Sales Commandments

The ten sales commandmentsFrank Pacetta from Xerox listed his top ten sales commandments in the Wall Street Journal.  These truths were acquired during a year where he turned the worst performing sales district into the number one district in the country.

  1. Prepare customer proposals on weekends and evenings.
  2. Never say no to a customer; everything is negotiable.
  3. Make customers feel good about you – not just your product.
  4. Meet customer requirements, even if it means fighting your own bureaucracy.
  5. Do things for customers you don’t get paid for, like solving billing problems.
  6. Know your competitor’s product better than your competitor does.
  7. Be early for meetings.
  8. Dress and groom yourself sharply so you look like a superior product.
  9. When it’s time to go home, make one more phone call.
  10. If you stay in the shower a long time in the morning because you don’t look forward to work, find another job.

Pretty good, but I have to respectively disagree with number 2, perhaps it warrants a post in itself.

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#1 Dave Stein on 09.16.08 at 8:33 am

What immediately came to mind when I read this list is these are very basic Sales 101-type imperatives.

First, I started to think about what wasn’t included in the list such as: leverage the internal political structure within your customer’s company; know how your competitor is going to position their product against yours and have a plan to overcome their assertions, be able to quantify the value of your product in your customer’s financial terms, etc.

But then I realized that many salespeople don’t abide by the basic points Pacetta listed. I can easily envision a salesperson following that list when all her competitors don’t, and doing quite well.

#2 Eric on 09.16.08 at 9:05 am

Hi Dave, that is a great point. I had an engineering professor that once said, if you just show up and do the basics, you’ll be ahead of 70% of your competition.

So many salespeople today are just acting as order takers and aren’t really selling at all. The problem with that is that we all get a bad reputation from these folks. The good news is that it’s pretty easy to beat the competition by using common sense and a little hard work.

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