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45 thoughts/tweets to keep you focused and thinking

[Thanks to Jill Konrath]


1. Think about the most important points of your story from your
customers perspective, not yours
2. While its tempting to follow up with a just checking in message,
thats the worst thing you can do
3. Each problem has hidden in it an opportunity so powerful that it
literally dwarfs the problem
4. Using clever objection-handling techniques insults your prospects
intelligence
5. Sellers who leverage trigger events outperform their colleagues and
clobber their competitors
6. Having a great relationship with your customer is nice, but no longer
sufficient
7. You must stay relevant to your client at all times; they dont have
time for anything else
8. You cant afford to have your prospect deem your services nonurgent
9. Sales is an outcome, not a goal. Its a function of doing numerous
things right
10.
In a world of copycat products and services, the value you
personally bring to the relationship becomes essential
11.
Knowing as much as you can about your targeted prospect is
more important than your knowledge of your own product, service,
or solution
12.
Even a small whiff of risk is enough for many customers to
decide to take no action
13.
When customers cant differentiate, they default to price as a
key factor
14.
Failure to increase ease and minimize effort is a setup for
sales derailment

15.
Customers are fully cognizant of the plethora of perfectly
adequate choices available to them
16.
Buyers want to work with smart, savvy people who bring them
ideas, insights, and information they deem beneficial
17.
If youre just waiting for them to give you directions about the
next step, theyve already written you off
18.
When you keep it simple, you make it easier for customers to
buy from you
19.
Todays crazy-busy customers want to work with sellers who
know their stuff and bring them fresh ideas on a regular basis
20.
Your prospects perception ultimately determines your sales
success
21.
Without understanding your customers business
environment, challenges and marketplace, you wont get selling
right
22.
key

Your prospects read your emails with their finger on the delete

23.
Trigger events shake the status quo to its core. What was
acceptable yesterday is no longer tolerable
24.

Trigger event junkies truly dominate in todays market

25.

Be your buyers resource center

26.
The bigger, costlier, or riskier a decision is, the more likely
your frazzled customer is to stay with the status quo
27.
While the total amount in the budget may remain consistent,
how its allocated can change overnight
28.
Never let the lack of budget stop you. Every single day, in
every single company, people change priorities on how to spend
their money
29.
Dont wait for customers who are ready to buy. Be a sales
initiator and learn how to create opportunities out of thin air
30.
The quickest way to set yourself apart from your competition
and add value to the process is through intelligent questions

31.
Stop thinking about the order and start thinking of yourself as
a business improvement specialist
32.
You need to bring your prospects ideas. insights, and
information from the beginning of your relationship
33.
Dont be afraid to tell your prospects when they are making a
mistake
34.

Really savvy salespeople do not check in or touch base

35.

Be matter-of-fact

36.
To be successful in selling today, you need to be using Sales
2.0 tools
37.
Having frank conversations will help your prospects make the
smoothest, most painless, and fastest decision
38.
While you may dislike talking about risks and concerns, the
failure to bring them up can create significant problems for you
39.
The more data you have that supports your proposal, the
better
40.

Todays prospects want to know the truth, so dont shade it

41.
Many people are afraid of giving away their ideas before a
contract is signed, but often thats the best way to win business
42.
Jumping on the price-cutting bandwagon before other options
are explored sets a dangerous precedent
43.
When you align your offering with their critical business
objectives, you capture and maintain your prospects interest
44.
When you bring personal value and expertise, you get chosen
over competitors, fight fewer pricing battles, and increase customer
loyalty
45.
When you raise priorities, your sales process goes much faster
and you get the business with less competition
Contact Paul at 07785324611
www.personatraining.co.uk