While getting caught up on my reading, I came across a great article in Inc. magazine, “On the Road with a Supersalesman.” This is an excellent article.  It provides real world examples of the behaviors I respect, promote, and educate people to emulate. This article focuses on several sales with “Grizz” Deal.  There are great insights in this story.  I encourage you take the time to read it.

For those looking for the highlights, here are the pointers I embrace and endorse:

1. Create an image of differentiation–your attire can send a message.
2. Skip the agenda and get your customer talking–when they are relaxed and comfortable you can get them engaged with you.
3. Do not be a hurry to talk about your company–you will get your chance when time is right and you have something to connect it to.
4. Get the price discussion out of the way early–though you are not giving them a quote, price is an important issue.  Have that budgetary discussion early.
5. Know your weak points and talk about them — rather than hoping to avoid talking about your weaknesses, bring them up first and address them.
6. The focus of every meeting is the customer — your agenda is their interests, needs, and actions.  Pay attention to how they are responding to the conversation and keep them engaged.
7. Your passion for your product is contagious — your commitment and passion for what you have to offer as a solution and as value is obvious to your customers.  It is what draws them in.
8. Provide opportunities for them to discover their motivations for your product. To understand this, you need to read the article.  There is a particular sales call where “Grizz” tests out several areas of potential interest until he touches on a winner.  Brilliant.
9. Be informed. This does not mean you need to do all sorts of crazy research on your customer–this helps. You need to be educated about the news, the trends, the world issues, etc.  Your intellectual versatility enables you to converse on any timely subject.  Read more newspapers and magazines daily.
10. Be confident — If you don’t believe, neither will they.  Besides your passion for your product, let them see your confidence in you and your belief in what you are sharing with them.

There are so many great tips in this article.  I wouldn’t simply trust my endorsement, I encourage you to dive in and study it for yourself.  Have a great week!!

Dave Cooke is CEO of Strategic Resource Group, llc an organization specializing in helping businesses increase their revenues through effective growth initiatives and employee development programs. His contributions and insights can be found on his blog posts,  SalesCooke and Sustainable Revenues.