Things I Didn’t Learn from a Sales Textbook Presented by: Courtney Pemberton @cpembyrun
Sales Strategies I Didn’t Learn From a Sales Textbook
Nov 19, 2014
Selling is easy and often times common sense. Trust me, there are many business books out there that will provide the "secret to sales succes." But none of them really address the unique situations that come up and that you must address that really lead to a closed sale. These stories and recommendations stem directly from my experience in Business Development and how they can be applied to an office of 1 to 100+. Like I said, selling is easy. You must be genuine, confident, memorable and know how to hustle. And if you are missing just one, you will see a direct impact on your sales. Period. I had the pleasure of presenting this discussion to the amazing and inspiring folks at the Co-Inside Houston Launch Party, supporting local start-ups and entrepreneurs in the Houston community.
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Transcript
Things I Didn’t Learn from a Sales Textbook
Presented by: Courtney Pemberton@cpembyrun
Let’s chat
1. Selling is easy2. Successful sales strategy3. Efficient time management for sales
What we’re going to talk about today:
Selling is…
Be Genuine
Confident
Memorable
Need I say more?
Successful Sales Strategy
First Impressions
And then there’s the 2nd, 3rd, 4th…
Who wants to be “that guy?”
Confident
1. Website2. Grammar3. Social media profiles4. Employees
Everything Else
Qualifying Leads
Sales is like dating…1. Who is your ideal client? Write it
down2. What do you have in common?3. What are their interests?4. What is important to them?
“Why?”
1. Identifies how serious they are about buying
2. Assists with your future research and meeting preparation
3. Gears the conversation directly to their needs (versus the lame sales pitch)
Things you will forget, so don’t
1. Remember their name
2. Take down their contact info – phone and email
3. Make sure they have your direct contact info
4. Ask what the next step is – your goal is to setup a face-to-face meeting
It’s OK to say "No”
The Meeting
Preparation
1. Research…and make it apparent that you did
2. Know who you are presenting to
3. Google is your friend
4. Personal commonalities
5. Relevant examples
LISTEN
Paint the picture – Show Value
Educate
Humor
Memorable
Additional Sales Meeting “Gems”
1. Ask the right questions
2. Mobile Devices…this is an “iffy”
3. Use real examples and scenarios
4. Take note of artifacts in the room or office
5. Provide the answer even if you are not the answer
6. Give a tangible take-away or resource that will help them immediately
Follow-up
Need I say more?
Don’t Let Them Forget You
1. Hand written ‘Thank You’ cards
2. Links to resources that made you think of them
3. Detailed voicemails
4. Happy Birthday
5. “Independents do it differently”
Memorable
Help them help you
Won? Loss?
1. Closed Won
a. Why did they buy from you?b. Referral
2. Closed Loss
a. Why did they not buy from you?b. Keep their information and check
back in at a later date
Don’t forget about the people that already trust you
“Time Is Money”
DON’T WASTE YOUR TIME
Sales is like dating…
Wearing multiple hats?
1. No matter your position, you must always take advantage of a sales opportunity
2. Prioritize what will directly bring in new business
Invest in a CRM
Resources(Yes, Sales Books)
1. “How to Win Friends and Influence People” – Dale Carnegie
2. “The Sales Bible” – Jeffrey Gitomer
3. “Crush It!” – Gary Vaynerchuck
Courtney PembertonBusiness Development Manager281.497.6567 [email protected]
Thank you! Questions?
Schipul – The Web Marketing Companywww.schipul.comBlog.schipul.com
Tendenciwww.tendenci.comBlog.tendenci.com
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