Sales Craft
Proven Tips, Tactics and Ideas to Elevate Your Sales Success
For both the new and experienced sales professional on the lookout for new skills and ideas.
Sales Craft explains the mindset and summarizes these core sales skills. Simply and efficiently. So you can focus and execute as the sales leader your company needs.
Introduction
Sales Craft is about fundamentals and habits. Like having the footwork required to be a good boxer or the knife skills that make a good chef, it’s knowing the basics and then executing them. Consistently and deftly.
A Sales Story
Essentials
After the Interview
Being On Time
Being Late
Time is Money
Be Reliable
Don’t Be Too Reliable
The Other Elevator Pitch
Find Your Authenticity
Can We Be Honest?
Tech Support
Your Sales Toolkit
10,000 Hours
Call to Confirm
Getting Touches
Cards and Letters
Q and A
Will You Just Listen?
Extras
Compressing Time
Admin Assistance
Companies ≠ Customers
Old Dogs and New Tricks
Sales Presentations
Conference Ambush
Lobby Ambush
The Big Meeting
What’s Plan B?
In Front of the Camera
Keep in Touch
Sell by Walking Around
You Gotta Eat
Who is Your Coach?
YES. And NO.
Making Introductions
And RFP… Now What?
Smaller Calls
The Mental Game
Credit is Overrated
Killing Your Deal
Paint the Picture
Selling… or Buying
When Winning Isn’t
It’s All About Triangulation
It Should Be Fun
Practice Effortlessness
About Marketing
Telling Stories
The Big Night
Thank You