Top Gun Sales Strategies 1 of 4

If you’ve attended any of my events, you probably know that I am averse to doing things the way everyone else does. I call it antimimeticisomorphism. One of the ways I was able to win sales awards early on in my career was the systemisation and automation of the sales process. It’s one of the elements I will discuss at a 1-day event I call Top Gun Sales Strategies and is the focus of today’s post.

As a salesperson, you are paid to SELL. Anything that diverts you away from that should be eliminated or reduced as much as possible.

One of the easiest and fastest ways to become more effective and efficient as a salesperson is to automate the quoting/bidding/proposal process. That means everything that a prospect needs to go through the decision to buy from you must be automated/systemised.

First and foremost, the sales process always goes through 4 stages:

Stage 1 of a sale:

Consider:

A suspect MUST first consider you and/or your company before he/she can become a prospect.

Tools you can use to expand your reach to have MORE suspects and prospects consider your offerings include:

  • Having testimonials and case studies available.
  • References that can be called.
  • News clippings about you/your company.
  • Awards and other accomplishments listed or categorised in various formats.
  • Research, statistics that substantiate and/or explain your product or service.
  • Supporting information to inform and educate your suspect or prospect so they acquire the competency to understand and/or appreciate what you have to offer.

At my upcoming 1-day Top Gun Sales Strategies event, I will reveal dozens of killer strategies and examples that will take you from an average salesperson to a Top Gun Sales person.

The next blog post will cover the second of the four Top Gun Sales Strategies

Stay tuned!

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