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Seamus Parfrey
Sales Guidelines
by Seamus Parfrey

Over the years I have noted down sales guidelines which I thought useful and I now share them with you. If you have any to add please let me know.

PERSONAL

  1. Selling is 10% inspiration and 90% perspiration
  2. Ask questions, keep your mouth shut and talk with your ears
  3. Have a POSITIVE attitude – Your success is the product of your own attitude.
  4. Be persuasive and persistent
  5. Be enthusiastic – it builds belief in your clients
  6. Have an active mind – be aware of opportunities
  7. Have authority from knowledge
  8. Be sincere, develop rapport
  9. Be courteous
  10. Be ethical and credible

GENERAL

  1. Smile on the phone. Stand up. Plan your call.
  2. Set your goals – a person going nowhere usually gets there.
  3. Success breeds success.
  4. DON’T EVER SAY I CAN’T – GET RID OF EXCUSES.
  5. It is far better to get no’s than a pipeline full of maybe’s.
  6. Always do what you say you will do.
  7. Get rid of those words that give negative feelings.
  8. Those who think big get big results.
  9. Make things happen by recognising opportunities.

SET UP

  1. IF YOU HAVE NO PROSPECTS YOU HAVE NO PROSPECTS.
  2. NEVER BE AFRAID OF ASKING PEOPLE TO HELP YOU.
  3. Success is achieved by constantly looking for new opportunities 24 hours a day.
  4. Do not be afraid of someone saying no. Master your subconscious fear. Don’t fear failure.
  5. You fail because:
  • Poor preparation
  • Failure to identify potential in clients – always practise the art of adding value to people
  • You are not switched on and therefore do not capture client’s interest.
  • You neglect to ask for the business.

MEETING

  1. The first impression really counts. People buy people. 84% of all decisions are based upon emotion.
  2. AIDA –  Capture Attention,
                 Arouse Interest,
                 Create Desire (turn needs into wants), 
                 Action
  3. Product/service belief is essential
  4. Link features to benefits – use the link phrase “which means that”.
  5. Don’t sell your products or services. Sell the results or what your product or service will do.
  6. People buy value, or their perception of value, not price.
  7. People buy more with their eyes than their ears.

CLOSE

  1. Outstanding service alone can become your greatest closing tool.
  2. Only one in five clients will ever volunteer an order so never let a potential order go unasked for.
  3. Remember the 8/73 survey. Only 8% of salespeople are still selling after receiving four objections while 73% of customers voiced five or more objections before placing an order. Be persistent.
  4. If you don’t close you are working for the competition.

 

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