The document outlines Jim's philosophy for sales success which includes building integrity, leveraging strengths, aggressively pursuing opportunities, pricing for profitability, encouraging creativity, clear communications, being client-centric, achieving marketplace visibility, remaining innovative in offerings, and celebrating successes. It also discusses the importance of providing salespeople with necessary tools, processes, support, real-time feedback, and compensation plans aligned with key performance indicators to drive desired behaviors.

1. –™ Build an atmosphere of pervasive integrity
™ Leverage strengths, & accentuate the positive
™ Exploit market opportunities aggressively
™ Price for profitability
™ Encourage creativity and initiative
™ Excel in clarity of all communications
™ Be client centric, and view issues holistically
™ Achieve superior visibility in the marketplace
™ Remain dynamic and innovative in service offerings
™ Celebrate your successes
Jim's
Philosophy
&
Sales
Style
Jim Galletly Jimgalletly3@yahoo.com 603 554 1395

2. –™ A sales force must be provided with the
necessary tools, process, and support to insure
their success.
™ Monitoring performance with real time
feedback that allows sales managers to address
shortfalls to expectations is critical.
™ There should be a clearly articulated, objectively measured,
and focused set of KPI to drive desired behaviors required
for success.
™ Sales compensation plans must dovetail
with these KPI as money motivates
behavior of successful sales people.
Jim’s
Four
Cents
Jim Galletly Jimgalletly3@yahoo.com 603 554 1395

3. –The Sales Process
1. Approach
2. Qualification
3. Agreement on Need
4. Sell the Company
5. Fill the Need
6. Trial Close
7. Close
Sales
Success
Keys
Buying Motives
1. Desire for Gain
2. Fear of Loss
3. Comfort and Convenience
4. Security and Protection
5. Pride of Ownership
6. Satisfaction of Emotion
The Buying Decision
1. Salesperson (integrity & judgment)
2. Company
3. Product / Service
4. Price
5. Timing
Fill the Funnel
The Elevator Speech
Active Listening (E,B,M)
Overcoming Objections
Goal 4 Each Call
Nail Next Steps
Measure Milestones
Jim Galletly Jimgalletly3@yahoo.com 603 554 1395