Lecture Notes: 10-Step Sales Process

Introduction

Lecturer's Background
- Over 30 years of sales experience
- Sold to every Fortune 500 company at least once
- Sales in tens of millions
Main Topic: 10-step plan to make any sale happen

Everyone is a salesperson
People judge based on personal brand and product
Sales as essential for business survival
Ethical sales preferred
- Avoid the "99p" rule (tricking customers with pricing)

Authenticity
- Be honest and authentic
- Long-term relationships are built on trust
- Example: Salesperson recommended a Tesla, leading to long-term customer trust
- Authenticity leads to repeat customers
Over-deliver
- Deliver more than promised
- Sell only what you believe in
- Example: PR companies promising realistic results
Find Your Own Style
- Both introverts and extroverts can succeed in sales
- Example: Accountant was best salesperson in the company
- Emphasize your unique strengths
Train Your Team
- Everyone around you should understand your product and sell it
- Example: Client, colleague, family should be your best salespeople
Understand the Sales Process
- Three steps to any sale:
  1. Identify the potential buyer and their needs
  2. Build a relationship and understand them
  3. Present your product
- Use systems like Pipedrive to track and connect
Leverage
- Use existing clients or brand names to gain credibility
- Example: Doing free work for CNN helped get other clients
Sell the Outcome
- Sell the benefits, not just features
- Example: Sell the feeling or result, like Apple does
Believe in What You Sell
- Genuine belief makes selling easier
- Example: Selling something that has real value to customers
Brand Partnerships
- Partner with other brands to leverage their audience
- Example: Potential partnership between lecturer's brand and Liquid Death
Emotional Sale

Sales as a system and process
Storytelling in sales
PR and out-of-the-box thinking
- Example: Two dishwasher concept as out-of-the-box idea