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101 Tips for Becoming a Top Sales Performer

A Book by Peter CollinsCombat Stumbling Blocks

THE COMPLETE INDEX FOLLOWS THIS INTRODUCTION

Throughout the world today, the concept of selling is changing rapidly – and it is fair to say, far more rapidly than any salesperson would honestly like.   Now, that is not to say that the selling styles have changed beyond recognition, but simply that what the consumer is prepared to accept as today’s norm has been moved (or perhaps, elevated) to a new and far more astute level.  In fact, every salesperson in this modern era now senses that customers are both behaving and responding differently. Some sense that the consumer may be considered less friendly, whereas others expect more from the seller than ever before.

So what’s happening in what many would consider to the new way confronting the selling world?  Many would say that behind it all are new found levels of doubt, distrust and faster modes of selling because of the impact the internet has made on today’s society.

It’s now a world where with just one simple click, mountains of valuable information is instantly made available to everyone.  On the other hand, while changes in buyer attitudes may seem insignificant to many within the selling world, in reality it’s anything but that.

Many now tend to ask what’s changed in what has always been perceived as the selling world? The facts here are now also as simple as they are complex to the seasoned seller.  Perhaps what needs to be understood is because new buyers tend to know more, in the main, they’re less trusting and often more demanding.

Here’s what we are really facing today.  Most older salespeople will suggest that when they get in front of a prospect, they are able to function well and work at their craft with a high level of ability, competence and professionalism.  But what happens if they can no longer get face-to-face with the prospect?  Or what if the prospects door doesn’t open the way it used to and the seller is no longer able to present personalized facts and solutions?  And what will be the modern sellers strategy if the prospect refuses to engage in the most basic of discussions, give the seller the time of day, or worse still, declines to provide time for a meeting?

What happened so often in the past is that so many sellers simply pushed the delete button and then moved on to the next customer.  But the problem with this “old fashioned” strategy is that there will always be a limit to how many prospects are willing to do it the seller’s way, rather than the seller accepting that the buyer is ‘king’ and should be afforded the courtesy of doing things his/her way.  In fact, the buyers who are prepared to bow to the seller’s way of doing business are becoming fewer by the day.

The reality of the current day is that the selling environment has changed, and what’s more, has changed permanently.  Today’s savvy seller needs to rise above the crowd of slow, old fashioned or even hard to change tactics and marketing processes and see these newly changing acceptances as cold, had and unbending facts.  New ways have to be developed to attract the type of buyer the seller wants.  They need to ascertain that what it takes to be successful in sales is demanding but not particularly nor necessarily complicated.

To get you under way, here are 101 suggested tactics you could consider for improving your sales performance both now and into the future:

101 Tips for Becoming a Top Sales Performer INDEX

Introduction

Sales Tip 1. When you Prejudge you Misjudge

Sales Tip 2. Sell Yourself to Do Business with Your Prospect

Be Appropriately .           .           .           .           .           .           .           .          

Arrive Prepared to Do Business             .           .           .           .           .           .          

Get Them to Relax          .           .           .           .           .           .           .          

Sales Tip 3. This is what a Sales Pro Would Do
Preparation          .           .           .           .           .           .           .           .          
Never Say No      .           .           .           .           .           .           .           .          
Meet Your Customers Requirements      .           .           .           .           .          
Do What You Get Paid For          .           .           .           .           .           .          
Be Thorough        .           .           .           .           .           .           .           .          
Be Superior          .           .           .           .           .           .           .          
Just One More Call          .           .           .           .           .           .          
Sales Tip 4. Act in the Customer’s Best Interest – Always

Sales Tip 5. Never confuse Activity with Action

Sales Tip 6. Sell Through the Prospect’s Eyes

Sales Tip 7. Offer to be An Information Resource to Them
Send Them Business        .           .           .           .           .           .           .          

Sales Tip 8. Compliment Other People and their Abilities

Focus on things you Have in       .           .           .           .           .           .          

Don’t just Listen, Hear what They Have to Say  .           .           .           .          

Sales Tip 9. Pre-Plan Your Call

Sales Tip 10. Expand Markedly on what you do now

Become and Invaluable   .           .           .           .           .           .           .          

Make Them the Stars      .           .           .           .           .           .           .           .          

Keep a High         .           .           .           .           .           .           .           .          

Newsletter Your Progress           .           .           .           .           .           .          

Offer Your            .           .           .           .           .           .           .           .          

Don’t Oversell      .           .           .           .           .           .           .           .          

Give them a Freebie        .           .           .           .           .           .           .          

