By Stephan Schiffman
Schiffman finds 25 sales-building recommendations that he has built and validated in the course of his years of teaching salespeople.
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Additional resources for The 25 Sales Strategies That Will Boost Your Sales Today!
28 Seize Opportunities The point is not to simply stare at your call sheet or datebook, not to do what everyone else is doing, but to find creative ways to develop new openings for yourself and gather information about the prospect that you didn’t have before. Use all resources at your disposal! That’s what seizing opportunity is all about. 29 STRATEGY #4 Be Punctual Not long ago, a salesperson came in to see me on a sales call. He was fifteen minutes late. He didn’t understand why I was a little bit annoyed at his tardiness.
I simply thanked them for the business. Out of those thirty-five calls, nine people called me back specifically to give me additional business for the next quarter! That’s a high-impact calling campaign if there ever was one. Know when not to be dependent! You can’t expect anyone else to manage your sales career for you. You have to do it yourself, one day at a time. ” Of course, they name every company they can think of that’s offering a similar product or service. And they’re all wrong. The number one competitor every single company faces is the status quo.
52 STRATEGY #9 Know How to Develop Interdependent Relationships Successful salespeople realize that their work is about relationships. There are actually four levels that each of us go through when we’re selling. The first level is that of the seller, meaning that we’re (for lack of a better word) peddlers. Now that’s the lowest common denominator that I can think of when I describe a salesperson: a peddler. We come in and we only talk about dollars (or instant delivery, or some other topic of instant and immediate interest to the prospect).