In Part 1 of this series on sales strategies, we offered a business-is-business list of steps you can take to find your customers. Part 2 followed up with a business-is-also-personal reminder of the top personal traits that help you retain your customers. Now, in Part 3, we wrap up with strategic Do’s and Don’ts as staying-power strategy for a long career in sales.
DON’TS
Consider these the worst-practice approach you could choose. Avoid them, or accept responsibility for the fallout.
- don’t trash-talk the business area you serve – and don’t diss your clients to colleagues or other clients or anyone else
- don’t hesitate to be clear about your parameters for doing business – terms, delivery time, return policy
- don’t wait too long to fire a client that causes disruptions to your business – not just a ‘difficult’ one (we all have bad days)
- sales, by its nature, involves promises and a bit of razzle-dazzle – don’t go so far overboard that you come off as unbelievable or untrustworthy, don’t flat-out lie, because you’ll invariably get tripped up
- your sales pitch is about the benefit to your prospective client, not to you – so don’t try too hard to establish yourself as an expert by being overly cute
- never use quotes from any:
- president (you never know who you will put off)
- technology megabucks billionaire (their ‘vision’ is irrelevant to a small business)
- sports figure, celebrity, or your parents (save that for casual conversation)
- never include in your pitch military sales tips in The Art of War (even if you have read it)
- never compare yourself to a Jedi knight – seriously, just don’t
- never use quotes from any:
DO’S
Think of these as your best-practice business policy. Incorporate them into your overall sales strategy – you may be surprised by the intangible benefits they yield.
- believe in the products and services you offer
- balance your drive and ambition with an open mind
- know the industry sector you’re in – stay positive about your business
- cultivate transparency in your client interactions – starting when they are a prospect
- bring your A-game to every meeting
- be curious about your business and about the world
- know your client’s business – and treat proprietary information with discretion and sensitivity
- know how to network – and do it, because consistency is key, here
- stay educated and updated
- believe in – and trust – yourself and your instincts
- always follow-up on a commitment you make – regaining trust is the single most difficult hurdle to overcome when it comes to your reputation and trustworthiness
ONE MORE THING
Read or revisit key tips in related posts from the last two weeks:
3 Key Sales Strategies to Land and Keep Small-Business Accounts
3 Long-Term Sales Strategies for Small-Business Accounts
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