An index of posts on LinkedIn and this site offering sales secrets and ideas for maximising personal effectiveness.
There are very few true sales secrets yet so many pearls of wisdom seem like secrets. Everything has to be sold. Good ideas especially. If you want others to benefit from what you know, your ideas, and the causes you support you must sell. Free sales help is at hand.
Since January 2020 I have been posting regularly on LinkedIn. I share the sales secrets and wisdom I have collected from research and personal experience and invite you to share yours by engaging in a conversation on topics you care about.
There are over 400 posts to date so I have divided the links across four pages:
Sales Insights - The oldest posts including many on culture.
Sales Secrets (this page) - The start of the sales brilliance series.
Sales Learning - The sales brilliance series continued.
Sales Help - Includes my study of Think and Grow Rich by Napoleon Hill.
Follow or connect with me on LinkedIn to see my posts in your feed.
Never miss a post: Email salesposts@salessense.co.uk for notifications.
Since LinkedIn is a 'happening now' place, I want to provide access to past posts that in a few short days or weeks, are pushed too far down the LinkedIn stack to be seen.
So here are some of my favourite sales secrets:
Use your browser's search-in-page function to find particular topics.
Sales brilliance - progress review.
Rifle shot prospecting - the whole process.
Speaking with the PA, EA, or Secretary.
Rifle shot follow-up and the other closing questions.
Follow-up contingencies and the closing question.
The rifle shot letter follow-up - a time to call.
The rifle shot letter envelope
The rifle shot letter signature line.
The rifle shot approach - using a headline.
Getting attention through parallel messages.
The campaign approach - send a report, white paper, or PDF.
The campaign approach - an old-fashioned letter.
The campaign approach - LinkedIn invitation.
Sales prospecting email psychology
What to say in a sales voicemail.
Sales Prospecting - the campaign approach.
How to get introduced by someone whom you know.
How to get introduced by someone whom you don't know.
The social selling 'Get Introduced' system - part 4
The social selling 'Get Introduced' system - part 3.
The social selling 'Get Introduced' system shortcut.
The social selling 'Get Introduced' system - part 1.
Sales prospecting with or without LinkedIn
The most reliable way to start more sales conversations.
How will you fill the top of your sales funnel?
How much time should you spend generating sales leads?
How to set a sales prospecting target.
What are the top three customer problems that you fix?
Find out how the problems you solve, manifest - 3
Putting yourself on your customer's team - 2
Sales brilliance - what we have covered and still have to address.
How to get around an intermediary.
What do you do to move a sales opportunity along?
How do you keep track of your sales leads and opportunities?
Which of these steps are part of your customers' typical buying process?
What should you do first - define your sales process or choose a CRM system?
Trial close testing questions - 15
Relationship testing questions - 14
Hypothetical testing questions - 13
Eliminate mistakes with testing questions - 12
Use rhetorical questions to plant ideas - 11
Make it their idea with planting questions - 10
Steering question examples and an exercise - 9
Initiating question preparation and examples - 8
How to keep New Year resolutions.
Overt and covert question styles - 7
Mirroring for rapport and better answers - 6
Using sensory language to increase rapport - 5
Matching for rapport and better answers - 4
How to build trust quickly in a conversation - 3
What to do when you get closed answers to open questions - 2
The questioning skills that you never knew were needed - 1.
Sales Methods for Every Stage of the Sales Process
Integrating the Customers Buying Process with the Sales Process
How to Develop Better Sales Methods
Sales Brilliance - People Reading Skills
Putting Things in Perspective and Managing Your Response for Mental Toughness
Mental Toughness through a Pledge, Vow, or Oath
How to Increase Mental Toughness - Healthy Living
Mental Toughness from Realistic Practise
Using Stress Exposure to Increase Mental Toughness
How to Increase Mental Toughness - Anticipation and Preparation
Visualise to Increase Mental Toughness
Learn from Everything to Increase Mental Toughness
How to Increase Mental Toughness by Choosing Helpful Attitudes
How to Increase Mental Toughness with Clear Goals
How to Increase Mental Toughness by Getting Emotions Under Control
Using a Positive Internal Narrative to Increase Mental Toughness
How to Increase Mental Toughness
Mental Toughness - Definition and Opportunity
What it takes to be Brilliant in Sales - Reader Choices
What it Takes to be Brilliant in Sales
Sales Qualification - Qualifying Customer Competence
Sales Qualification - Qualifying the Competition
Sales Qualification - Qualifying the Approvers
Sales Qualification - Qualifying the Decision Criteria
Sales Qualification - Qualifying the Evaluation Plan
Sales Qualification - Qualifying the Business Case
Sales Qualification - Qualifying Decision Makers and Influencers
Sales Qualification - Pressure Forcing Action
Sales Suspect Pre-Qualification
Sales Brilliance - Discovery Qualification
Have Clive Miller facilitate or lead an online session on any topics or issues raised in these sales secrets. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
