7 Selling Tips

1. Never stop proactively selling even when the pipeline is full.  Simply raise your qualification criteria and get even better quality customers.
2. Divide team  meetings into thirds: one on the figures, one on product knowledge and one on sales skills. Then the figures will always be good.
3. Sell with pencil and paper at the start of the meeting. Then-possibly-switch to PowerPoint.
4. Sell first. Then negotiate. Discount as a selling tool is a slippery slope to ruin.
5. Push back on unreasonable customers who are not giving you the time to do something by prefacing the push back with "I want to do an excellent job".
6. Get the marketing guys to come out on some sales calls.
7. Have a plan for the day which ensures you are maximising PCT and CCT; Prospect and Customer Contact Time respectively. It's in that time that sales are made.

Bonus: How To Sell Brilliantly in Good Times and Bad