David Meerman Scott, bestselling author of The New Rules of Marketing and PR, says of my latest book, Game Plan Selling:
“In the old days, salespeople were in power because they had information buyers needed. Today, buyers are in charge because everything they need to research products, services, and companies is freely available on the web. New selling models are required. Are you playing by the new rules? Marc Wayshak shows you how.”
Since people seemed to enjoy the first set of rules, here are ten more from my book.
The Next Ten Rules of Game Plan Selling
Rule #11: Rather than persuade, identify where your prospect hurts.
Rule #12: There’s no more “making stuff up” when you’re in a selling situation. It’s all about being systematic.
Rule #13: People are no more born with the skills to sell than they are born with the skills to play golf.
Rule #14: There is no room in sales for improvisation.
Rule #15: Every prospect expects to be qualified; no prospect wants to be disqualified.
Rule #16: People don’t buy from people they like; they buy from people who understand them.
Rule #17: Most sales trainers will tell you to dress to impress. Dressing to impress may actually hurt your chances of closing a sale.
Rule #18: Match the “right you” to the prospect.
Rule #19: Realistically, at least fifty per-cent of your prospects will not be a good fit for your services.
Rule #20: Great salespeople do not get compliments from prospects; they get orders.
Which rule rings most true to you?