What are the Top 10 Skills of Super Sales People?

"Ability is what you're capable of doing. Motivation determines what you do.
Attitude determines how well you do it."
-Lou Holtz-


THE TOP 10 SKILLS OF SUPER SALES PEOPLE:

1. Ask questions and really listen to the customer.

2. Ask for, and follow up on, referrals.

3. Focus on a few top prospects. ( The 80/20 rule )

4. Use coaches, or insiders to help fully understand customers’ requirements.

5. Be prepared by thoroughly researching prospects and their organizations.

6. Act as a business consultant by helping prospects solve problems.

7. Build long term relationships.

8. Provide appropriate marketing messages:
- explain what you have done, and not what you can do,
- explain why you should choose us,
- explain why you shouldn’t choose the competition,
- give a business case analysis like ROI.

9. Recognize when buyers are ready to buy.

10. Know How and When to close the sale.

When you do these things and you will be more successful! To learn more information on becoming a better sales person please visit: www.KernanConsulting.com

5 Key Tips for Effective Business Referrals

The 5 Key Tips for Effective Business Referrals

1. Start by ASKING! - If you don’t ask you will never receive. Let people
know that you are looking for referrals and ask for them from satisfied
clients.

2. Respond Immediately - You need to respond the same day you receive the
referral. I’d also recommend YOU follow up on the referral and not hand it
off to someone else.

3. Provide Feedback - One of the most important things to remember is to let
the referring party know what happened. Did you call, or meet with them?
What happened and what was the end result?

4. Send a Thank You Note - Let the referring party know how much you care by
sending them a personal note or email.

5. Have a Plan - Consider creating a formal program for referrals including a
process. List the Referral program on your website or the back of your
business like: “I’m never too busy for referrals!”