The Art & Science of Sales: tip, tricks and tools
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This document provides tips and tools for improving sales skills. It discusses the importance of focusing on the customer's needs rather than the salesperson's goals. Effective sales techniques include creating an elevator pitch to quickly explain your value proposition, listening more than talking to understand customers, and having useful one-page summaries and business cards to facilitate networking. The overall message is that sales requires understanding customers and making it easy for them to understand your solution.
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The Art & Science of Sales: tip, tricks and tools
- 1. The Art & Science of Sales: Tips, Tricks & Tools
- 2. Sale s
- 4. IT’S ABOUT THE CUSTOMER, NOT ABOUT YOU
- 6. MAKE IT EASY FOR PEOPLE TO “GET” IT
- 9. The Sales MeetingTHE SALES MEETING
- 11. NETWORKING
- 14. REJECTION? HA!
Editor's Notes
- In 2008, I lost my job with a start-up, PlanetEye. The global economy was volatile, the stock markets were plunging and start-ups were finding it hard to raise money. I had no idea about my next move. Starting a consulting business wasn’t really in the plan until I got a couple of projects. Then – with some encouragement – I decided to start my own business. But I wasn’t a salesman, I was newspaper reporter, quasi-start-up employee. What did I know about sales? With a wife, three kids and a mortgage, I had no choice but to start selling. It turns out that I’m pretty good – well, good enough to last eight years. Tonight, I want to share three things with you: some thoughts on how to approach sales, some insight about best practices when selling, and some tools to jump-start your sales efforts. Before we get started, let’s do an informal poll: Who would describe themselves a natural salesperson? Who would say they’re good at sales? Who would say they’re bad at sales?
- We’re all natural salespeople – we sell all the time – where to eat, getting your kids to go to bed, how to get employees to do what you want.
- Lots of competition People are multi-tasking, distracted, overwhelmed Consumers have more information than ever
- Selling is about meeting the needs of customers, not about making them buy your product. It’s about connecting with them by talking about their needs, dreams, aspirations, fears E.g. Airbnb, GoPro, Nike, Apple
- “You” is the most important word, not we.
- Be straightforward, be clear about the benefits Don’t be cute, obtuse, mysterious
- Like a first date. It’s a get to know you session – like a first date. Be cool, be comfortable. Ask them a lot of questions. Do your research – who’s the client, check out their Website and social media, the competition, recent news. Send them some information ahead of time.
- Also known as non-digital marketing It can be painful when you don’t know anyone….but lots of people are in the same boat as you, they don’t know anyone. Be confident, open to saying “hi” to people.
- Lots of competition People are multi-tasking and distracted Consumers have more information than ever