.Rainmakersworkhardtofindoutthis informationearlyon,sotheydon’tspend
theirprecioustime onprospectsthataren’tgoingto go anywhere (seesalestip#2).
5. Alwayshave a nextstep:
Neverleave ameetingoraconversationwithoutasolidnextstepthat’sbeenagreedupon.Betteryet,
alwaysschedule the nextstepwhenyouhave the prospectonthe line.Toooftenyou’ll hearobjections
such as “justemail me a fewtimesthatwill workandwe’ll putitonthe schedule.”Whatendsup
happeningisthe prospectgoesintothe witnessprotectionprogram, nevergettingbacktoyouor
returningyourcallsor emails.
Instead,schedulethe nextstepwiththe prospectrightthenandthere.If the nextstepistosenda
proposal,letthemknowyou’ll putaproposal togetherbutyouneedtoschedule atime duringwhich
youcan walkthemthroughit.Whena prospectmakesa commitmentonthe spot(puttingthe next
meetingontheircalendar),theyare muchmore likelytofollow through.

2. 6. Shoot high:
It’smuch more difficulttoworkyourwayup in an organizationthenitis toget referreddown.When
youstart lowit’san uphill battle thatisrarelywon.Whenyoustart highhowever –at the C-suite –and
getreferreddown,you’re more likelytofindthe rightdecisionmaker.Andthatpersonismore willingto
take your call.Afterall,you’re beingreferredtothembythe higherpowers.
7. Take a page fromthe boy scouts:
Alwaysbe prepared.There’snoexcusefornotdoingyourresearchbefore ameeting.Iwasrecentlyona
productdemoin whichthe salespersonaskedtohave a pre-call withme sothat she couldcustomize
the demoand make specificrecommendationsforoursituation.Itookthe pre-call,duringwhichshe
askedexcellentquestionsthatallowedhercreate ademogearedexactlyforwhatwe were lookingto
do.On top of that she made some insightful recommendationsforthingswe coulddorightaway
withoutevenusingthe product.
Onlybydoingher researchandaskingthe right questionsaheadof time wasshe able todeliversuchan
impactful demo.
8. Provide value:
In herbook SNAPSelling,Jill Konrathstressesthe importance of providingvalue inthe sales
conversation.She callsitbeinginvaluable,andshe alsopointsoutthat itis absolutelythe bestwayto
buildstrongrelationshipsandgetthe inside track withprospects.Buyerswanttoworkwithpeople who
are expertsintheirtrade andcan provide value ineachandeveryconversation.Whatvalue canyou
provide,notonlyonce a prospectbuysfromyou,but inyoursalesconversationsleadinguptothe sale ?
9. Understandyour buyers:
In The 6 BuyerPersonas(AndHowto Sell toThem),we walkyouthroughthe preferencesandstylesof
differentbuyers.It’sessential tounderstandwhat’simportanttoeachindividual buyerandtheir
decision-makingprocess.Whenyouknow thisyoucanmore easilymatchyoursellingprocesstotheir
buyingprocess(RainmakerPrinciple #4) andultimatelywinmore deals.
10. Answerthe 'why?':
Why shouldIstopwhat I am doingto listentoyou?Whyis yourproduct or service betterthanthe
competition?Whydoesitcostmore?Why doI needyourproduct or service?WhyshouldIbelieve you?
In all of your communicationsandconversations,aseriesof whyquestionsare circlingaroundyour
prospects’minds.Don’twaitforyourprospectto ask these questions(inmanyinstancestheywon’t).
Instead,be proactive andanswerthese questionsheadon.