Sales Tip 11. Now some hints about the 80/20 Rule in Selling

Sales Tip 12. Take Control of Every Call a MUST for Sellers

Sales Tip 13. Priorities, Priorities, Priorities

Sales Tip 14. The Must-Do’s for Professional Salespeople

Sales Tip 15. Is Your Presentation Working?

Sales Tip 16. You should always Present with Real Passion

Sales Tip 17. A Supportive Company Can Make All the Difference

Sales Tip 18. Set Goals – Sell – Support – Succeed

Set Goals .           .           .           .           .           .           .           .           .          

Sell           .           .           .           .           .           .           .           .           .          

Support    .           .           .           .           .           .           .           .           .          

Succeed   .           .           .           .           .           .           .           .           .          

Sales Tip 19. Professional Salespeople know that Time is Money

Sales Tip 20. Time Management – Your Most Important Source

Sales Tip 21. Canvass, Ask for Referrals and Prospect Constantly

Sales Tip 22. Focus your attention on the Other Person

The Most Important Person on this Earth            .           .           .           .          

Sales Tip 23. Training

Sales Tip 24. The Executive Secretary Deserves Respect

Sales Tip 25. Passionate Enthusiasm is the Key to Sales

Sales Tip 26. Research Shows that Closing is Easy

Sales Tip 27. What you Need to Know About Prospect’s

The Prospect is Usually .           .           .           .           .           .           .          

The Prospect is Always Underprepared             .           .           .           .           .          

The Prospect Wants to be in Control      .           .           .           .           .          

The Prospect wants to be Romanced     .           .           .           .           .          

The Bottom Line is – “What’s In It For Me”          .           .           .           .          

Sales Tip 28. Be Accessible as Often as Possible

Sales Tip 29. The Desire to Win

Sales Tip 30. Do you React – or do you Respond

Sales Tip 31. Develop a Strong Personal Foundation

Sales Tip 32. Develop Direct Business Mail Campaigns

Sales Tip 33. Don’t Get Side-Tracked

Sales Tip 34. Winning and why it’s Important to the Seller

Sales Tip 35. If the Prospect knows More than You Do

Sales Tip 36. Do You Want to get Better Sales Results?

Sales Tip 37. Remember to apply the Four Selling T’s

Sales Tip 38. In Every Presentation there’s a Buyer and a Seller

Sales Tip 39. Comfort Creates Discomfort

Sales Tip 40. Working Opportunities

Sales Tip 41. Gathering Information is an On-Going Activity

Sales Tip 42. Here are 4 reasons why Sales are Not Made

Not educating prospects about the cost of doing nothing            .           .          

Calling on prospects who cannot make decisions at the right     .           .          

Failing to identify the ‘Behind-The-Scenes’ decision makers      .           .          

Failing to resolve your potential customers fears            .           .           .           .          

Sales Tip 43. Benefit Selling

Sales Tip 44. You Don’t Need to Have a Great Memory

Sales Tip 45. Develop Good Drip-Campaigns

Develop Seminars and Drip Presentations         .           .           .           .           .          

Sales Tip 46. React or Respond

Sales Tip 47. Unsold Prospects Go Cold Really Quickly

Sales Tip 48. Better Listening Skills are Important

Smile Often          .           .           .           .           .           .          

Eyeball People     .           .           .           .           .           .           .          

Nod Your Head    .           .           .           .           .           .           .           .

Sales Tip 49. Make the Most of your Reception Room Time

Sales Tip 50. Never Concentrate on Hurts

Sales Tip 51. Sales Courage is Everything

Sales Tip 52. Right Mental Attitude

Sales Tip 53. Developing Your Questioning Ability is Vital

Sales Tip 54. Target a Market and then Cold Call it

Sales Tip 55. Create and Apply Appropriate Solutions

Sales Tip 56. Sales Courage

Sales Tip 57. Maximum Results = Maximum Effort

Sales Tip 58. Being Different Makes the Real Difference

Be Different          .           .           .           .           .           .           .           .           .

Talk Different       .           .           .           .           .           .           .           .          

Do Different          .           .           .           .           .           .           .           .          

Prepare Different             .           .           .           .           .           .           .          

Ask Different        .           .           .           .           .           .           .           .          

Try Different Things         .           .           .           .           .           .           .          

And be Different Enough to Face the Prospect in the Early Stages       .          

Sales Tip 59. Do You Discount or Negotiate

59.1 – Professionals Give Top Service .           .           .           .           .          

59.2 – Professionals Sell Quality Products . .           .           .           .          

59.3 – Professionals Negotiate .           .           .           .           .           .          

59.4 – Professionals Write Everything Down .           .           .           .          

