Sales and Leadership
Tips That Inspire Action
On Selling
The best salespeople are canned. Don't wing it.
Things that get measured get done.
Be unique—from reception to voicemail.
Goals not in writing are dreams.
Never quote price until you establish value.
Never make a call without a purpose.
People are different. Sell accordingly.
Selling is the transfer of trust.
Trust trumps price all day long.
Ask questions and listen.
People like to buy, not be sold. Help them buy.
Model the masters. Learn from the best.
We are what we think we are. Raise the bar!
On Leadership
Successful cultures need to be intentionally managed.
Hire slowly. Fire quickly.
Implement minimum standards of performance.
Recruiting is a process, not an event.
Start new hires with a celebration.
Recognition "systems" are a must.
Coach on the fi eld, not in the locker room.
Salespeople grow sales. Sales leaders grow salespeople.
BONUS
Trust trumps price all day long. How do you build trust with your prospect? By deciphering their personality, how they like to
be communicated to and what is of most value to them.
By Jack Daly
20 FEDA News & Views
