40 Rules of Sales Success! P.2

21. Use testimonials.
The strongest salesman on your team is a reference from a satisfied customer. Testimonials are proof.

22. Listen for buying signals.
The prospect will often tell you when he is ready to buy – if you are paying attention. Listening is as important as talking.

23. Anticipate objections.
Rehearse answers to standard objections.

24. Get down to the real objection.
Customers are not always truthful, they often don’t tell you the true objection at first.

25. Overcome objections.
This is a complex issue. It’s not just an answer, it’s an understanding of a situation. Listen to the prospect, think in terms of solution. You must create an atmosphere of confidence and trust strong enough to cause (effect) a sale. The sale begins when the customer says no.

26. Ask for the sale.
Sounds too simple, but it works.

27. When you ask a closing question, SHUT UP.
The first rule of sales.

28. If you don’t make the sale make a firm appointment to return.
If you don’t make the next appointment when you are face-to-face, it may be a long, hard road to the next one. Make some form of sale each time you call.

29. Follow-up, follow-up, follow-up.
It takes 5 to 10 exposures to a prospect before a sale is made; be prepared to do whatever it takes to get the 10th meeting.

30. Redefine rejection.
They’re not rejecting you, they’re just rejecting the offer you’re making to them.

31. Anticipate and be comfortable with change.
A big part of sales is change. Change in products, tactics, and markets. Roll with it to succeed. Fight it and fail.

32. Follow the rules.
Sales people often think rules are made for others. Think they’re not for you? Think again. Broken rules only get you fired.

33. Get along with others (co-workers and customers).
Sales are never a solo effort. Team up with your co-workers and partner with your customers.

34. Understand that hard work makes luck.
Take a close look at the people you think are lucky. Either they or someone in their family put in years of hard work to create that luck. You can get just as lucky.

35. Don’t blame others when the fault (or responsibility) is yours.
Accepting the responsibility is the fulcrum point for succeeding at anything. Doing something about it is the criterion. Execution is the reward (not the money reward, just the by-product of perfect execution.)

36. Harness the power of persistence.
Are you willing to take no for an answer and just accept it without a fight? Can you take no as a challenge instead of a rejection? Are you willing to persist through the 5 – 10 exposures it takes to make the sale? If you can, then you have just begun to understand the power.

37. Find your success formula through numbers.
Determining how many leads, calls, proposals, appointment, presentations, and follow-ups it takes to get to the sale, then follow the formula.

38. Do it passionately.
Do it the best it’s ever been done.

39. Be memorable.
In a creative way. In a positive way. In a professional way. What will they say about you when you leave? You always create a memory. Sometimes dim, sometimes bright. Sometimes positive, sometimes not. You choose the memory you leave. You are responsible for the memory you leave.

40. Have fun!
This is the most important characteristic of all. You will succeed far greater at something you love to do. Doing something you enjoy will also bring joy to others. Happiness is contagious!