Eagle Eye Selling - Selling Above the Trenches Chris Marchetti

Ask Questions about the Approval Process and those that Will be Involved
 What are the normal steps to get something approved?
 Timeframe?
 Who is involved? How do they feel about the project?
 Who else can jump in?
 What could delay or stop this?
 Who could be a road block and why?
 Can we talk with them separately or pull them into the meeting?

What is a champion?

What can they do for you?
Take ownership of the project
Organize the meetings
Give insight
Lead you to another champion

How does it help them?
You edify them
Let them take ownership so they appear as the thought leader in the organization
Always keep them involved even if there are other champions

Thank them along the way and after the close

Quote of the Day - “Always do right. This will gratify some people and astonish the rest.”— Mark Twain

“With integrity, you have nothing to fear, since you have nothing to hide. With integrity, you will do the right thing, so you will have no guilt.” ― Zig Ziglar

Have integrity with your Clients/Prospects
Always be honest
If you don’t know the answer tell them and then find out
“BS” will always be uncovered
Do what you say you are going to do
Integrity builds trust and confidence
Will be great referrals and solid customers

Have integrity with your peers(internally and competition)
Always be honest

Internally
Work together/be a team player
Do what you say you are going to do
Be reliable
NEVER bad mouth to others or at all

Externally
Be a fair competitor
Be honest about what you know about the competition
Don’t bash or lie about your competitors
Be friendly when you see each other
Leave the battle on the field
You never know when you may need each other
Plenty of business for all

This is meant for a sales team, division to division, up the line to manager, director, etc. Also, for the new entrepreneur with little or no employees.
Sales to Sales
Build from each others successes and failures
Help each other with strengths and weaknesses
Sales to Marketing or Customer Service
If you pass along a client to cust. Serv, discuss what the client is about.
They may struggle to get clients to call them back.  
Sales can be looked upon to ways to do this.
Cust Serv may be able to help sales who struggle with making effective calls
Business owner to business owner
Networking group
Social functions
Learning groups
Build Team Spirit
Common goals create drive and energy
Complementary skills and abilities
Everyone has talents that can share and teach
Don’t hoard what is giving you success.  
Don’t hoard what is giving you failure. This gives you and others the ability to learn

Keep your Career in perspective. Family First
Success.eagleeyeselling.com

Where you will be in life and in your career is directly attributed to:

The books you read or listen to
The audios/videos you listen to or watch
The people you associate with

Daily Diet of self help material