This isn't one of those useless lists (I hope) that makes noise without saying anything. You'll get real tips that you probably already know but need a good reminder.

1. Presented by Hunter Willis, SharpLink

2.  You can’t be all things to all people
 Create niche-specific materials
 Become a student of their specific needs
 Push how your product benefits them or solves
problems they have, not the product itself

3.  Write down what you want to accomplish
before each of your next 10 (or more) sales calls
 After each meeting, write down what you
could have done better
 Create tangible steps on what you could
improve and do it the next time
 What patterns are emerging?

4.  The salesy questions aren’t always the best
questions
 Discover the prospects reasons for buying;
don’t assume your reasons or thoughts are the
same as theirs
 Develop & ask questions that make the
prospects think about themselves and answer
in terms of YOU
 Ask their opinion often – it gives great info &
serves as a trial close

5.  Do you have a USP (unique selling
proposition)?
 Is it tangible to the customer? “We have great
people” is a cop-out. “We offer free software
updates for life” is tangible (this is one of
SharpLink’s USPs)
 Get buy-in on the value from the customer

6.  Do cold calls & cold emails work with you?
Probably not – why do you expect them to work
with someone else?
 Get highly involved in your community and
industry.
 Write blogs, white papers and record podcasts for
inbound marketing. Also write for industry blogs
& trade publications
 Read the book, “The Power to Get In” by Michael
Boylan
 Research a prospect online to find his interests &
then find a creative way to reach out touching on
that interest

7.  Endless calls effectively saying, “Hey – are you
ready to buy yet?” eventually fall on deaf ears
 Adding a prospect to your monthly newsletter
list is a good start but not very effective
 Send personalized emails, written notes and
more.
 If the prospect is a furniture manufacturer, research
& find an article or commentary on the industry
 If the prospect is a huge Colorado Rockies fan, mail
him a rookie card of an up-and-coming player with a
note attached

8.  If you don’t make a sale, it’s YOUR fault. You
failed in getting the customer to see the value
 Take responsibility for the lost sale. Learn from
it & do something about it
 Write down what you could do differently next
time. Focus on the entire presentation – from
the pre-sales research, to the rapport you built
to the pitch & close
 What can you learn from your successes?
Write down what worked & repeat it

9.  Send other overlooked tips to:
Hunter@SharpLink.co & reference this
presentation
 SharpLink sells “smart” products for the home
& business. Interested in hearing more? Visit
www.SharpLink.co or call 719-357-7361
 Interested in adding smart products to your
sales channel? We want to hear from you! Call
Hunter: 719-357-7361