THE BEST SALES TIPS LAST A LIFETIME

During a forty-year sales and sales management career, I have had the good fortune to hear some of the best sales tips.  The best sales tips I have heard were presented very early in my career by a gentleman whose name was Chuck Gaines, a sales trainer from the LSU Institute of Insurance.  His charter for the day was to introduce the best sales tips for selling a tough product to sell: an intangible product.  Before the day was over, he drilled into us that the best sales tips for selling an intangible product were also the best sales tips for selling any product, intangible or otherwise.  I absorbed his philosophy like a sponge, and I have found over the years that he was absolutely correct.  Mr. Gaines’ best sales tips have become Holy Writ to me because they work for selling any product, any service or any idea.  In my book, Closing the Whales, the best sales tips, as presented so long ago by this fine teacher, represent the fundamental approach to finalizing a major win or getting a stalled sales campaign back on track.
See chapter 4.  Here is the short version.

There are only four reasons why people don’t buy from you:

1. no confidence (trust)

2. no need

3. no hurry

4. no money

My initial reaction to these so-called “best sales tips” was that the philosophy was a bit too simple for me, and the idea was a bit hokey.  I learned very quickly, however, that Mr. Gaines knew exactly what he was talking about, and I can assure you that you can build a very successful sales career based on this seemingly simple approach.  The very best sales tips are the ones that last a lifetime.  The very best sales tips are those that apply to any location on the planet, to any culture that ever existed.  The best sales tips are like a two-sided coin.  There is always a flip side.  The flip side to these best sales tips is that in order to conclude a successful sales campaign, those four elements must converge:

1. The potential client must have more confidence in you than in your competition

2. Your value proposition must be compelling and attractively different

3. The timing of your proposal must urgent enough to warrant action

4. The financial consideration must mesh with your potential client’s budget.

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