1

THEPERFECTSALES
BLUEPRINT

18Ski
ll
sEver
ySal
esPer
sonShoul
dMast
er

OkekeVi
ctor

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 2

I
NTRODUCTI
ON

High-
performingsal
esrepsdemonst r
ate
expert
iseinmanyareasincludi
ngbuyer
engagement ,communi
cati
on,personali
zat
ion

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 3

andt
echnol
ogy.

Likemanyot herprofessi
ons,sal
esisfaci
ng
somepr ett
yr adi
calchanges.Tosur
viveinthi
s
environment,sal
espeopleneedanewsetof
skil
ls.

Byanalyzi
ngtrendsandobservi
ngbehavi or
s,I
haveident
if
iedacoresetof18salesskil
lsthat
helpsomeoftheworld’
sbestsalespeopl
e
succeed.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 4

Ski
ll1
Under
standwhatt
hebuyerwant
s.

Under st
anding t he buyeri st he foundati
on of
effect
ivesel l
ing,buti tinvolvesmor ethanjust
knowi ng who t he buyeri s.Instead,it’
s about
identi
fying the experience the buyerwant st o
haveast heyconsidermaki ngapur chaseinyour
mar ket.

Yourbuyerhasasetofexpect
ati
onsaboutt
hat

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 5

experi
enceandyourj obasasal esper
sonisto
exceed those expectat
ions.You can’
texceed
them i
fyoudon’ tunderstandt
heexperi
encet
hat
thebuyerwantst ohave.

Skil
l2
Sel
linabuyer
-responsivemanner
.

Whenasalespersonunderstandsthebuyer,t
hey
canengageinbuyer-
responsivesell
ing.Thei
dea
her
eistoprovidethebuyerwi t
hwhatt heywant
,

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 6

whent
heywanti
t.

If
,f or example,your buyer needs a t r
ialto
evaluate yourproductbutcan’ tall
ocate more
than30mi nut
estoit,givethem af
reetr
ialthati
s
easyt osetup,easyt ouseanddemonst rat
esthe
valueofyourpr oductinfiveminut
esorless.

Ski
ll3
Usepsychol
ogyt
oengagethebuyer
.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 7

Thereareavar iet
yofpsychologicalt
echniques
youcanuset ocr eat
edeeperengagementwi th
yourtargetbuyers.Oneeffect
ivetipi
stomake
surethatthecustomerknowsyouwon’ ttaketoo
muchoft heirt
ime.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 8

Ski
ll4
Est
abl
isht
rustwi
tht
hebuyer.

Buyer
sliketodobusinesswithpeopletheytr
ust.
Goodsalespeopl
eview thei
rabili
tytoestabli
sh
t
rustwit
hthebuyerasacor esalesskil
l.

Skil
l5
Communi
cat
esucci
nctly.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 9

Buyersof t
envaluehowi nf
ormationispresent
ed
mor ethant heinfor
mat
ioni t
self
.A goodr ul
eis
to nevertryt o communicate morethan thr
ee
i
mpor tantpoint
si nasi
ngl econversat
ionwitha
buyer.

Ski
ll6
Actonwhatt
hecust
omerissayi
ng.

Thebestsal
espeopletakeact
ionbasedonwhat
they hearf
rom thei
rcustomer.It’
s notgood

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 10

enoughtojustl
ist
en— youneedt
oint
ernal
ize
whatthebuyerhassai
dandt
hendosomethi
ng
abouti
t.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 11

Ski
ll7
Demonst
rat
esubj
ectmat
terexper
tise.

Salespeopl
e need t o under
stand the buyer,
incl
udingthepressi
ngissuesthebuyerisfacing
andwhatt heywantast heywor kthei
rwayt oa
purchase.They also need to have expert
ise
aboutt hei
r own productor service and the
industr
y.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 12

Skil
l8
Hel
p(asopposedt
oclose)pr
ospect
s.

Buyersdon’
twanttobeclosed;t
heywantt
obe
hel
ped.That’
swhy“al waysbehelpi
ng”isthe
new “al
waysbeclosi
ng.”Rememberthi
severy

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 13

t
imeyoui
nter
actwi
thabuyer
.

Ski
ll9
Tel
lcompel
li
ngst
ori
es.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 14

Buyers don’treall
y wantt o hearaboutyour
productorservice.Goodsalespeopl
eknow thi
s
andweavet hepr oductorservi
cethey’
resel
li
ng
i
ntoal argerst
oryt hathasanarcandendswi t
h
thecustomerreceivingwhattheywant,whi
chis
usuall
ynotyourpr oduct.

