| Successful sales people bring in lots of deals, no | | | | 6. Take NO for an answer. If the prospect's not |
| matter at what cost. Productive sales people bring | | | | right for you, don't pursue it. |
| in lots of high-profit deals, at manageable costs, | | | | 7. It's NOT all about the money. Money is the |
| retain more customers, and are happier at their | | | | result of your effort, not the goal. |
| jobs. Here are the Ten Golden Rules of Sales | | | | 8. It IS all about the customer. If the customer |
| Force Productivity. | | | | wants what you've got, you'll succeed - as long as |
| 1. Know what your selling time is worth. It's worth | | | | you focus on delivering value. |
| a whole lot more than your billable hours, your | | | | 9. Create metrics. Set targets for all aspects of |
| payroll, or your commission check. Selling time is | | | | the sales process. If you can't measure it you |
| Opportunity Value - and it's probably worth $1,100 | | | | can't manage it. And if you can't manage it, you |
| an hour or more. | | | | can't improve it. |
| 2. Selling time is an investment. Don't bet an $1100 | | | | 10. Track performance. Once you set your |
| hour on a $100 win. | | | | targets and metrics, track performance |
| 3. Be selective with your prospects. Choose | | | | relentlessly. Be honest with yourself. |
| prospects that match your ideal customer; | | | | And a bonus: Rule #11. Get some rest. Take time |
| otherwise you'll blow more of those expensive | | | | to recharge your batteries. Unplug the phone, |
| hours. | | | | laptop, pda; put your mind in neutral. Nonstop |
| 4. Time spent qualifying the right customer beats | | | | work lowers productivity. |
| time spent flogging the wrong customer. | | | | Thanks to Jay Berkowitz for giving us permission |
| 5. If you're going to lose, lose early. With good | | | | to quote his company's name in the title of our |
| qualifying skills, you can find out if the prospect is | | | | article. Jay is the CEO of TenGoldenRules.com, a |
| worth the effort, early in the relationship. Walk | | | | nationally ranked SEO and Internet marketing firm |
| away before you invest in a demo, proposal, or | | | | based in Boca Raton, Florida. |
| negotiations. | | | | |