My 8 Sales Tenets (so far…)
Sales Tenet #9: Be nice. No matter what – always be nice.
Why “Tenets”? Just sounds better than “principles” or “rules” or “laws.” (Why are you asking silly questions – the meat and potatoes are below…)
Sales Tenet #1: For inbound calls and lead, find out why the prospect is inquiring about your product and has interest in your service before answering their questions.
Sales Tenet #2: Use the telephone as the default communication mode.
Sales Tenet #3: Jumping right into a sales demo on the first call is the kiss of death.
Sales Tenet #4: The decision criteria is a formative process. It will always take more than a single phone call to determine.
Sales Tenet #5: It’s never about the money; it’s about the cost.
Sales Tenet #6: Speak human.
Sales Tenet #7: There is generally an inverse correlation between the amount of work the client expects you to do before the sale and the likelihood of the sale actually occurring.
Sales Tenet #8: Using a product and buying a product are very, very, very, very, very different activities and decisions.