What I've Learned From Sales

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Lessons from a whole career in Sales

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What I've Learned From Sales

  1. 1. es al What I’ve learned from S
  2. 2. No company can survive without Sales
  3. 3. Convince yourself before convincing others
  4. 4. Talk in present (tense), not past, neither conditional
  5. 5. Look for what’s keeping your prospect’s from sleeping at night
  6. 6. Ask yourself what’s in it for the other person?
  7. 7. …an d pl ay w it h it
  8. 8. Ask your prospect what’s their principal selection factor? 
  9. 9. Make the difference between features, avantages & benefits
  10. 10. Benefits make the price go away
  11. 11. Don’t apologize when approaching or cold calling someone
  12. 12. Remember your interlocutor’s name
  13. 13. …and repeat it
  14. 14. Figure out WHO’s influencing your interlocutor’s decision
  15. 15. Be honest & sincere
  16. 16. Use humour & enjoy yourself
  17. 17. Listen & pay attention
  18. 18. Be confident & persuasive
  19. 19. Make your prospect feel important
  20. 20. When talking to a group, make sure every member is involved in the conversation
  21. 21. When you’re wrong, admit it
  22. 22. er t in ’t n o D pt ru
  23. 23. Put yourself in your prospect’s shoes
  24. 24. Don’t talk bad about a competitor
  25. 25. Embellish your speech with images
  26. 26. Start with your highest offer; thus the second one will be more easily accepted
  27. 27. Reformulate your prospect’s questions to confirm
  28. 28. Don’t answer by a simple ! « yes » or « no »
  29. 29. Mention your satisfied customers’ testimonials to prove a point
  30. 30. Talk to your prospect as if he was already owning the product
  31. 31. Ask them hy w would you sell to them
  32. 32. Ex ’s b y it wh a in pl to ter et rom yf bu OW uN yo
  33. 33. Take your body language very seriously
  34. 34. …and mimic your prospect’s
  35. 35. Keep eye contact
  36. 36. Make yo ur offers time-li mited
  37. 37. Embrace a push/pull strategy to tease your audience
  38. 38. If cost is a problem, reduce it to daily amount
  39. 39. If possible, mention important people using or talking about your product
  40. 40. Sum up benefits before signing contract
  41. 41. Call your clients after they purchase from you
  42. 42. Share your impressions, comments & secrets: jeremie.lorrain@gmail.com Jérémie Lorrain Co-Founder of nail art company Úñica. French, Fashionista, Blogger, Entrepreneur, Businessman, Model, Salesperson, Ambitious, Open-minded, People & OpportunityOriented.

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