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Sales Strategies I Didn’t Learn From a Sales Textbook

by Courtney Pemberton on Aug 30, 2012

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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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Sales Strategies I Didn’t Learn From a Sales Textbook Presentation Transcript

Things I Didn‟t Learn from a Sales Textbook Presented by: Courtney Pemberton @cpembyrun

Let’s chat

What we‟re going to talk about today: 1. Selling is easy 2. Successful sales strategy 3. Efficient time management for sales

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

Everything Else 1. Website 2. Grammar 3. Social media profiles 4. Employees

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 buying2. Assists with your future research and meeting preparation3. 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

Preparation1. Research…and make it apparent that you did2. Know who you are presenting to3. Google is your friend4. Personal commonalities5. 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. Referral2. 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

Thank you! Questions?Courtney PembertonBusiness Development Manager281.497.6567 x537cpemberton@schipul.comSchipul – The Web Marketing Companywww.schipul.comBlog.schipul.comTendenciwww.tendenci.comBlog.tendenci.com

Sales Strategies I Didn’t Learn From a Sales Textbook

by Courtney Pemberton on Aug 30, 2012

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Sales Strategies I Didn’t Learn From a Sales Textbook Presentation Transcript