Call 1800 787 236 or click here to send an online query - We have qualified consultants standing by to assist.

Since it is true that life responds to our attitude - here is a list of winning thoughts

By John Lees, sales & marketing specialist

Since I have been writing articles for many years now, I thought it might be useful to pause and offer a list of just a few key thoughts that I have written about in the past decade or so. Here we go.

  • Never ask permission to do your selling job
  • Don't wait until opening night to rehearse your work on sales presentations
  • Don't handle objections, anticipate and mention them first
  • To be apposite, first learn to be opposite to the amateurs in selling and management
  • Always down-sell rather than up-sell
  • Sell progress for tomorrow, not change for today
  • Customers are a company's 'second sales force'
  • Giving knowledge is power, not merely having knowledge
  • Customers prefer benefits and features, not features and benefits
  • Sales success occurs when distribution is accompanied by contribution
  • Always treat customers as people; never treat people as customers
  • You can't control the external economy, but you can control the internal economy (your company or job)
  • If service is your key point of difference, you are dependent on rival suppliers being weak
  • Profit is not made by charging more; it is made by avoiding the pressure to charge less
  • If the back cover of a book shows the price, and the front cover creates attention, what is your front cover?
  • The sale can't be closed if it wasn't opened well
  • Sell the taste of your proposition, not the recipe
  • Good sales managers want answers to two key questions: what form of proposition will the market respond to?, and what kind of sales behaviour will the market accept?
  • All companies operate with internal accountability concerning revenues, but very few are driven by an external accountability to achieve results for customers
  • There are two gaps in every market: the 1st gap concerns the purchase of products by customers, and the 2nd gap relates to customer success with products bought. Always sell in the 2nd gap, not the 1st
  • Products cost money, ideas make money. Sell ideas.
  • Always sell far more that you charge for
  • Imagine that every competitor is a titan, at all times
  • There are three kinds of propositions: the 1st is 'same as most others'; the 2nd is 'slightly better than most others'…and the 3rd is 'unique, valuable and much better than all others'. Only ever sell at the 3rdlevel
  • Most companies spend more on their websites than they do on the development of their sales people
  • In all areas of selling, 'talking is silver, showing is gold'
  • If you fail in service, customers will go elsewhere and perhaps speak badly of your company. The worst thing they can do though is not tell you how you failed
  • Create a 'board of customers' and learn valuable lessons at two levels: what does the market think of your service, and how much better could the customers perform, and therefore buy more of your products
  • When selling to prime prospects, always begin by respecting their current buying arrangements and supplier relationships, and then sell ideas for improved results for the future, starting tomorrow
  • To ensure a better economic outlook for your company, learn to 'look out' at the market to see where opportunities exist
  • Sell pleasure first,price last
  • Good managers are tough with staff, but never rough
  • Leaders in sales management operate with this powerful edict: 'manage the customers,lead the staff'
  • Many companies persist in paying sales people who have already been fired by the customers
  • A sales budget is a minimum performance standard
  • You can't win in selling if you look or sound like a loser
  • A company of 100 people should have 100 managers
  • In selling, ask expensive questions, not cheap ones
  • Leaders in business have one, high, improving standard when it comes to how they treat people, and the standard applies to both customers and colleagues
  • Sales people can use 100 word sales presentations, and customers can defeat them by using just one word
  • Customers will never know how good your solutions are until they use them, so a trial should be sold first
  • The best sales people start by being courteous and competitive, and then become creative and constructive
  • Quality service comes only from high quality people
  • Successful sales people have bought what they sell
  • It is not wise to leave sales people to their own devices; especially if they haven't got any

John Lees is a sales & marketing specialist, operating as a professional speaker, trainer, consultant, business coach, and he is the author of 11 books on business development.

Read John Lees' Biography here.

To find motivational, inspirational, and professional business speakers in Australia, click here to search our database of speakers.

QuickSearch for a speaker

Speaker Availability QuickCall (free)

Enter your direct number (not reception) into this form and we will call you in under a minute and it's free. Available Monday to Friday 9:30am to 8:00pm Australian EST.
If this service malfunctions please ring: 1800 787 236.

Join our Mailing List

Subscribe Unsubscribe