• Approach sales if you haven’t got much experience as a salesperson • Better understand the sales process • Create useful habits and behaviours • Strengthen your own abilities as a salesperson • And much more!

1. 10 Tips to Help you WIN in Small Business Sales
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James White
Founder & Small Business Champion
August 2014

2. Why are we here?
Whether its your family, a big house, big cars or just the thrill of winning, we all want to be
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3. The common link
If you’re a small business & you don’t win business, you won’t be in business for very long
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4. There is no silver bullet but
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Good People & Products
Good Habits
(i.e. You!)
Business Success
Good Systems

5. Why Listen to me?
Cried when I lost at football at the age of 5 and hate losing now!
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Succeeding has continually driven me with InTouch

6. The world has changed
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Very few people want to be SOLD to
Service and Reputation count for as much as silky words

7. Tip Number 1 – Impressions Count
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Smile – It conveys the right impression
Believe in yourself – If you don’t why should your customer believe in you?

8. Tip Number 2 – Create an extra hour in your day
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Attitude – Your attitude determines your altitude
Hard Work – On the road to success there are very few people on the final mile

9. Tip Number 3 – Sow and Reap
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Be Organised – Keep plates spinning & be focused
Be Prepared – Do your research. Fail to plan and plan to fail
Make Hay While the Sun Shines – The best salespeople are only as good as their last sale….

10. Tip Number 4 – Seek first to understand
Seek to Understand – The best advice for ANY sales person EVER
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Spot Barriers – Kipling's Rules and spotting the barriers

11. Tip Number 5 – Scratch their itch
Its not about you! – Forget about what you want or offer
Scratch the Itch – Get inside the customers head! Where is their problem?
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12. Tip Number 6 – Listen & Ask Questions
Proportion – Listen and listen properly. Its key to success
If you don’t ask – Be interested in them. Do your research & ask with real empathy
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Don’t be creepy – Know the limits and read the signs

13. Tip Number 7 – Remind, Deliver & Follow Up
Be Organised – Use systems or write lists but do the basics
Do what you say you will – If you agree to deliver a proposal then deliver it
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Follow up – Sales success is within the numbers

14. Tip Number 8 – Be Honest
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Be Honest – Wax Lyrical but honesty ALWAYS pays
Live in the Present – Outline the future but always sell the present

15. Tip Number 9 – Know which base to run to
Home run? – Know where to run to at the right time & mind the foul line
Handhold & Nurture – Take your ‘prospects’ on a journey with you
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16. Tip Number 10 – Read the signs & learn to say no
Read the Signs – Learn & know when to make your move
Are you a match? – Use your gut feel to say no to prevent future problems
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17. In Summary
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1. Impressions count
2.Create extra time in your day
3.Sow and Reap
4. Seek first to understand
5. Scratch their itch
6. Listen and ask questions
7.Remind, deliver and Follow up
8. Be honest & sell the present
9.Know your bases and nurture
10.Read the signs and Learn to say no

18. Always Remember
Stay Positive – With a strong belief in what you do you WILL succeed
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If at first…………………….

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You can achieve this

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Thanks for listening & good luck!
Contact us with any questions you have
@jijwhite
uk.linkedin.com/in/jijwhite
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