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Top Sales People
Dr. Tafveez Amin
Discussion Session
# 68
31st
October 2015

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How many of you are planning a
career in sales (show of hands)?
Anything less then a 100% show of
hands is not acceptable…
NOW WHY DO I SAY THAT?

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We usually think of SELLING
PRODUCTS
SERVICES
OR
BOTH

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But what about..
Selling
Yourself ?

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Remember this truism…..
I don’t care what career path you are on.
The reality is that you must sell yourself
before you sell your skills.
I am talking about your “persona”---about
how others see you as a human being.
I choose to call it “personal
salesmanship”.

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Who would you hire?
Joe has a 4.0 g.p.a. Also, he is a “slug”.
He is slovenly—conceited—surly--
doesn’t bathe too frequently—has no
friends---yet his grades are tops.
Bill has a 3.0 g.p.a. He is personable—
well liked—outgoing—a good listener—
enjoys working with others—and he
bathes frequently.

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ARE YOU……
BEGINNING
TO GET THE
MESSAGE?

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The video you are going to
see……
is focused on those who are planning a career
in sales and what it takes to become a top
salesperson.
But following my own thesis----that we sell
ourselves before we sell our skills, I believe
there is something you can learn from this
video even though you’re not going into sales
as we traditionally think of “sales”.

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Who is Brian Tracy?

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www.briantracey.com
A review of Brian Tracey’s web-site could very
easily lead you to the conclusion that he
walks on water.
My own criteria is simple: Would I pay to hear
him speak? Right now, the only person on
my “pay to hear list” is George Carlin.
There is some good information in this video---
but you will have to decide if you would pay to
hear him speak.

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O.K.-
Let’s
Review Brian’s
Message

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Why are some salespeople so
successful?
 20% of the salespeople make 80% of the sales
and 80% of the commissions
 10% of salespeople open 80% of new accounts
(“hunters”)
 The top 10% of sales professionals today earn
5X, 10X, 15X and even 20X the average of the
other 80%-90%.

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Why are some salespeople so
successful?
1. They sell the product people want.
1. They convince people they want
the product they have to sell.

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Who do you think are the
top earners in the big name
consulting firms?
Those with the 3.9
gpa’s?
OR
Those who bring in
the most new
clients?

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Why are some salespeople so
successful?
 80% of Sales success is
psychological.
 Top salespeople are OPTIMISTS.
 They have a positive mental
attitude.

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Optimism
 Optimism is a result,
or effect, of the
seven key qualities
of top sales people

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Seven Qualities of Top
Salespeople
1. They are
ambitious.

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Ambition
 A strong desire to
gain a particular
objective;
specifically, the
drive to succeed or
to gain fame, power
wealth, etc.

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Seven Qualities of Top
Salespeople
 They are ambitious.
 They are courageous.

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Courage
Everyone is afraid.
The best salespeople
do it anyway! Ask
for the sale…
The top people
confront their
fears.

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Seven Qualities of Top
Salespeople
1. They are
ambitious.
2. They are
courageous.
3. They are
committed.

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Commitment….
 Caring is the key element in successful
selling.
 Selling has often been defined as a
“transfer of enthusiasm”.

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Law of
Correspondence
The more you believe
in what you sell, the
easier it is for you to
convince someone
else.

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Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.

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Consultant stance…
 People accept you at the way you
present yourself.
 Act like a consultant in everything you
do and say.
 What does a consultant do?

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Forbidden Phrases
“WHY DO YOU
NEED TO KNOW?”
“NO.”
“YOU’RE WRONG.”
“WE’VE NEVER DONE
IT THAT WAY.”
“YOU’LL HAVE TO.”
“THAT’S NOT MY JOB.”
“THAT’S AGAINST
COMPANY POLICY.”
“I DON’T KNOW.”

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What
makes
people
remember?
Positive Associations
ove, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, Sheep, Meanin

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Why Do Customers Stop
Being Customers?
Beyond Customer Service, 1992.
100%
 1% Die
 3% Move Away
 5% Seek alternatives
 9% Go to the competition
 14% Dissatisfied with product/service
 68% Upset with the treatment they
receive

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Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.

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Three Keys to Preparation in
Selling
1. Pre-call research – do your homework-
mentally prepare.
1. Pre-call objectives – what are your goals?
Starting out? Break it down.
1. Post-call analysis – write down every detail.
When to re-contact.
Think what other approach could be used to
advance your prospect of success.

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Seven Qualities of Top
Salespeople
1. They are ambitious.
2. They are courageous.
3. They are committed.
4. They see themselves more as
consultants than as salespeople.
5. They are prepared.
6. They engage in continuous learning.

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Keys to Continuous Learning
 Read one hour in
selling each day.
 Listen to audio
tapes in your car.
 Take all the training
you can get.

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Seven Qualities of
Top Salespeople-summary
1. Be ambitious.
2. Be courageous.
3. Be committed
4. Be professional.
5. Be prepared.
6. Engage in continuous learning.
7. Be responsible.

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Hooray! I Made the Sale!

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Just Remember…
YOU ARE
SELLING
YOURSELF!!!

