9 Core Sales Beliefs
Lead with and live by these rules.
Rules to live by — call them tenets, beliefs, principles, your code. This is what we’ve discussed with our team for the past several years, and these rules are keenly focused on a sales team’s prospects and how you show up for THEM.
Be kind. No matter what…
Always tell the truth. No matter what…
Don’t talk about your (product, service, etc…) right off the bat… it kills deals
Be human. Understand that you are talking to someone who has a whole host of things going on and your product or service may be your first priority but it may not be theirs.
Pick up the phone. This should be your default, over-reliance on email or messaging will lull you into a false sense of productivity. (plus it’s more effective)
Lead and prospects are different. Prospects are qualified leads that have a clear match to your product or service. Leads are just a name, a face, and a phone number.
Focus on the value you can provide, not the price. In the absence of value, price becomes an issue.
Using a service or product and the decision to refer to the use of a service or product is very different. Referrals to you are putting the person’s reputation at stake. Make sure you are worth it.
A prospect’s decision-making process is just that: a process. This means the VAST majority of the time the decision will happen over many conversations.
Good to post in your sales meeting agenda, at a sales rally, in your Slack or teams channel. Maybe take one and make it a discussion topic theme in your next several sales meetings.
Lead on.