1. The document provides 10 steps to sales success, including finding your niche, being a thought leader, listening to customers, creating a rapport, defining next steps, nailing proposals, closing deals, invoicing early, and learning from mistakes. 2. Some of the key steps are focusing on customer needs, asking questions to understand customers, setting clear next actions, directly working towards closing the sale, and sending invoices promptly. 3. References and links are provided under each step for additional resources on topics like buyer personas, building trust with customers, and closing techniques.

1. STEPS TO
SALES SUCCESS
10

2. ABOUTME
Founderand CEO of 3 Communications, a new digital communicationsagencyspecialisedin EU Affairs.
Over15 yearsof consultativesales and businessdevelopmentexperienceworkingin internationalmedia sales formagazines likeTheEconomist, Forbes, Fortuneand Time Magazine.

3. WHAT
have I learned?

4. 1. FIND YOUR NICHE

5. http://www.npws.net/blog/your-marketing-strategy-needs-buyer-personas

6. http://blog.mailchimp.com/new-mailchimp-user-persona-research/

7. “Don’tjustlimityourresearchto thedecisionmaker, getas muchbackgroundas youcan ontheircircleof influence”
Walter Rogers, Founder& CEO, CloudCoachingInternational
http://anthillonline.com/wp-content/uploads/2010/01/Buying-roles.gif

8. 2. BE LAZY BE SMART

9. http://www.thewolfofwallstreet.com/images/photos/img7.jpg
http://anabolicmen.com/wp-content/uploads/2014/03/testosterone-cheat-sheet-by-tim-ferriss.jpg

10. http://championshipbasketballschool.com/wp-content/uploads/2013/12/The-rule-of-80-20.jpg

13. http://www.thewolfofwallstreet.com/images/photos/img7.jpg

14. 3. BE A THOUGHT LEADER

15. http://thenypost.files.wordpress.com/2013/10/stevejobsbig.jpg

17. AWARENESS + INTEREST + DESIRE + SALES

18. 4. LISTEN FIRST

19. http://zerotimeselling.com/wp-content/uploads/2012/02/Retro-salesman.jpg

20. Focusonbuildinga rapportand gatheringintelligence(identifyingneedsand painpoints). HereisinsightfromJordanBelfort, thereal Wolf of Wall Street -http://youtu.be/3dGSf7Tb9vo

21. BUILD TRUST THE OLD FASHIONED WAY: EARN IT
1.Focusing on helping instead of selling
2.Asking good questions and being a great listener
3.Discovering what they value, and making sure they receive that value
4.Thinking outside the box and finding ways to meet their needs
Source: Salesforce.com

22. http://www.psdevwiki.com/ps4/images/0/08/Silver_Platter.jpg
http://4.bp.blogspot.com/-gJYai7XDFhQ/TwCi55F7_QI/AAAAAAAABQ0/leVrwR7F8HE/s1600/old+shoes+.jpg

23. 5. CREATE A MIRROR EFFECT

24. http://helpingeveryyouth.com/magazine/wp-content/uploads/2013/11/man-in-the-mirror.jpg

25. 6. DEFINE NEXT STEPS

26. What is your priority?
What is your timing?
What
is your budget?
http://teshnwritings.com/wp-content/uploads/2013/06/open-doors-1024x768.jpg

27. •Set a joint action plan. Would they like a proposal?
•If there is another decision-maker try to get a meeting with him/her.
•Ifyoucannotset a 2ndmeeting rightaway, askifyoucan callin a weekin orderto getfeedback.
•Closethedoors… Neverleavea meeting withoutsettingnextsteps!

28. 7. NAILTHE PROPOSAL

29. http://www.psdevwiki.com/ps4/images/0/08/Silver_Platter.jpg
Try to personallypresenttheproposalafteryousendit. Thismaintainsmomentumand helpsyouexplain/sellyourconcept.
Writetheproposallikea contractwithyoursignature, spacefortheclient’ssignatureand anyamendments. Thiswillmakeiteasierto close!

30. 8. CLOSE CLOSECLOSE!!!

31. THE YESCHAIN…
Makesureyougeta personal meeting to discusstheproposal. Thenworkyourwaytowardstheclosewithconcise, directquestions:
“Do youagreethatthisistherightapproach?”
“Willthishelpsolveyourissue/need?”
“Are wereadyto goahead?”
“Whatelsewouldyouliketo thinkabout?”
“Shallwegoforit?”
Everyquestionmustlead to a close.
Forinspirationseethisvideo fromJordanBelfort: http://youtu.be/zVRsFCfQi04

33. 9. INVOICE EARLY

34. http://www.invoiceload.com/blog/wp-content/uploads/2013/06/paid_invoice_get_paid_faster.jpg

35. 10. LEARN FROM YOUR MISTAKES

36. http://www.teamcharlton.com/agent_files/Blog