- Published on
Top key points from The Sales Survival Handbook by Ken Kupchik, foreword by Jeb Blount
- Authors
- Name
- Gary Huynh
- @gary_atruedev
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Sales is a tough job, but it can be rewarding if you have the right mindset.
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Attitude is everything in sales. If you believe in yourself and your product, you're more likely to succeed.
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It's important to be persistent and keep following up with potential customers, even if they don't respond right away.
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Always be prepared for objections and have responses ready.
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Practice active listening and ask questions to better understand your customers' needs and concerns.
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Don't just sell features, sell benefits. Customers want to know how your product will help them.
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Use stories and anecdotes to illustrate the value of your product.
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Build rapport with your customers and show them that you care about their success.
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Don't be afraid to ask for the sale. If you don't ask, you won't get it.
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Use social media and other digital tools to connect with potential customers and build your brand.
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Stay organized and use a CRM system to keep track of your leads and follow-ups.
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Always be learning and improving your skills. Attend seminars, read books, and listen to podcasts.
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Don't take rejection personally. It's a part of the job and it happens to everyone.
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Learn to manage your time effectively and prioritize your tasks.
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Don't be afraid to delegate tasks to others on your team.
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Build a strong network of contacts and referral sources.
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Take care of your physical and mental health to stay energized and focused.
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Don't be afraid to take risks and try new things.
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Celebrate your successes and use them to motivate yourself to keep going.
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Stay positive and keep a sense of humor, even when things get tough.
References
Kupchik, K. (2017). The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction—The Real Truth About Life in Sales. AMACOM.