Experience Counts
 

Pick your
Experience Counts feature story.

  Checklist #3
  Checklist #4
   Checklist #5
  Checklist #6
  Checklist #7
  Checklist #8
 

  White Paper #3

Brian Harrison Smith provides interim or temporary sales executive services, conducts and facilitates GE-style workouts, and teaches sales techniques and key account / strategic account management at York University Schulich School of Business.

 

 

 

 

Experience Counts is our on-line newsletter written to share ideas, insights and observations that can help sales professionals succeed.

Checklists
#4 is new in March 2007
#1: Knowledge-Based Territory Management -- read here
#2: Quick Opportunity Assessment Checklist -- read here
#3: Check list for Work-Out Sessions -- read here
#4: Sales Call Coaching Checklist -- read here
#5: SWOT Brainstorming Guide -- read here
#6: Strategic Work Plan Template -- read here
#7: PEST Brianstorming Guide -- read here
#8: Talent Development Checklist -- read here
#9: Strategic Account Management -- read here

White Papers
#1: Face to Face Executive Meetings -- read here
#2: Captive Customers -- read here
#3: Strategic Account Planning -- read here

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Ten Proven Facts About Selling

  1. It's more important to be well trusted than well liked.

  2. You must actually create value, not just talk about it.

  3. There are more differences between how you and your competitors handle customers than between your products and services.

  4. You sell to a customer network, not a collection of isolated customers.

  5. Information is a commodity, knowledge is power.

  6. You will sell more as a leader of change than as a seller of products and services.

  7. You are one of your customer's business strategy advisors.

  8. Customer loyalty results from better strategy, not better service.

  9. It's easier to differentiate your product or service in the future than in the present.

  10. Strategic sales are won by suppliers who build long-term relationships not by those pushing products and services.

How many ways are there to increase your business?
Many people think there are a multitude of ways.  Don't be fooled.  
The good news is there are only three ways:

  1. Increase your number of clients.
  2. Increase the average size of the sale per client.
    3.
  3. Increase the number of times clients return and buy again.
 Checklist #4 and White Paper #3 added March 2007.
   

August 2007