Forexample,when a business buys a phone

syst
em,theydon’tr
eallywantt o buyaphone
syst
em — theywanttogr ow thei
rrevenueand

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 15

recogni
zethatt
hephonei
sanef
fect
ivet
oolf
or
doingthat
.

Skil
l10
Becomegr
eatcopywri
ter
s.

Salespeoplemustbeabl et o wri
te.It’soneof
today’s mostimpor tantsalesski l
ls given how
much sal es uses emai lto communi cate wit
h
buyers.Therear eaf ew r
ulest o keep in mind
wheni tcomest osalescopywr it
ing:

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 16

Thel essyouwr i
te,thebet t
er.Tryt
okeepwrit
ten
communi cati
onsshor tandsweet.
Avoidusi nggener i
ccopy.Youshoul dtakethe
ti
me t o per sonalize as many of your
communi cati
onsaspossi ble.
Usebul l
etstof ormatyourcopy.Li st
sarejust
easierforcustomer st odigest.
Finall
y, st art and concl ude your writ
ten
communi cati
onswi thacal ltoacti
onthatasks
thebuyert otakeanextst ep.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 17

Ski
ll11
Sel
lef
fect
ivel
yovert
hephone.

Fieldsalesismovingi
nsideandtheface-
to-
face
meet ing is qui
ckl
y becoming the 60-
minute
teleconfer
ence.Asaresult
,sal
espeopl
eneedt o
beef fecti
veatmanaging sal
escallsusi
ng the
phone.

Thi
srequi
resdi
ff
erentski
ll
ssuchast
heabi
li
ty

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 18

t
or eadthetoneofsomeone’ svoiceormeasure
t
he cadence ofthe conversat
ion t
o det
ermine
whetherthepr
ospectissati
sfi
edornot.

Ski
ll12
Besoci
all
yact
ivewi
thtargetbuyer
s.

Socialmediahasgivenriset othefiel
dofsocial
sel
li
ng. A l ot of sal espeople view their
par
ticipat
iononFacebook,Twi t
terandLinkedI
n
asoneoft hemoreeffect
ivesalesskill
s.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 19

Some oft he bestsalespeople do t

hings l
ike
organizedinnersforgroupsofbuyer st heyare
i
nt er
estedinget t
ingtoknow.Ver yli
tt
lesell
ing
takesplaceatthesemini-event
s.

Skil
l13
Per
sonal
izei
nter
act
ions.

Buyer
sdon’twantthegeneri
cmessageorsal es
pi
tch;they wantsomethi
ng that
’s speci
fi
ct o

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 20

them.Onewayt oaccomplishthisistoweave
messagi
ng and cont
entthatis speci
fi
ct othe
buyer
’sdemographi
csint
oyoursaleseffor
ts.

In a B2B set t
ing, t
his might i nvolve using
specif
icindustr
y examples.On t he consumer
side, it might invol
ve t ai
loring how you
communi catewith abuyerdependi ng on thei
r
ageandgender .Youcanal sor eferencerecent
eventsint hebuyer’spersonalorpr ofessi
onal
li
fe (depending on t he sal es cont ext) to

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 21

per
sonal
izeyouri
nter
act
ions.

Skil
l14
Useavar
iet
yofmar
keti
ngskil
ls.

Sal
espeoplewit
hadvancedmarketingski
ll
stend
tofar
ewel l
.Forexample,contentsel
li
ngi san
i
mportantski
llt
hatsal
espeopl
ecanuset omove
t
hebuyerthroughthebuyi
ngcycle.

Sal
esmanagementi
sbor
rowi
ngf
rom mar
ket
ing

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 22

andenf orcingcampai gn-l

ikestr
uctureonmany
sales act i
vit
ies. For exampl e, some
organizat
ions ar e usi
ng a campaign for
matto
str
ucture how t hey conducttradit
ionalsal
es
activi
ti
eslikeprospecting.

Ski
ll15
Hel
ppr
ospect
sachi
evenextst
eps.

I
t’
s no l
ongergood enough t
o agree on next
st
eps,you act
uall
y have to hel
pt he buyer

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 23

achieve those nextst eps.Let ’

s say a buyer
you’vebeenwor kingwithneedst ogettheCEO’ s
approvalbeforetheycanmaket hefinaldeci
sion.
You shoul d pr ovi
de t he buyer wi th t he
inf
ormat i
on,contentandt ool
st heywillneedt o
persuadet heCEOt hatyourpr oductorserviceis
therightone.
Skill16
Usesal estechnologytoboostpr oducti
vit
y.

