1. The document provides 10 steps to sales success, including finding your niche, being a thought leader, listening to customers, creating a rapport, defining next steps, nailing proposals, closing deals, invoicing early, and learning from mistakes.
2. Some of the key steps are focusing on customer needs, asking questions to understand customers, setting clear next actions, directly working towards closing the sale, and sending invoices promptly.
3. References and links are provided under each step for additional resources on topics like buyer personas, building trust with customers, and closing techniques.
2. ABOUTME
Founderand CEO of 3 Communications, a new digital communicationsagencyspecialisedin EU Affairs.
Over15 yearsof consultativesales and businessdevelopmentexperienceworkingin internationalmedia sales formagazines likeTheEconomist, Forbes, Fortuneand Time Magazine.
21. BUILD TRUST THE OLD FASHIONED WAY: EARN IT
1.Focusing on helping instead of selling
2.Asking good questions and being a great listener
3.Discovering what they value, and making sure they receive that value
4.Thinking outside the box and finding ways to meet their needs
Source: Salesforce.com
26. What is your priority?
What is your timing?
What
is your budget?
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27. •Set a joint action plan. Would they like a proposal?
•If there is another decision-maker try to get a meeting with him/her.
•Ifyoucannotset a 2ndmeeting rightaway, askifyoucan callin a weekin orderto getfeedback.
•Closethedoors… Neverleavea meeting withoutsettingnextsteps!