1. 30.5 Principles for How to Build
a Sales Success Attitude, Make
Genuine Connections and Earn
Customer Loyalty to Achieve
Personal and Professional Success
2. CHOOSE A SALES SUCCESS ATTITUDE
Dedicate yourself to the way you think and act.
1. Believe in yourself so others believe in you, trust you, and buy from
you.
2. Choose to be around positive people. Remember: people will rain
on your parade, because they have no parade of their own.
3. Picture past successes and sales victories.
4. Be a life-long learner.
5. Celebrate effort as well as victory.
6. View change as opportunity.
7. Build a personal brand that is so compelling it gives direction to
your personal and professional life. Build it in both the business
social media and the non-social media world.
8. Give value first to attract prospects.
9. Uncover buying motives by asking previous customers.
10. Put yourself in the prospect’s shoes and recognize that what they
are looking for is proof.
3. MAKE GENUINE CONNECTIONS
Engage with prospects and earn their trust so they
want to buy from you.
11. Connect with prospects and customers personally and they will have
confidence in you.
12. Have ideas for prospects and customers, not a sales pitch.
13. Engage prospects with power questions that make them stop, think,
and respond in terms of you.
14. Go where your prospects and customers go, or are likely to be.
15. Take a genuine interest in other people before you ask them to take
a genuine interest in you.
16. Help prospects grow and profit to earn loyalty.
17. Present unique solutions that differentiate you from the competition.
18. Present in a way that is so compelling and memorable that
customers will say “yes” and tell others.
19. Be creative and present a WOW! idea for the prospect or customer.
20. Earn the next sale during and between transactions.
4. RESULTS AND FOLLOW-THROUGH
Serve customers memorably and keep them loyal.
21. Uncover the reason behind the perceived risk or objection, have it
expressed and understood, then eliminate it.
22. Earn testimonials from loyal customers as one of the most powerful
ways to prevent objections.
23. Ensure there is a perceived fit between what you are selling and
what the customer needs or wants to buy.
24. Get rid of any fear of rejection by deepening your belief and
creating tangible value.
25. Accept and respect customers and they will accept and respect
you.
26. Appeal to the emotional need and supply enough information to
justify the emotional decision.
27. Serve a role in the delivery of the product or service as an
opportunity to build the relationship, earn another sale, and earn a
referral.
