Tips from the Front Lines
A collection of priceless sales gems

Every salesperson is looking for a gem – one rough-cut diamond that turns a lost sale into a found sale, one emerald that can change a customer’s response from “no” to “yes.” I’ve asked readers of my ezine, Sales Caffeine, to send me their sales gems. Hundreds replied.

Here are some of the gems:

• My working sales strategy is: service for others in your heart. Jennifer Clarke

• When I enter the sales arena, the decision-maker I have prepared for anticipates that I will be keen. My antennae will be hot, and the client and I will like each other. We will be in the dance. That’s when it really becomes fun. Salespeople that feel this way and are eager to engage in the fascinating dance can become great. Those who are anxious about their self-perceived weakness or are self-pressured to “close the deal” need to change and see the joy, humor and interesting life experience of each sales opportunity. Otherwise, they should do something they really enjoy. Michael Kaplan

• In our industry, when someone asked: “What kind of business are you in?” my answer would be something like: “We do 60 percent corporate and 40 percent leisure travel.” About 10 years ago, I quit answering in those terms and changed my reply to: “I’m really in the relationship business, and I happen to sell travel.” It helps me and my probable purchaser remember that it’s all about having a quality relationship. Calvin Dennis

• My sales gem is a quote from Abraham Lincoln: “Good things come to those who wait – but only what is left behind by those who hustle.” Todd Sims

• All through my presentations, I think of one thing: “I am transferring enthusiasm.” So, when I see the prospect laugh with me and become involved during the presentation, I know I’ve done my job. If I’ve done well in transferring enthusiasm, the prospect asks me to start the paperwork while he writes the check! Cedric Licuanan

• If you need to ask for referrals, it means that you haven’t done your job. If you had, your customers would happily recommend you to their friends. Asking for referrals proves you are simply a seller of a product—not a trusted professional. When was the last time your surgeon asked for referrals? Anonymous

• The task of overcoming objections is reserved for salespeople. Professional advisers, on the other hand, know that if they truly understand their client’s “objectives” – there will be no “objections” to overcome. David Gordon

• My grade school principal always said, “A smile increases your face value.” My smile helps me engage my customer. It’s the real me, and it’s genuine because I enjoy meeting with people. Here’s an added dimension: A smile increases your voice value. When you’re on the phone, people can “hear” the smile and attitude in your voice. It’s tough to muster a smile you don’t feel. Work on your attitude. Expect to enjoy meeting that new person and finding that new opportunity to help them. One of the best things about being in sales is meeting and working with people to help them benefit from what you have to offer. Nancy Raffetto

• Build honesty into your relationships. Give without expecting anything in return. This is my first rule of networking. It’s really more about net-building, because I don’t consider it work. Rickey Gold

• “Sell to help the other person, and let your sincerity of purpose shine through.” This quote is on my wall. It helps me look at things from “their” perspective. Nick Gory

• No doesn’t mean no – it means not now. I also keep a file of sales ideas that I collect and share some of the ideas each week in our operations meetings. Everybody contributes to sales! Steve Whitcraft
  
  
  

Jeffrey Gitomer is the author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com.

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