11) How to deal with a ''no'' in Sales

-> What's a ''no''? separate between grey responses and negative responses

-> Negative responses -> don't take it personally;

-> expect it;

-> be professional

-> ask for feedback if the person is open to it

-> Grey responses -> be persistent, do follow-ups; stick to your routine, focus on the positives,
most importantly don't give up

12) Why sales is like dating - because it starts with the chase, followed by casual dates, leading to a
committed relationship

Make the first move - cold-calling vs walking up to someone in a bar; practice opening lines and
conversation, have your own game (style of selling)

Pick up the phone - no one likes the first interactions to be over email or text; conversations with a real
person convey authenticity; much easier to build a relationship of trust

Make a good first impression - be professional, your appearance conveys a lot

Tell a story, most importantly make your story relevant to their priorities so that you click on your first
date

Listen more than talk about yourself; when you talk - ask insightful, open-ended questions to uncover
their frustrations and needs

Call to action - know when to lean in for the kiss

Know when to move on

13) Use words that have specific meanings

Don't tell - show; use personifications - ''Your Rolex is waiting patiently for you to come and pick it up at
Shreve and Company''

Write tight and clean - short sentences / texts hit harder than long ones!

Don't use passive voice