You and your team must master these skills if you want to see sales success. You can do everything else suggested in this presentation, but you won’t experience sales success if you don't have a process to win sales, can't lead successful sales conversations, and don't know how to grow your accounts. Learn how to become a dominant influencer.

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8. Find The Domino
90% of the time, sellers only need to
convince 1 person in a buying
committee:
The Dominant Influencer

9. REMEMBER RULE #6
©2019 James Feldman

10. Top Sales Skills
Possessed by
Top Performing
Sellers
You and your team
must master these
skills if you want to
see sales success.
You can do
everything else
suggested in this
presentation, but
you won’t
experience sales
success if you…
©2019 James Feldman

11. Don’t have a process
to win sales
Can’t lead success
sales conversations
Don’t know how to
grow your accounts.
©2019 James Feldman

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13. WIIFM
• What’s In It For Me?
• How will your products/services
make my life better or easier?
Avoid this mistake by
Listing the benefits (not fancy
features) of your services and
showing exactly how it impacts
your prospects life.
©2019 James Feldman

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©2019 James Feldman

15. Good-Better-
Best
vs
�Claiming to be the best is boring.
� It’s braggy.
� It’s meaningless.
Avoid this mistake by
Focus on one positive, unique benefit
and tie it back to your USP.
©2019 James Feldman
Best-Better-
Good

16. FOCUS
Unless you are selling toilet paper,
everyone doesn’t need
your product.
Avoid this mistake by
Focusing on solutions…
not products.
Demonstrate your wisdom…
not your knowledge. ©2019 James Feldman

17. REMEMBER
RULE #6
©2019 James Feldman

18. Suspects
Prospects
Customers
Clients�Current Customers should
become Clients. Don’t churn
and burn.
Avoid this mistake by
Offering additional services that
dilute current relationships.
©2019 James Feldman

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©2019 James Feldman

20. 80% between
5th and 8th
Contact
�Follow-up is not something to
take lightly. It’s a BIG deal!
Avoid this mistake by
Developing a strategic marketing
follow-up system that keeps you in
front of prospects and Customers.
©2019 James Feldman

21. Who Calls?
�It is not obvious to the prospect that
they should call you. Without
direction they will do nothing.
Avoid this mistake by
Every report, whitepaper,
correspondence should have
prominent phone, web, email, etc.
©2019 James Feldman

22. It’s not about
price!
�Lowering prices only means less
profit. Competition is not about
lowest prices but best solution.
Avoid this mistake by
Filling an unmet need that shows
prospects why they should choose you
over the competition.
©2019 James Feldman

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©2019 James Feldman

24. REMEMBER RULE #6
©2019 James Feldman

25. Every sale has five (5) basic obstacles:
1) no need, 2) no money, 3) no hurry, 4) no desire, 5) no trust.
• Not every prospect will become a sale.
• Build a target sector and recognize opportunities.
• Check that the ‘prospect’ meets the target client
profile.
• Show them how your solution meets their
‘agreed upon’ needs.
• Do their Homework for them to win their trust.
• People are more likely to act when they know
it’ll benefit them.
• Follow up with your Customer to confirm satisfaction.
• Ask for referrals and introductions.

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• Continue Your Education
• Continually Change & Improve.
• Be Volume…not Share Driven.
• Focus on your Customers,
NOT your suspects.
• Find New Benefits, NOT Features.
• Become the #1 Solution provider and
price is no longer an issue.

28. Stop doing
the
Impossible
for the
ungrateful.
©2019 James Feldman

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Treasured
Time you hold dear
Investment
Time spent focusing on achievement
Mundane
Time spent on tasks you feel must do
Empty
Time wasted
manage your time for Maximum Sales Productivity
Celebrate your
achievements

32. 1) Glengarry Glen Ross
2) The Wolf of Wall Street
3) The Pursuit of Happiness
4) Wall Street
5) Boiler Room
6) Jerry Maguire
7) Two For The Money
8) Lord of War
9) Death Of A Salesman
10)Tommy Boy©2019 James Feldman

33. REMEMBER RULE #6
DON’T TAKE YOURSELF TOO SERIOUSLY.
HAVE FUN!
©2019 James Feldman

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