21 Tips to Increase Sales and Profits

Selling

• Be unique — from reception to voice mail.
• Never make a call without a purpose.
• Ask questions and listen.
• Selling is the transfer of trust.
• Never quote price until you establish value.
• Goals not in writing are dreams.
• People like to buy, not be sold. Help them buy.
• Trust trumps price all day long.
• Things that get measured get done.
• The best sales people are canned. Don’t wing it.
• Model the masters. Learn from the best.
• People are different. Sell accordingly.
• We are what we think we are. Raise the bar!

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 field, not in the locker room.
• Sales leaders grow salespeople. Salespeople grow sales.