Professional Documents
Culture Documents
to
Increase
Your Sales
By Kelley Robertson
The First Rule of Life: develop & maintain a positive attitude. Your success in
sales and life depends on it.
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Involve your customers. Engage them in the entire process. Dont force them to
be passive bystanders.
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Establish your credibility early by asking effective questions and actively listening
to your customers answers and concerns.
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Check your inventory in advance. Know what you have available to sell.
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Teach yourself to relax; breathe deeply, meditate, use positive self-talk with
yourself
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Manage your time properly. Invest your time promoting your business.
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Put yourself in the customers shoes. Remember WII-FM Whats In It For Me?
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Tell customers that you want to take time to identify their needs.
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Give special emphasis to the first few minutes you spend with each customer.
You won't get a second chance to make another first impression.
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Decide you will make more presentations than anyone else every day.
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Know where everything is that you need to do your job. Don't waste your time or
your customer's looking for a piece of information or set of instructions.
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No one sells every customer. Learn how to turn over a customer you are unable
to close a sale with to another salesperson.
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Believe in yourself first. If you don't think you can make it, who will?
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Set & achieve goals. A goal is simply a dream with a deadline and a plan of
action.
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Learn the fundamentals of sales and use them. Read, attend seminars, listen to
tapes and adapt the recommended techniques to your style.
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Learn one new technique a week. Put it into practice as soon as you learn it.
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Use your car as a learning centre. A how-to sales tape does more for your
success than the radio.
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Shake hands firmly. No one wants to shake hands with a dead fish.
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Understand your customers and meet their needs. Question and listen actively to
uncover their true needs.
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Do a regular self-analysis. Determine what you want to achieve both long term
and short term in your sales career.
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Believe in the company and your product or service. If you don't, your customer
won't either. If you believe in what youre selling, that confidence will show.
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Try new approaches. Dont get trapped into doing everything the same way all
the time.
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Show your customers that you differ from your competitors; don't just tell them.
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Start work half an hour earlier and stay half an hour later.
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Demonstrate to your customer the value of buying from you and your company.
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Learn to empathize.
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Don't allow the first objection to bring the sales process to a halt.
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Keep your name in your customer's mind. Stay in touch with that customer after
the sale.
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Spend less time waiting for customers to come into your store and more time
seeking them out.
The Robertson Training Group ~ 905-633-7750 ~ www.robertsontraininggroup.com
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Dont rush!
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Be proactive in everything you do. Don't wait for a customer to ask for something.
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Know what products your competitors carry and how they differ from yours.
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Give the customer who comes into the store at 8:30 p.m. the same attention as
the first customer of the day.
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Make no assumptions.
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Vary your greeting. Don't use the standard, "Hi, how are you?"
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Make sure your solutions are appropriate to each customer. Avoid giving canned
answers.
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Dont get discouraged every no you hear gets you one step closer to yes.
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Watch top performing people. Notice what they do differently then adapt their
behaviours to fit your style.
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Evaluate your strengths and areas that need improvement on a daily basis.
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