Sales Essentials

The absolute essentials – know your customers, focus your time and treat them well.

Determination is key –  The Script say it waaaaay better than us ...

"You can throw your hands up
You can beat the clock
You can move a mountain
You can break rocks
You can be a master
Don't wait for luck
Dedicate yourself and you gon' find yourself"

In modern terms, and relevant for this section, Josh Evans from velocify.com said is brilliantly on the SalesHacker blog

“Most salespeople give up after making two calls, which might seem reasonable. But if they persisted and made six call attempts, they would have increased their revenue by a whopping 25 percent, according to industry research. Making more calls doesn’t take a lot of time–it’s just a matter of remembering when to follow up.”

Following up with a clear call objective (reason for calling), is a simple, yet effective sales fundamental that sets the rockstar sales people apart from the rest of the crowd. Underpinning this, is a good understanding of the product and your customer’s need, as well as their potential objections. Front footing it and having the relevant facts and information on hand, makes your team and your business, easy to deal with and builds trust.

HubSpot shows how much is too much persistence in this infographic:

We only have 24 hours in the day, and we can’t spend every one of them working! So to get the best results, you can treat each customer like a VIP, but you’ll then need to decide which clients you invest extra time, extra effort and energy into. They need to be treated equally, but your efforts need to be focused on the customers that will deliver the results you and your company need. Here’s the tool to help you  decide who to give the most love and attention to, and how to go about giving them the VIP treatment.