10 Steps to Successful Sales

Introduction

• Over 30 years of sales experience.
• Sold to every Fortune 500 company.
• Developed a 10-step plan for successful sales.
• Sales mindset: People will judge you and your product.

Key Points on Sales

1. Sales vs. Marketing

   • Everything boils down to sales.
   • Authentic sales are preferred.
   • Avoid tricks like pricing ending in .99 to give a false sense of savings.

2. Authenticity in Sales

   • Honesty is crucial.
   • Example: First sale at 15 by being straightforward and honest.
   • Authentic connections build long-term relationships.

3. Over-Delivering

   • Sell what you believe in and can deliver.
   • Do not overpromise; be clear about what you can guarantee.
   • Example: PR companies with clear scope and promises.

4. Finding Your Style

   • Not limited to extroverts; introverts can excel too.
   • Example: Accountant was the best salesperson due to her authentic passion.
   • Leverage your natural strengths, whether writing blogs or networking.

5. Training the Team

   • Everyone in your life can be a salesperson if trained properly.
   • Example: Getting family involved.

6. Rules of Selling

   • Identify potential buyers and understand their needs.
   • Build relationships before pitching products.
   • Present the product only when the first two steps are met.

7. Sales Systems and Tools

   • Use tools like Pipedrive to track sales and interactions.
   • Proactively stay connected with potential clients with small gestures.

8. Leverage

   • Use notable clients or partnerships as leverage.
   • Example: Getting CNN as a client opened doors for other opportunities.

9. Selling Outcomes, Not Products

   • Focus on the benefits and feelings a product provides, not features.
   • Example: Apple's emotional branding rather than technical specs.

10. Only Sell What You Believe In

    • Authenticity makes selling easier and more effective.
    • Align with products and companies you genuinely support.

11. Brand Partnerships

    • Collaborate with other brands for mutual benefit.
    • Example: Potential partnership with Liquid Death water brand.

12. The Emotional Sale

    • People buy into missions, not just products.
    • Example: Pre-sale success of a book due to its mission rather than content alone.

Additional Tips

• PR and Marketing: Use creative and out-of-the-box thinking for PR activities.
• Stand Out: Wild ideas and humor can make your sales process more engaging.
• Continuous Learning: Authenticity, community, and having fun in sales are key.

Conclusion

• Understanding and applying these steps and principles can lead to successful long-term sales relationships.
• Embrace creativity and authenticity throughout the sales process.