0
es
al
What I’ve learned from S
No company can survive without Sales
Convince
yourself
before convincing others
Talk in present (tense), not past, neither conditional
Look for
what’s
keeping your
prospect’s
from sleeping
at night
Ask yourself

what’s in it
for the other
person?
…an

d pl

ay w

it h it
Ask your prospect what’s their principal selection factor? 
Make the difference between

features,
avantages &
benefits
Benefits
make the price go away
Don’t apologize when
approaching or cold calling someone
Remember your

interlocutor’s
name
…and repeat it
Figure out
WHO’s
influencing
your interlocutor’s
decision
Be honest & sincere
Use humour & enjoy yourself
Listen &
pay attention
Be confident &
persuasive
Make your prospect

feel
important
When talking to a group, make sure every

member is involved in the conversation
When you’re wrong,

admit it
er
t
in
’t
n
o
D

pt
ru
Put yourself in your prospect’s shoes
Don’t talk bad about a competitor
Embellish your speech with images
Start with your highest offer;
thus the second one will be
more easily accepted
Reformulate your
prospect’s questions to
confirm
Don’t answer by a simple
!

« yes » or « no »
Mention your
satisfied
customers’
testimonials
to prove a point
Talk to your prospect as if he was
already owning the product
Ask them

hy
w

would you sell
to them
Ex

’s b
y it
wh
a in
pl

to
ter
et

rom
yf
bu

OW
uN
yo
Take your body language very seriously
…and mimic your prospect’s
Keep eye contact
Make yo

ur offers

time-li
mited
Embrace a push/pull strategy to tease your audience
If cost is a problem,
reduce it to daily amount
If possible, mention
important people
using or talking about
your product
Sum up benefits before
signing contract
Call your
clients

after they purchase from you
Share your impressions, comments & secrets:
jeremie.lorrain@gmail.com

Jérémie Lorrain
Co-Founder of nail art company Úñic...
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What I've Learned From Sales

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Lessons from a whole career in Sales

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Transcript of "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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