When your pipeline is full – with business coming out of your ears – the notion of people asking for a discount will sound hilarious, because you’ll already be at capacity
I can’t and won’t promise you magic sales fairy dust or the Jedi Mind Trick for salespeople – they simply don’t exist.
The salesperson you’d ideally like to be and the salesperson you’d like to encounter as a customer should roughly be the same, shouldn’t they?
If what you sell doesn’t help me then why are you knocking on my door?
We all need salespeople with humility, honesty, integrity, empathy and an old-fashioned work ethic that ensures the job gets done.
If you sound like a contestant from The Apprentice or if the customer believes that they are being sold AT, you have already failed.
Remember: when you walk into a DIY store to buy a drill, you don’t want the drill. Your end goal is to make a hole and, in order to achieve this, you have to buy the drill.
We all need salespeople who understand the problem and can deliver a solution that works brilliantly for both sides.
Your target market are more bothered about whether what you sell will get them promoted, sacked, recognised, accepted, praised or laid.
Salespeople need to Earn the right to become suppliers more than they ever did before.
Salespeople who think that it’s all about price aren’t required: If it can be sold on the internet at the lowest price, you can take the huge cost of a sales team out of the equation.
Don’t tell me you’re passionate about your job – show me that you’re passionate about helping people like me.
Ignore the people who say that the sales industry needs to become professionalised: it already has.
For all salespeople - Driving around and talking to people for a living, with no recognisable return for the time or money spent by your employer - is a job description that belongs in the past.
We all need salespeople who deliver value that wasn’t there before they arrived.
We all desperately need brilliant sales professionals far more than ever before – to help us, guide us, keep us informed and stop us from making diabolically stupid buying decisions.