Prepare For Success - Final Formatted Copy

Prepare For Success
‘Solution Selling’ – providing the solution to an organization’s problems. The only difference is
that in this scenario YOU are both the sales person and the solution. You, your skills and your
experience are the solution to the organization’s hiring challenges.
But what sets the really great solution sales people apart from the also-rans? It’s really quite
simple and it’s always the same:
• y They have a great work ethic
• y They are courageous and determined
• y They are highly organized and structured
• y They are great at setting out a plan and following it
• y They have brilliant attention to detail and accuracy
• y They never drop a ball, never fail to follow up and never fail to do exactly what they said
they were going to do, when they said they were going to do it
• y They really understand what ‘competitive advantage’ is
And finally …
• y They have outstanding product knowledge – and let’s face it, who could possibly know
more about you than … well … you!
Underpinning The Sales Philosophy - The I Got Hired TM Sales Funnel
Behind every good sales person and every good sales campaign is a carefully structured and
measured Sales Funnel. This is a simple tool that helps you keep track of, and measure, just how
active and successful your sales campaign is. By identifying the number of leads, prospects,
suspects, opportunities and offers you have in your pipeline you can see where and why things
are moving forward and the points in your sales process that are weak or may need a bit more
focus.
The Thin Line Between A ‘Sales Funnel’ And A ‘Sales Plughole’
If you look at a funnel from above, or from a particular angle, it can look remarkably like a
plughole! Your job is to make sure that your sales funnel never looks, or behaves, like a plughole
– from any angle!
To stop your sales campaign going down the drain there are some simple rules to managing
a sales funnel that are worth their weight in gold when it comes to getting real value from all
your hard work;
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