20 Tips for Sales Success from Rocky

Yesterday's post talked about how not to sell. Today, Rocky Ruggiero, a highly successful industrial sales representative, talks about how he does it--

1. Truly, genuinely listen.
2. Be real.
3. Be honest. Speak from your stomach. Be succinct.
4. Offer honest, suggestions you feel would best serve your customer, but be open minded enough to honor their desires based on their goals.
5. Uplift the competition. Heck, uplift all people.
6. Tell them the positives and the negatives about your product or service. It takes braveness to address the negatives - but, it always comes out anyway - better by you than by someone else.
7. Give the customer clear, proper, and honest expectations.
8. Ask the customer if you missed anything.
9. Ask the customer what their desires are...but, don't be afraid to challenge them respectfully if you feel you have an idea that is better. You are being paid to be their consultant. That is part of the value you bring to the table.
10. Anticipate and address possible concerns even if they have yet to be mentioned.
11. Don't be agreeable if you don't honestly agree with something. It's not only worthless, it's a lie. (That includes your boss and friends too!)
12. Leave with a plan of action for the next step.
13. Be bold enough to tell them you want to work your tail off to win their business. Know you aren't bluffing.
14. Define the differences between your product and service from the competition's...but, don't mention specific company names.
15. Don't be afraid to realize the value you bring to the table with each and every thing you offer. Gently let them know this too. But, don't be cocky about it either.
16. Be kind.
17. Be moral.
18. Dress nicely. People really do treat you how you dress.
19. Look at people's beautiful eyes. Smile.
20. Realize the other person is a real person, with a real life and real story. Realize both of you are a day closer to death. Let that wash over you. Be a servant, and be happy you are able to be a servant. It's the opposite of being a person with an sense of ENTITLEMENT. Which would you rather be? It's ironic, the more you give - and the less you "expect" the easier life becomes. Go figure.

Now, doesn't this sound like someone you'd want to do business with?

Thanks, Rocky!