59.5 – Value Building Eliminates Discounting .           .           .           .          

59.6 – All Negotiations Should Pay Dividends .           .           .           .          

59.7 – Discounts May Be Used As A Substitute – sometimes .           .          

Sales Tip 60. Are They Listening?

Smile Often          .           .           .           .           .           .           .           .          

Eyeball People     .           .           .           .           .           .           .           .          

Nod Your Head    .           .           .           .           .           .           .           .          

Sales Tip 61. Pay Premium for Expert Advice

The Salesperson Needs to Try Different Things .           .           .           .          

You can have All the Success You Want            .           .           .           .          

Sales Tip 62. You can have All the Success You Want

Sales Tip 63. Dealing with Critics

Don’t Take Criticism Personally .           .           .           .           .           .          

Value Constructive Criticism       .           .           .           .           .           .          

Opinions Are Cheap        .           .           .           .           .           .           .           .

Sales Tip 64. Security in Sales

Sales Tip 65. Work on the 7 Ways to Increase Interest

65.1 – Talk .           .           .           .           .           .           .           .           .          

65.2 – Get excited .           .           .           .           .           .           .           .          

65.3 – Demonstrate a genuine interest .           .           .           .           .          

65.4 – Demonstrate the quality and value .           .           .           .           .          

65.5 – Paint word pictures .           .           .           .           .           .           .          

65.6 – Furnish .           .           .           .           .           .           .           .          

65.7 – Always .           .           .           .           .           .           .

Sales Tip 66. Self Analysis for Salespeople

Sales Tip 67. Self Image in Sales

Sales Tip 68. Don’t Entertain Dream Thieves

Sales Tip 69. Interviews Are Important to the Seller

Sales Tip 70. What’s Your Real Image?

Sales Tip 71. Learn to Listen

• Ask Questions            .           .           .           .           .           .           .          
• Don’t Interrupt .           .           .           .           .           .           .           .          
• Look at the Prospect .           .           .           .           .           .           .          
• Listen for what they Don’t Say           .           .           .           .           .          
• Don’t Jump to Conclusions    .           .           .           .           .           .          
• Don’t Deem them to be Liars .           .           .           .           .           .          
• Listen to How it is Said           .           .           .           .           .           .          
• Don’t Argue with them Mentally          .           .           .           .           .          
• Don’t React too Noticeably     .           .           .           .           .           .          
• Don’t Pre-Judge          .           .           .           .           .           .           .          
• Concentrate on           .           .           .           .           .           .           .           .          
• What they are Saying             .           .           .           .           .           .          
• Work on One Main Theme     .           .           .           .           .           .           .
• Keep Your Emotions to Yourself        .           .           .           .           .           .
• Nod Often       .           .           .           .           .           .           .           .           .
• Stop Talking    .           .           .           .           .           .           .           .           .
• Reflect their Feelings .           .           .           .           .           .           .           .
• Mirror their Body Language    .           .           .           .           .           .           .
• Rephrase the Statement         .           .           .           .           .           .           .
• Question the Statement          .           .           .           .           .           .          
• Confirm the Statement            .           .           .           .           .           .           .
• But above all – LISTEN.          .           .           .           .           .           .           .          

Sales Tip 72. Do You Pass the Test?

Sales Tip 73. Understanding How Word of Mouth Works

Yet most don’t understand how their business grew      

Sales Tip 74. Remember who is In Charge of the Sale

Sales Tip 75. Here are a few ways to Increase Sales Immediately

Concentrating too much on the selling process – not the buying process        

Upgrade those that have already bought            .           .           .           .           .          

Professional salespeople use ‘we’          .           .           .           .           .           .          

Why take rejection personally, take it professionally      .           .           .           .          

Go high-performance in your selling       .           .           .           .           .           .

sales Tip 76. Enthusiasm is Everything in Sales

Sales Tip 77. It’s the Value and Not the Price that sells

Value-Adding can be done Anytime/Anywhere  .           .           .           .           .

Sales Tip 78. Ensuring Favourable Conditions

Sales Tip 79. Are You Being Received?

When there is Little or No Feedback       .           .           .           .           .           .          

Sales Tip 80. Think About Advertising as a Lead generator

Promote unexpectedly     .           .           .           .           .           .          

Sales Tip 81. Referrals are the Sellers Most Powerful Sales Tool

The Supersellers Pointed me towards Referrals            .           .           .           .

Sales Tip 82. Be Punctual

Sales Tip 83. Does Up’s and Down’s Selling still Exist Today?

Develop the Ability to Sell Yourself         .           .           .           .           .          