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14 PROVEN STRATEGIES TO
INCREASE SALES OF YOUR PRODUCT
 Finding new people to buy your product or
service is an important part of the entire sales
process. Do you have a great product but aren’t
gaining the right customers to buy it?
 Are you not sure how to approach your
customers or have a confusing sales message?
 Use these 14 sales tips to gain more of the right
customers who WILL buy your products.
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1. People Buy Benefits
 People don’t buy products, they buy the results that product will
give. Start your process of identifying your ideal customer by
making a list of all of the benefits that your customer will enjoy by
using your product or service.
The “Share a Coke” Campaign
 The “Share a Coke” campaign generated an increase of 4% in
sales just by Coca-Cola adding personalized names to Coke
bottles. They appealed to people’s need for friendship and
personalization, there’s nothing like drinking a Coke with your
name on it.
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2. Clearly Define Your
Customers
Who is the person who would most likely to buy your
product and buy it immediately? Create an avatar of that
customer.
Ask Specific Questions
How old are they?
Are they male or female?
Do they have children?
How much money do they make?
Do they have an education?
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3. Identify The Problem Clearly
What kind of problem does your customer have that you
can solve? If you have identified your customer correctly,
these people will pay you to solve their problem.
Sometimes the problems are obvious and clear.
Sometimes the problems are not obvious, or unclear.
Sometimes the problems do not exist for the customer. If
the problem does not exist, the customer will not buy your
product.
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4. Develop your Competitive
Advantage
You define your competitive advantage, the reason for
buying your products or services, in terms of the benefits,
results or outcomes that your customer will enjoy from
purchasing your product or service that they would not fully
enjoy from purchasing the product or service of your
competitor.
Focus on the benefits of what makes your product better
than others.
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5. Use Content and Social Media Marketing
to Your Advantage
There are so many more ways to get your product
to your customers than ever before. What’s the
best part? They’re all free. You can use social
media such as Facebook, Twitter, and your blog to
your advantage. By building relationships with your
customers through these channels you can access
more people than ever
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Some of the benefits of content marketing include:
More access to qualified leads.
More channels to sell your product.
Lower costs to acquire customers.
Here is a graphic of how quickly data is generated across the
internet. Take a look at social media websites. Wouldn’t it be
amazing to leverage this audience? You can!
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6. Some times, You will have to Cold
Call
Cold calling potential prospects can be frustrating
and hard. Whether you are doing it in person or on
the phone, it is your job to warm up a potential
customer. Especially if your product is new, you
may have to generate interest by calling your
customers. Here is a blog to make cold calling
customers extremely easy.
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BECOME THE BEST SALESPERSON YOU CAN
BE
Click the link below and I’ll give you my proven sales
methods to increase your sales and income.
Learn how to achieve high-sales even if:
-You have a high dollar product
-You’re in a tough market
Click here to gain the confidence to double your
sales
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7. Try The 100 Calls Method When
You Start Selling
This is a method I developed when I first began
selling to overcome fears of being rejected. Reach
out to 100 customers as fast as you can. You don’t
really care about your sales results, only the
number of people you contact. You will become
fearless when selling your product. You can read
more about the 100 Calls Method from this
blog where I go into detail.
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8. Pick The Right Price
Do market research on your competitors to
determine the right price. If you have a high-priced
product, be prepared to over-deliver quality to your
customers. Price can be determined by “perceived
value” of your product. If you can make your
product seem superior to your competitors, you
can charge a higher price.
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9. Learn Proper Negotiation
Techniques
Skilled negotiators are usually quite concerned about finding a solution or an
arrangement that is satisfactory to both parties.
They look for what are called “win-win” situations, where both parties are happy
with the results of the negotiation. Learn more about some of the best
negotiation qualities and tactics from this blog.
The Best Negotiators Have These 3 Qualities
They ask good questions to find out exactly what you need.
They are patient.
They are very well prepared.
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10. Make Effective Presentations
In selling it is important to make a creative and
compelling sales presentation to your customers.
One of the many ways is to create an effective
presentation by using PowerPoint.
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11. Focus on Keeping Your
Customer for Life
“Once a customer, always a customer.”
Once a customer has purchased your product, this
should not be the end of your relationship with
them. Focus on keeping a strong relationship with
your customer. This will only create more trust and
add value to your product.
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12. Offer Potential Customer Something
Really Great For Free
Your ideal customer is far more likely to buy your
product if you give them a preview to try out. Shoot
a short video of your product in action, give them a
free piece of really great content and get your
customers excited for what’s next
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13. Give Your Customers The Inside
Scoop
If you are going to have a sale on your product
soon, tell your customers about it. They will be
happy to hear about it, and it will build trust with
them. They may even buy more because of it.
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14. Your Sales Messages Should Be
Clear
Pick out one or two benefits of your products and state
those clearly in the sales headline. Make it clear to your
customers EXACTLY what your product is going to do for
them. Be specific. If your product has multiple benefits,
create sales messages for different customers that they
can relate to.
What strategies have you implemented to increase your
sales? Please share them in the comments.
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BECOME THE BEST SALESPERSON YOU CAN BE
Learn how to achieve high-sales even if:
-You have a high dollar product
-You’re in a tough market
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Evaluation Questions
Use:
A. Strongly agree
B. Agree
C. Disagree
D. Strongly disagree
E. Don’t know
1. I found the presentation of material easy to understand.
2. This Advantage session increased my knowledge on the
subject presented.
3. I will be able to use some of the information from this
Advantage session in the future.
4. The presenter was well prepared for this session.
5. This presentation should be repeated in future semesters.