My Top 10 Sales Philosophies

Articles, Selling

I’m feeling philosophical. These are my top 10 rules for selling success. They are my mantras and I never deviate from them. NEVER. You might notice that there is no mention of closing. 

This is because the close is the natural culmination of a deal done right. If not done right, and you still manage to close the deal … you got lucky. Nothing more and nothing less. Now, I’m not opposed to luck, but I would rather make my own. Here we go!

  1. Separate yourself – Be perceived as being different. If not, you are just another salesperson at the same cattle call.
  2. Put everything into every deal – It takes the same amount of time to win a deal as it does to lose it. Don’t become complacent. Follow your proven process and do so consistently! The worst feeling in sales isn’t losing. The worst feeling is wondering … “What might have happened if it had done … this?”
  3. Be prepared – Do your due diligence before you meet with the prospect and make sure that they know what you have done.
  4. Create relationships – Your goal is to be seen as a trusted advisor, a member of the team, rather than as a salesperson. Act like you work there!
  5. Listen to answers and ask the right questions – Ditch the pitch and listen and learn!
  6. Educate the client – It’s a part of your service and they probably don’t know the difference between any of your offering options. This includes educating them on the process of investing in your product or service.
  7. Qualify – Learn to use cushioning statements, reasons for your questions and why they are important to ask.
  8. Set and then EXCEED all expectations – Exceeding expectations is the ONLY way to earn repeat business and referrals and, if you do not set and manage expectations, your customer will and they likely won’t even tell you.
  9. Quality deals trump quantity – Time is finite. Your goal is higher ratios, not more calls.
  10. Learn to network and develop power partners – Great referrals yield embarrassingly high closing ratios.

The key to all of this is consistency. If you can do that, you will be well on your way to substantially increased sales!

If you would like to explore whether or not Nimble CRM, my sales training, or Sales Coach Pro might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. 

To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page. 

I would also be happy to connect you to a marketing professional who I know and trust or to an automated yet personalized and human-to-human LinkedIn prospecting system. Please reach out to me at craig@adaptive-business.com for an introduction!

Craig M. Jamieson

Craig M. Jamieson

Managing Member at Adaptive Business Services
Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!
Craig M. Jamieson

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