Stop Using Outmoded Selling Styles and Concepts      .           .           .           .

Sales Tip 84. Make your New Goals your New Secret

Sales Tip 85. Compliment the Differences whenever you can

Be known for your ideas .           .           .           .           .           .           .          

Sales Tip 86. Personalise Your Endorsements – Do it NOW

Sales Tip 87. Focus on Possibilities

Increase Your Depth of Overall Knowledge        .           .           .           .          

Sales Tip 88. Talk about Third-Part Success Stories

Sales Tip 89. How Prospects Scheme

They Keep things Close to the Chest     .           .           .           .           .           .

Prospects play a Pre-Arranged Game    .           .           .           .           .           .

They always have a Friend who Might Want One          .           .           .           .

They always Pay in Cash           .           .           .           .           .           .          

Sales Tip 90. Make Specialised Knowledge a Sales Platform

Professionals have a burning desire to win        .           .           .           .           .

Professionals go ahead and do what they fear most      .           .           .           .

The professional will not stoop so low as to take rejection personally   .           .

Professionals are genuinely interested in people            .           .           .           .

The enthusiasm of a professional is high            .           .           .           .           .

Professionals are always willing to improve            .           .           .           .           .

The professional will go back to basics at least once a year     .           .           .

The professional is not afraid of criticism by others        .           .           .           .

Sales Tip 91. Guaranteed Turn-Offs

Talking too Much .           .           .           .           .           .           .           .           .

Appearing too Eager        .           .           .           .           .           .           .           .

The Underprepared Preparation .           .           .           .           .           .

The Off-Road Wanderer .           .           .           .           .           .           .           .          

Negative Speech             .           .           .           .           .           .           .           .           .

Sales Tip 92. Each Call is a Prospecting Call

Ask to learn about them   .           .           .           .           .           .           .           .

Phone them when you need help            .           .           .           .           .           .

Keep them in a special book       .           .           .           .           .           .           .

Acknowledge their help   .           .           .           .           .           .           .           .

Ensure you provide excellent after-sales            .           .           .           .           .

Sales Tip 93. Call on your Warm Market Often

Develop the Resources of Existing Customers .           .           .           .           .

Always get the Prospect Involved Fully .           .           .           .           .           .

Sales Tip 94. Above Average Performance Selling

Communication Questions Help you Sell            .           .           .           .           . 

Sales Tip 95. Develop Product Training Seminars and Freebies

Handle Sales Literature the professional way     .           .           .           .           .

Sales Tip 96. Be a Marketer 24/7 – That means All The Time

Do Joint Ventures with List Holders        .           .           .           .           .           .           .

Be enthusiastic    .           .           .           .           .           .           .           .           .

Follow up furiously           .           .           .           .           .           .           .           .          

Be known in the marketplace      .           .           .           .           .           .           .          

Become indispensable to customers      .           .           .           .           .           .          

Make News          .           .           .           .           .           .           .           .           .          

Know when to say no      .           .           .           .           .           .           .           .          

Get organized and stay that way .           .           .           .           .           .           .          

Present personalized proposals  .           .           .           .           .           .           .

Make it happen    . 

Sales Tip 97. Feel Felt Found Sales Technique to help Combat Stumbling Blocks

Sales Tip 98. Referral Selling – What’s the Problem?

Be Aware of what You Should be Doing and JUST DO IT  

Get Back on Track with Hot Leads from Client Referrals       .           .           .                     

Referrals Accelerate MORE Business for the Seller     .           .           .           .          

Here are Some More Seller Benefits through Referrals

A Referral Without an Introduction is Hard Going      

Sales Tip 99. Eight Ideas for Better Selling and Earning More Money Faster.           .           .     

1. It’s NOT a Numbers Game 
2. Make Yourself Likeable
3. Focus on the Many with the One

4. Prospects Want Solutions to their Challenges . .           .           .           .
5. Remember the WIIFM Factor .           .           .           .           .           .           .          
6. Ask the Right Questions .           .           .           .           .           .           .          
7. Everyone’s a Valuable Contact .           .           .           .           .           .          
8. Just ONE MORE Call adds More Hours to the Day .           .           .           .          
9. Sales NOT SOLD Can Go Cold Really Quickly 

Sales Tip 100. Sales NOT SOLD Can Go Cold Really Quickly       

Here’s Some More Stuff to Digest            .           .           .           .           .           .          

Because of this Sales were up by 100% .           .           .           .           .           .          

And Profits Went up by 300%      .           .           .           .           .           .           .          

101. Feel Felt Found Sales Technique to help Combat Stumbling Blocks

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