Critical Success Factors

In sales, ‘no’ does not mean ‘never’.

With the complexities of sales, it’s important to prioritize every task and opportunity that comes your way.

Treat your customers and prospects with care, and always be prepared to negotiate and be adaptable.

This rang true back when Walter Brown said it, and still holds true today as said by John Byrne on our podcast last week!

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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor

Chasing Quota by Walter Brown

CHAPTER VIII.CRITICAL SUCCESS FACTORS

REMEMBER THAT ‘NO’ MEANS ‘NOT NOW’, NOT ‘NEVER.’

A/B/C EVERYTHING

• Customers, prospects, problems, to-do lists, etc. A’s are a first priority, B’s are next, and C’s are all the rest.

PLAN AHEAD.

• In sales, time is nearly always your scarcest resource. Treat it with great respect.

CUSTOMERS ARE LIKE GOLD.

• Make sure they get the Twenty Four Karat Treatment.

TREAT EVERYONE LIKE A PROSPECT.

• Your customers, your management, your teammates, everyone. Selling is a full-time habit.

TRY TO BE A REALISTIC OPTIMIST.

LEARN TO NEGOTIATE.

ROADBLOCKS

• Good sales reps learn to get around them.

SOLUTION SELLING REQUIRES THAT YOUR PROPOSALS MEET YOUR PROSPECT’S NEEDS. RELATIONSHIP SELLING REQUIRES THAT YOUR PROSPECTS KNOW AND TRUST YOU. THE COMBI- NATION IS NEARLY UNBEATABLE.

CONVICTION

• Prospects can feel the power that flows when you sell from conviction.

WORK HARDEST TO MEET PROSPECT’S NEEDS, NOT YOUR NEEDS.

TAKE CHARGE OF YOUR TERRITORY

• Make something happen.

TIME

• In a given situation, is time your friend or your enemy? If it’s your friend, coast, if it’s your enemy, accelerate.

FIND WAYS TO MAKE THE JOB FUN.

MANAGE YOUR TERRITORY LIKE AN INDEPENDENT BUSINESS

MOTIVATE YOURSELF

• You have to know why you’re here. Others can only help you remember why you’re here.

The Alexander Group | Sandler | Gong | Convertiv | Modigie, Inc. | Informa TechTarget | AuctusIQ Sales Solutions | Spotlight.ai | Humantic AI | Salesbricks ?? | TitanX