9. Sales no nos

  1. Don't think of or treat your customers as your “mates”. They're not.

  2. NEVER drop your price. If your price exceeds the available budget, establish what other budgets could be used or change the solution.

  3. Don't be late for an appointment but if you are, always ring ahead. Your time and your customer's time is valuable.

  4. Don't make unsubstantiated claims. In contrast, a substantiated claim is a very powerful sales tool.

  5. Don't assume you know more than your customer. Most great propositions start with a forward thinking customer. Question, listen & learn.

  6. Don't over complicate your proposal. If you can articulate your message in a page, use a page. You'll stand out.

  7. Don't prolong the sale. Close it at the soonest possible point. “Do you like it? Do you want to buy it?” Done.

  8. Don't finish a customer connection without agreement on the next action.

  9. Don't focus all your sales attention on ONE person. There's ALWAYS more than one person to influence.

  10. Don't use hospitality events to help you win the first deal with a customer. Use them to say thank you for the order.

  11. Don't think you can win the deal on your own. Great sales people are great resource co-ordinators. Delegate often.

  12. Don't sell to yourself. Anyone can do that. Engage the customer frequently & take them on the journey.

  13. Don't assume the budget stated is the budget available. You can always squeeze more out of the customer.

  14. Don't think the world of professional selling is a 9-5pm job. Customers work at all times. Adapt to WIN.

  15. Don't take customers at their word. Most don't like saying “no”. Keep qualifying by asking questions.

  16. Don't use words like “Contract” and “Legally binding”, instead use “Agreement” and “Paperwork”.

  17. Don't submit a proposal without clearly stating the Return on Investment the customer can expect.

  18. Don't think you can't go over someone's head. Sometimes you have to. To avoid, always start at the top and work down.

  19. Don't think “no” means “no”. “No” means you've not created a big enough need or not overcome the anxieties.

  20. Don't worry about the competition. You can't control them - instead focus on what YOU'RE selling and YOUR strengths.