Many sal
es or
gani
zat
ions use t
echnol
ogy t
o

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 24

becomemor eeffi
cientandshortenthelengthof
the average sales cycl
e.Salespeople who can
uset echnologytobecomemor eproductivehave
asigni f
icantadvantageovertheirpeers,asthey
areabl etospendmor eti
meselli
ng.

Ski
ll17
Li
nkdai
lyact
ivi
ti
est
oquot a.

Achievi
ngquot
aisn’
tsomet
hingthatmagicall
y
happensatt
heendofthemonthorthequarter.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 25

Thebestsalespeopl
efocusonthedai
lyt
asksor
acti
vit
iestheyknow wi
llsett
hem uptoachi
eve
thei
rquota.

Thissalesskilli
susuall
yl earnedovert i
mebut
i
t’
si nval
uable.Forexample,asalesprofessi
onal
mightknowt hatift
heyhaveacer t
ainnumberof
meetings wit
h prospect
st his month,thatt hi
s
wil
lallowthem toachi
evequot anextmont h.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 26

Skil
l18
Managet
hei
rpi
pel
inel
ikeapor
tfol
io.

The best salespeople manage t

heir pi
pel
ine
muchlikeahedgef undmanagerwouldmanage
thei
rport
foli
o.Theyi nvestti
meinanumberof
opport
unit
iesknowi ngthatsomewi l
lcl
oseand

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 27

somewi
llnot
.

Theyt r
ackt heper f
ormanceofeachoppor tuni
ty,
as wellas t he aggregate per
formance oftheir
enti
repi peli
neonadai l
yorweekl ybasis.They
arealsoabl etoconducta“bot tomsup”anal ysi
s
oftheirpipelineatanyt imet odetermi
newher e
theysitrelat
ivetotheirquotatarget
.
CONCLUSI ON

Thankyouf
orr
eadi
ngt
othi
spoi
nt,Ibel
ieveyou

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 28

now have a bet

ter under
standi
ng of sel
li
ng
onl
ine.

I
ti s my utmostdesirethatyou wi l
lputt o
practi
cethelessonsand t
echniquesyou have
l
ear ntinthi
s book for i
ncreased sal
es and
revenue.

Therearelot
sofnot
esIhadinmindtoincl
udein
thi
sbookbutI '
vedecidedtokeepitshortand
powerf
ul.l
,Iwantthisto beasal
eshandbook

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 29

t
hatyoucanr
eadandconsul
tof
ten.

Thi
s book wil
lnothelp you unl
ess you t
ake
act
ionont hepoint
sItr
icksIhaveshownyou.
TheOneWhoDoesNotKnowAndTheOneWho
KnowsButRef usesToApplyWhatHeKnows,
Wil
lAlwaysGetTheSameResult.

Knowl edgeisnotpower
,appl
ied knowl
edgei
s
realpower.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 30

I
tismydesi r
ethatyouwil
lmovefrom her
eand
bedeli
ber
ateaboutsel
li
ngproper
lyandkeepi
ng
cl
ient
saddict
edtoyou.

AboutTheAuthor
OKEKEVI
CTOR,Anaveragekidfr
om af
ami
lyof
4,

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 31

Ihaveapassi on f
orhelpi
ng peoplebecomea
betterversion oft
hemselves by t
hem maki ng
mor e money,becoming a happier person in
l
if
e,becomi ng a successful per
son in t hei
r
business,
having a good rel
ati
onship & every
otheraspectofthei
rli
ves.

Idon’tknow how t
oputthiswi t
houtsoundi
ng
cocky,butt
henIwentfrom bei
ngami ser
able&
wretchedki
dt omakingmor ethanami l
li
onin

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 32

profi
tsinceIst art
edmyonl inef i
nancialj
ourney
throught hesesamel essonsyoudi scoveredin
thi
sbook& I ’vealsobeenabl etoimpactover
1000 lives direct
ly& i ndirectl
yt hrough my
courses,podcasts,
and contents on my soci al
medi apages.

CONNECT WITH ME ON TWITTER:

ht
tps:
//
twit
ter
.com/EkesonGroupsLTD?s=09
CONNECT WI TH ME ON I NSTAGRAM:
ht
tps:
//
inst
agram.com/ekesongr
oupslt
d?utm_me

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR
 33

di
um=copy_link
CONNECTWI TH MEON WHATSAPP,IWantTo
GiveYouAHug:ht t
p://
bit
.l
y/3qPEJeU
And Make Sur e To Check Out My Pr
ofi
le
@https:
//
okekevict
or.car
rd.co/
Love,@TheSalesDuke.

ThePer
fectSal
esBl
uepr
intByOKEKEVI
CTOR