I recently listened to Jeffrey Gitomer's The Little Red Book of Selling: 12.5 Principles of Sales Greatness and wanted to share some high level notes.
Good ideas/perspectives are most useful when we act upon them. So, how do you act upon these ideas? I suggest you focus on a couple of principles a week and try implementing a new strategy or action from these principles in a routine basis. Internalizing concepts/ideas occurs with focus and persistence.
Much thanks to Mr. Gotimer for sharing his experiences/perspective in a user-friendly manner.
I listed Mr. Gitomer's 12. 5 principles for sales greatness below:
- Kick your own ass
- Prepare to win, or lose to someone who is
- Personal branding is Sales: It's not who you know, its who knows you
- Its all about value, its all about relationship, its not all about price
- It's not work, its NETwork.
- If you can't get in front of the real decision maker, you suck.
- Engage me and you can make me convince myself.
- If you can make them laugh, you can make them buy!
- Use CREATIVITY to differentiate and dominate.
- Reduce their risk and you' convert selling to buying.
- When you say it about yourself its' bragging. When someone else says it about you its proof.
- Antennas up
- Resign your position as general manager of the universe.
I wish you fulfilling success.
Why customers buy (per The Little Red Book of Selling)
- I like my sales rep
- I understand what I am buying
- I perceive a difference in the person and the company that I am buying from
- I perceive a value in the product that I am purchasing
- I believe my sales rep
- I have confidence in my sales rep
- I trust my sales rep
- I am comfortable with my sales rep
- I feel that there is a fit of my needs and his/her product or service
- The price seems fair, but its not necessarily the lowest
- I perceive that this product or services will increase my productivity
- I perceive that this product or services will increase my profit
- I perceive that my salesperson is trying to help me build my business in order to earn his. My salesperson is a valuable resource to me.
18.5 secrets of success (per The Little Red Book of Selling)
- believe you can
- create the environment
- have the right associations
- expose yourself to what's new
- plan for the day
- become valuable
- have the answers your prospects and customers need
- recognize opportunity
- take advantage of opportunity
- take responsibility
- take action
- make mistakes
- willing to risk
- keep your eyes on the prize
- balance yourself
- invest, don't spend
- stick at it until you win
- develop and maintain a positive attitude
- ignore idiots and zealots