40 Golden Tips

Master These & Master the Sale

1. Qualify your buyer (start with the top businesses and don’t chase unqualified buyers who can’t or won’t buy)

2. Be enthusiastic but not giddy (if you’re not excited how will the buyer be?)

3. Build a long list right away (don’t procrastinate, its the lifeblood of your business)

4. Revolve around what the buyer needs (not what you’re selling)

5. Establish trust and rapport (trust is a premium qualifier)

6. Manage your time wisely (don’t waste time on non-goal achieving tasks)

7. Be patient (don’t interupt, allow them to finish their thought)

8. Practice sales skills (don’t just wing it on sales calls)

9. Set daily/weekly goals (be specific, real, and don’t quit until you achieve them)

10. Have consistent work effort (momentum is success)

11. Product knowledge (know the value of both the PC and the hotel)

12. Be productive (don’t mistake activity for productivity)

13. Follow proven sales steps

14. Listen more than talk (ask, listen, repeat)

15. Good sales is quality not quantity (better to do 10 good than 100 bad appointments)

16. Translate features/benefits into “buyer value” (what this means to you is…)

17. Address any customer concerns (listening to customer concerns means you learn something new)

18. Avoid excessive administrative tasks (focus your time to only your priorities)

19. Talk to the decision maker (knowing whom to sell to is priority one)

20. Build value, then price

21. Stop selling at the close (focus on delivery and what happens next)

22. Ask questions relevent to the goal

23. Focus conversations on value (not product and price– people buy value)

24. Educate yourself about your prospect (a little homework shows you’re sincerely interested)

25. Ask questions that coax a ‘yes’ answer (not closed-ended)

26. Customize (follow a proven sales pattern but taylor it to fit the buyers biz)

27. Suggestive close follow up (nurturing is a skill unto itself)

28. Use good grammar and spell check (speaking and writing)

29.Opening with presumptive solutions (if I could send you more guests from the hotel could I ask you to look at something?)

30. Don’t use industry buzz words out of “Sales 101” books (it alienates the buyer)

31. Ask the client what they want (don’t assume, ask)

32. Relax (buyers will know if you’re desperate)

33. Match your rate of speech with the buyers (fast or slow)

34. Being prompt (unaccountability is a sign of no respect)

35. Be organized (improves productivity and confidence)

36. Apologizing immediately (fess up to your mistakes–people like honesty and humility)

37. Don’t allow external factors to steal your motivation (compartmentalize personal issues)

38. Follow a proven path (don’t reinvent the wheel)

39. Failure to recognize bad sales habits (solicit feedback from your team leader)

40. Follow a proven path (don’t reinvent the wheel)