The Giants of Sales

Why did I choose this resource?

I chose this resource to learn different sales methods and how they were developed.

What did you learn from it?

I learned different sales methods, how they were invented, and which sales scenarios they work best for.

Key Knowledge

• The Four Basic Sales Groups
  • Process Oriented
    • Most used
    • Specific steps
    • Easy to explain and measure
    • Works well with complex products or teams
  • Relationship-driven
    • Bond formed with client
    • Relies on salesperson, not product
    • More repeat business
    • Works well for selling commodities or intangibles, consulting services
  • Linguistic
    • Specific words and phrases used during the sale to influence a buyer’s decision
    • Communicate messages more effectively
  • Tactical
    • Sales techniques
    • Performance boosting skills
    • Training targets the sale person’s weak areas
• Joseph Crane’s Process – “Consultive”
  • Identify the customer’s problems.
    • What is there biggest woe?
  • Develop a specific value proposition.
    • Know your potential client!
  • Show how the solution fits.
    • How does your product or service solve the clients problem?
  • Ask for the order.
    • Do not wait for the client to tell you they want your product or service.
• Dale Carnegie’s “6 Ways to Make People Like You”
  • Become genuinely interested in other people.
  • Smile!
  • Use the person’s name.
  • Listen. Encourage the person to speak about themselves.
  • Converse about the person’s interests.
  • Make the person feel significant while being sincere.
• Elmer Wheeler Sales Pointers
  • “Don’t sell the steak, sell the sizzle”
    • What is your products main appeal.
  • “Don’t write – telegraph”
    • Spark a customer’s interest quickly and with few words.
  • “Say it with flowers”
    • Don’t just say it, explain it.
  • “Don’t ask if – ask which!”
    • Offer a choice instead of asking an open ended question.
  • “Watch your bark!”
    • Use more than your words, communicate with your voice, delivery, body language, and facial expressions.
• Joe Girard “The Greatest Salesman in the World”
  • Likeable
  • Mirrored clients speech and dress
  • Listened intently to prospects
  • Made use of his entire day
  • Offered “samples”
  • Nurtured every lead
  • Kept in touch with clients, sent greeting and birthday cards
  • Invented the “Law of 250”

How are you using what you learned?

I am using what I learned to improve our sales process and client relationships.

Key Changes / Key Actions

• Develop a sales pitch
• Send greeting and birthday cards to clients

Source

• Name : The Giants of Sales
• Author : Tom Sant
• getAbstract.com: Link to Book