I love it! Tom Peters, the legendary expert on business management, made this comment on his blog in ’06 (He also commented that “Marketing comes after Sales!”, which I like to agree with, full blog entry here ). His 111 Ridiculously Obvious Thoughts on Selling is entertaining. They are all great, I like these ones in particular.
15, Don’t short-change (time, money, depth) the proposal process. Miss one tiny nuance, one potential incentive that “makes my day” for a key Client player—and watch the whole gig be torpedoed.
21. Good listeners are good sales people. Period.
22. Lousy listeners are lousy sales people. Period.
23. GREAT LISTENERS ARE GREAT SALES PEOPLE. (Listening “skills” are hard to learn and subject to immense effort in pursuit of Mastery. A virtuoso “listener” is as rare as a virtuoso cello player.) (“If you don’t listen, you don’t sell anything.”—Carolyn Marland, MD/Guardian Group)
40. KEEP YOUR WORD
41. Underpromise (i.e., don’t over-promise; i.e., cut yourself a little slack) even if it costs you business—winning is a long-term affair. Over-promising is Sign #1 of a lack of integrity. You will pay the piper.
47. Know more than the next guy. Homework pays. (Of course it’s obvious—but in my work it is too often honored in the breach.)
63. If every quarter is a “little better” than the prior quarter—then you are not taking any serious risks.
64. Phones beat email.
72. Lend a helping hand, especially when you don’t have the time. E.g., share relation-ships— the more you give away the more you get in return (just like they say in church).
74. Mentoring is a thrill—and the practical payoff is enormous. The best mentors have the whole world working its buns off for them!
75. Hire for enthusiasm. Promote for enthusiasm. Cherish enthusiasm. REMOVE NON ENTHUSIASTS—THEY ARE CANCERS. (“Nothing is so contagious as enthusiasm.”
86. GOAL #1: MAKE YOUR CLIENT A HERO—YOU ARE NOT THERE TO GET CREDIT. (“Taking credit” is for ego-maniacs. And losers.)
89. Be the first to tell the Client bad news (e.g., slipped delivery); his intelligence sources, and he has them, will tell him fast—you want to be there first with your story and to enhance your rep as Truthteller!
90. Work like hell to get a reputation as a valued industry expert, to become an industry resource.
93. It’s all bloody tactics.
102. WORK THE PHONES!
If you have a moment, check out the video SELL! 25 Essentials on Selling with Tom Peters . It is great – a bit pricey, but if you are too impatient to wait for delivery, there is a 5 minute preview with some gems it will give you a taste of how he would deliver the messages above. Well worth the time.
Eliot.
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Great submission.
A couple of these definately jump out at me as well….
21, 22, & 23 are really key. The analogy I use is that we were born with two ears and one mouth for a reason. We should me listening at least twice as much as we talk.
Another interesting one is #90…..
There are few people that do this. The reality is that this can separate a peak performer from the rest of the pack.
(Contrary to some popular belief), By making an investment into becoming an industry expert and resource, it does not limit your career growth options and potential. The reality is that it makes you even more marketable, and often at a much higher pay scale. The ROI from this type of investment is easily measured….just ask to see the paystub from someone that has done it.