In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from time-to-time.

But then there are those iron-clad, set-in-stone rules that you just don’t compromise. And we have them in all of the various roles we play.

As a baseball and softball third base coach, you just don’t allow a runner to make the first out of the inning at third base.

As a sportsman I was always taught that you just don’t point a gun at another person. Doesn’t matter if it’s loaded or not, or even if it’s a toy gun.

Guys don’t ever raise their hand in anger to women.

You don’t push down on a hamburger when grilling it.

Airline pilots do not drink and fly. Period. End of story.

Let me bring this thing in for a landing …

… and in sales, there are certain things that we must do and avoid as well.

Do you have your list of absolutes? The do’s and don’ts that you strictly adhere to?

When you do, you’re a better salesperson. Most people don’t.

Here are the most basic ones that serve me pretty well. I suggest you consider them too.

 

1. Never start a call without a Primary Objective, which is defined as, "What do I want this person to DO at the end of this call?"

2. Always treat screeners with respect. Treat them as you would the buyer.

3. Always have a "value statement" in an opening statement. It must answer "What’s in it for me?" for the listener.

4. Always get them talking as quickly as possible after your opening.

5. Never think about presenting a product, service, or what you can do without questioning first.

6. Don’t agree to a follow-up call unless you get a commitment from them as well.

7. Never wonder later if you should have asked for the sale; If you’re hearing agreement signals, ask.

8. Always listen more than you talk.

9. Never dial the phone until you have planned exactly what you’ll say in your opening, voice mail message, and have prepared your first several questions and your responses to their possible answers.

What are some of yours? Let me know!

 

In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from time-to-time.