Page 29 - Get More Business 2022 v1

sell What does it 29

really mean?

Communicate
Giving information, creating awareness and encouraging
conversations.
Persuade
Showing that your offering is worth having and why.
Differentiate
Creating a worthwhile value added difference between
what you are offering versus the competition. GET MORE BUSINESS

1. Just get started by helping and serving - the secret to getting ahead is getting started!
2. Understand the sales process and how it works for you, your customer and the business.
3. Understand the psychology of your customers and how they make buying decisions.
4. Recognise the importance of service: everything from being prompt for a meeting to
ensuring you follow up quickly.
5. Have great technical excellence and practical knowhow.
6. Understand the detail of sales techniques so you are comfortable in using them to get the
business but adapt them based upon the customer and what feels right for them.
7. Respect your customer and their intelligence. If you believe what you are offering will really
help them solve their problem – just focus on that.
8. Intent counts more than technique but you have to ask to get the business! SELL
9. Tailor your approach so that it is directed at people as individuals.
10. Do not assume – just ask great questions and remember to listen too!
11. People rationalize buying decisions based on facts, but people make buying decisions based
on feelings – you need to cover both bases.
There are no ‘magic formulae’ in selling. Success goes to those who are concerned about the
detail and select and deploy the appropriate approach day by day, meeting by meeting,
customer by customer. Great business generators are relationship builders who provide value
and help their customers succeed. In modern sales data matters too – use sales technology to
manage information and gather data on your customers preferences and your performance

It takes time to build a relationship and gain people’s trust. Constantly work at moving
the relationship forward - always follow up, ask for small commitments and do not give
up if you know you can add value.