10-Step Plan for Successful Sales

Jun 6, 2024

10-Step Plan for Successful Sales

Introduction

  • Over 30 years of sales experience
  • Sold to every Fortune 500 company
  • Developed a 10-step sales plan
  • Sales is about connection, conversion, and business survival
  • Emphasis on ethical sales
  • Authenticity and honesty are key

Key Concepts in Sales

Sales vs. Marketing

  • Sales and marketing are essentially the same
  • Focus on getting people on your side
  • No business survives without sales

Ethical Sales

  • Avoid deceptive tactics (e.g., pricing tricks like 99p)
  • Be honest and authentic
  • Build long-term relationships

Over-Deliver

  • Believe in what you are selling
  • Do not make false promises
  • Break down guarantees vs. hopes

Find Your Style

  • Both introverts and extroverts can be effective in sales
  • Develop a personal approach
  • Use platforms like LinkedIn to share expertise

Train the Team

  • Everyone involved should be able to sell the product
  • Educate colleagues, clients, even family members

The Three Rules of Selling

  1. Identify Potential Buyers: Understand who needs your product
  2. Build Relationships: Form connections based on mutual liking
  3. Present the Product: Showcase what it offers and the guaranteed benefits

Leveraging Sales

  • Use credibility from one client to attract others
  • Be prepared for initial rejections

Sell the Outcome, Not the Product

  • Focus on what the product does for the customer (e.g., emotions, results)
  • Examples: Apple sells lifestyle, not just tech specs

Believe in What You Sell

  • Easier to sell something you genuinely believe in
  • Aim to make a positive impact

Emotional Selling

  • Engage on a deeper level, beyond features and benefits
  • Use storytelling and vulnerability to connect

Additional Insights

  • Mad Ideas: Implement unique and out-of-the-box strategies
  • PR and Marketing: Leverage tools and creative campaigns to stand out
  • Fun and Humor: Enjoy the process and make sales enjoyable for clients

Conclusion

  • Sales is about authenticity, community, and purpose
  • Challenge norms and enjoy the sales journey