You have waited too long to hear it from the man himself. Here it is – The 20 Commandments of Sales Etiquettes, straight from SWAMI ADI
- The longer the email the longer the wait should be before you press ‘send’.
- Do not sleep over appreciation emails, send it instantly.
- Wait for at least one hour before you press send for all emails which have negative connotation. (I personally end up deleting 90% such emails after an hour and am proud of this technique).
- Appreciate your team members in public, share individual feedback on improvement, individually.
- Always be humble, always. Even when the prospect/client is not really appreciating your efforts.
- Make your sales pitch stronger and bolder with facts and figures about your product’s capabilities. Performance speaks louder than your sales words.
- Demo your product. Ensure you have a back up ready in case things fail. Ensure you have at least one team member on stand-by for any emergency help.
- Be ready with case studies from within your company to prove your point(s).
- Remember all your existing client contacts on your fingertips for better references.
- Look in the eye with confidence. Not because you are an aggressive sales person, but because you are confident of what you are selling WILL deliver.
- Be assertive (of course you have to be humble first), its a tricky area to explain. There is a very thin line between getting rude from assertive.
- Your passion for your product should show up in your body language. You should not be scared of the who’s who sitting on the other side of the table.
- Include jokes in your pitch. 99% crack one liner jokes about yourself. It will help ease up the room. Be witty. Never forget to SMILE.
- Shake hands. With All. Before and after the meeting.
- Try to remember names of people in the room, try harder if there are many people in the room. Address them by names.
- If the meeting is with CXOs, ensure you especially remember the names of the people around him.
- Do NOT just read from the slide deck projected on the screen. They all are educated and can read. Talk about things around it.
- Your sales deck should have less words more pictures/diagrams/ flowcharts and the least number of slides. NEVER use jargons. Simple words do wonders.
- Ask questions, listen to the answers, quote those answers and make references in your discussion. Shows you pay attention.
- And for god’s sake be a good listener, you may love your own voice but let that love not lose you a deal.
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