5 Keys to Success

5 KEYS TO
SUCCESS
Time tested rules that lead to success in any company
SEALS Training: www.ts-sealstraining.com http://www.linkedin.com/in/salescoach

1st Key to Success
It all starts
with your
BELIEF
ENGINE!

The Catalyst of a
Sale is Belief
P + C + Y = BELIEF
Product + Company + You = Belief

BELIEF ENGINE PART
- P
Belief in Your Product
• Do people need it?
• How does it help people?
• What makes your product unique?
• What is your products competitive edge?

BELIEF ENGINE PART
- C
Belief in Your Company
• Why do customers buy from your company now?
• What is your company’s reputation?
• Is your company going to change the industry?
• Are they staying cutting edge or up with the times?

"If you believe you can, you
probably can.
If you believe you won't, you
most assuredly won't.
Belief is the ignition switch
that gets you off the
launching pad.“
- Denis Waitley

BELIEF ENGINE PART
- Y
Belief in You
• Do you believe in yourself?
• What makes you different from your competitors?
• How are you going to separate yourself within your
industry?
• Who is in your “Fan Club?”

2nd Key to Success
Be
Prepared!

Be Prepared!
• That's the motto of the
Boy Scouts. "Be prepared
for what?" someone once
asked Baden-Powell, the
founder of Scouting,
"Why, for any old thing."
said Baden-Powell.
• Be prepared for life - to
live happily and without
regret, knowing that you
have done your best.
That's what the Scout
motto means.
Excerpted from page 54, Boy Scout Handbook, 11th ed,(#33105), copyright 1998 by BSA, ISBN 0-8395-3105-2

BE PREPARED…
For Your Customer
• Most customers are depending on you to prepare for
them and yourself.
• Do you know your product or service inside and out?
• Do you know the current trends in your product or
service?

BE PREPARED…
For The Objection
• What did you anticipate the objection before the
call?
• Are you ready for the common objections?
• Do you have the facts or materials necessary to
overcome their concern?

BE PREPARED…
For Your Moment
• Moments are like shooting stars. If you are not
looking at the sky you could miss it.
• To separate you from your competitors
• Don’t over stay your “welcome.”

BE PREPARED…
For The Sale
• Did you visualize the sale before the call?
• Buying signs are there…now “Open” the sale.
• Do you have the proper “tools” to close the sale?

BE PREPARED…
To Succeed
• Are you ready to be successful?
• Be self-provisioning. Don’t wait for your company to
deliver what you need.
• Success is a journey…not an event.

3rd Key to Success
Remember
the Rules of
Engagemen
t

Rules of Engagement -#1
Create a great
customer experience.
Leave them better off,
then before you got
there.

Remember the
Golden Rule of Business:
Do unto others that you
have them do unto you.

Do the right thing!
Be a person of
character.

Be a humble servant!
Remember,
you need them as much,
if not more, then they
need you.

Remain fluid!
Do what is best your
customers, not matter
what the cost.

4th Key to Success
“Tricks”
of the
Trade

“Tricks” of the Trade - #1
Don’t take stupid No’s
• Make sure you are not letting your customer off the
hook with a “stupid” no.
• A “stupid” no is defined by a minimal reason why
they won’t buy from you.
• Maybe is a “stupid” no.

Give them something
to say no to!
• People don’t want to say yes to the first price or deal. They
know that there is something better is they say no.
• It makes them more comfortable. It helps them feel like they
win and will allow them to justify it to the “mystery” partner
is necessary.
• This will allow “roadblock” to surface. It will get you closer to
the yes.

Leave room to negotiate!
• Start will a high price. If they say yes, great. If they say
no, now you have the room to concede.
• Remember the rule of 3. By the third proposal, the
likelihood of the sales increases significantly.
• People want a deal. It makes your customer feel like they
won.

Allow them to “test drive”
your product or service
• Help them see themselves using your product or service.
Create a “picture” of the benefits or outcome.
• Give them a trial version is applicable.
• Remember the Jones’. Name drop or show them who is
using your product. People don’t want to be the
experimental lab rat.

Fear of loss is more
impactful than hope of gain
• When do you do to the doctor? When your sick? Or when you
healthy?
• What do your customer lose by not doing business with you?
• Remember human nature. People don’t like to lose!

5th Key to Success
SAY
THANK
YOU!

Thank You Tip - #1
Say it!
• When you are done with the sale, say thank you.
• People remember gratitude.
• It makes them happy too!

Thank You Tip - #2
Send them a note.
• It feels good to know you are thanked after the sale.
• It keeps you in front of them.
• Send “snail mail” over email. If you can’t…send the
email.
• Send holiday or birthday cards to current customers

Thank You Tip - #3
Follow Up
• This shows the customer that they matter to you!
• They may have questions or concerns that you can
address early rather than allowing them to stew over the
issue.
• Allows you another opportunity to present a new of
different product or service.

Thank You Tip - #4
Leave them saying
WOW!• Add a little something to get them to come back.
• Give them an offer to experience something else.
• Give a referral.

Thank You Tip - #5
Give a Referral
• It is much easier to get a referral if you give one first.
• Help them with another aspect of their life by
providing a name of someone that fill the need.
• This is the BEST form of thanks!

Thank You
And
Remember to
Have a Great Day
or Make It One!!!! 

5 Keys to Success

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