Enthusiasm is contagious. It’s actually more annoying than contagious.
People don’t want to be sold to, they want to buy. What they really want is a trusted relationship with someone who makes their life better off.
It’s all about price. It’s never about price. (If it’s all about price, I don’t need a sales force, just a computer and some temps from Manpower.)
You have to start at the top. It’s REALLY hard to start at the top. You need to include the top but don’t kill yourself starting at the top.
CEO’s don’t really care about what I sell. Oh…contraire mi amigo. They don’t care about what you SELL, but they care deeply about how you can help them and their company.
Objections are to be overcome. Objections are to be discussed “objectively.” (Overcoming objections is so 80s.)
People buy from people they like. Almost…people buy things that make their life better off—typically from people they like OR a computer (soon to be mobile device).
You have to get to THE decision maker. There is no longer such a thing as THE decision maker. Many influence. Few decide. Get everyone’s perspective/opinion/input.
Cold Calling is a MUST do. Nothing further from sales enlightenment. Cold calling makes NO sense at all. There are too many tools (Jigsaw, LinkedIn, Twitter, etc.). Get out of the cold calling business this year.
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