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Principals
of Great Sales People.
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Over the years I have watched great salespeople navigate. They are
the "Naturals". While their personalities are very different they
operate from a set of success principles that enhance relationships,
create trust and as a result, nuture consistent and profitable business.
I share these simple observations as a guide and a reminder to all of
us who want to develop long lasting skills and long term relationships.
I hope you enjoy this little book.
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In Texas they call this is called "Blocking and Tackling".
When things don't go well they go back to the basics to
reset.
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And for my Eastern friends
"Chop Wood & Carry Water"
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They understand the cadence of relationship building.
They get to "Know" each other first.
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And learn to "Like" each other.
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And then, and only then do they build "Trust".
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They are "Connectors" even when they receive no
return.
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They are "Givers" even when it doesn't make sense
for a personal gain.
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They know that there is "No Instant Pudding"!
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And they know it is going to get
a bit "Messy"!
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Their words have an impact.
They know how to "Poke the Doughboy"
and get that silly giggle.
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They use these impactful words to tell "Stories" to
get their point across.
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It is and it isn't a "Numbers Game".
Quality before Quantity.
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It doesn't need to be tied up in a pretty little bow.
They dont have to get it perfect.. they just get it going!
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They understand basic biology.
One Mouth..
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Two eyes...
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Two ears..
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"Go get'em Tiger" is not a Sales Plan
They have a plan, a sales strategy.
(hint, that is what I do)
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They use S-P-I-N to ask questions.
SITUATION-PROBLEM-IMPLICATION-NEED
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They "Get the Math"
Cost + Profit = $ Sales Price
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They understand that to
"cut your price" is to
"cut your profit".
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So they sell "value" from the start.
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They dont over-think it.
They keep their feet moving.
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And finally... They
"Yam what they Yam" !
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I hope you enjoyed this little read as much as I did
putting it togeather.
About simple.sales.strategy
I provide support and sales training to small and medium size businesses and individuals by building an
effective, simple and proven systematic sales process that is scalable, sustainable and sane.
simplesalesstrategy.com
For individual sales reps I offer a DIY sales plan that really works. In a 90 minute digital workshop I outline a
sustainable and simple sales strategy to help an individual or a team deliver sustainable results quickly and over
time leveraging a simple process that works in large as well as smaller companies. You will see how to identify
and breakdown into simple components leveraging this simple sales plan by defining the structure. Includes sales
tools, a sales plan template and key strategies to improve sales results.
asimplesalesplan.com In this 90 minute digital workshop I outline a
sustainable and simple sales strategy to help an individual or a team deliver sustainable results quickly and over
time leveraging a simple process that works in large as well as smaller companies. You will see how to identify
and breakdown into simple components leveraging this simple sales plan by defining the structure. Includes sales
tools, a sales plan template and key strategies to improve sales results.
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