The ONLY Sales Strategy You Need to Know
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Summary:
Sales Strategy Tip #1: Understand the Game Plan Selling DSP.The only sales strategy you need to know is called the Game Plan Selling DSP, a powerful selling approach that I’ve developed over the years. It’s a cohesive sales strategy with three key legs to the stool:
1. Distinct
2. Systematic
3. Prospecting Playbook
First, we need to be distinct so that we’re perceived as being unlike the competition, or anyone else in sales. Next, we need to be systematic, following a repeatable, proven approach to selling.And finally we need to have a prospecting playbook—that list or set of prospecting activities that we follow on a regular basis to help us ultimately hit our sales goals.
Sales Strategy Tip #2: Be distinct.
The first pillar of the DSP is Distinct. This is a relatively simple concept, but shockingly few salespeople follow this rule: As salespeople in today’s market, we absolutely must be the complete and total opposite of everyone else.This often makes me think of something my Dad used to tell me about business. He used to say, "Marc, if you want to be successful in sales and in business, what you want to do is identify where everyone else is marching. And once you know exactly where they're going, I want you to turn around and go the exact opposite way."
Sales Strategy Tip #3: Be systematic.
Systematic is the second part of the Game Plan Selling DSP. This is about having a repeatable, proven system for selling. There are three key components to having a successful systematic approach to sales:
1. Connect. We need to connect with prospects on a level that goes deeper than what they’re expecting. This is one of the reasons that AI has a long way to go before it can catch up with real, human salespeople. As human beings, we have the ability to forge strong, deep connections with people so that they let their guards down and open up. Machines can’t do that (yet).
2. Disqualify. The next step to implementing a systematic sales strategy is to have a disqualification approach in place. You want to be routinely disqualifying prospects who aren’t a good fit—and you want to do this early on in the sales process.
3. Constant feedback presentation. This is the next piece to the puzzle of the systematic sales strategy you should use when you sell. Every single time you’re making a sale, you need to be using a constant feedback presentation.
Sales Strategy Tip #4: Prospecting Playbook.The final component of the Game Plan Selling DSP sales strategy is your prospecting playbook. This is so important because most salespeople are going up and down, up and down with their sales month by month.
Some months are good, and so they get busy and they're not doing as much prospecting. As a result, business is slower the next month.
So, what are some of the best activities that we can do in order to drive those meetings? Asking for introductions is one of them. This means asking people in your network—prospects, clients, anyone that you know—for introductions to other people.If you need to, use the above as a script. It's so simple. It's so powerful. By asking for those introductions, you’re going to grow your business exponentially, in a way that leverages your existing network.
So, there you have it. There’s the only sales strategy you need to know. I want to hear from you. Which of these ideas did you find most useful?
Sales Strategy Tip #1: Understand the Game Plan Selling DSP.The only sales strategy you need to know is called the Game Plan Selling DSP, a powerful selling approach that I’ve developed over the years. It’s a cohesive sales strategy with three key legs to the stool:
1. Distinct
2. Systematic
3. Prospecting Playbook
First, we need to be distinct so that we’re perceived as being unlike the competition, or anyone else in sales. Next, we need to be systematic, following a repeatable, proven approach to selling.And finally we need to have a prospecting playbook—that list or set of prospecting activities that we follow on a regular basis to help us ultimately hit our sales goals.
Sales Strategy Tip #2: Be distinct.
The first pillar of the DSP is Distinct. This is a relatively simple concept, but shockingly few salespeople follow this rule: As salespeople in today’s market, we absolutely must be the complete and total opposite of everyone else.This often makes me think of something my Dad used to tell me about business. He used to say, "Marc, if you want to be successful in sales and in business, what you want to do is identify where everyone else is marching. And once you know exactly where they're going, I want you to turn around and go the exact opposite way."
Sales Strategy Tip #3: Be systematic.
Systematic is the second part of the Game Plan Selling DSP. This is about having a repeatable, proven system for selling. There are three key components to having a successful systematic approach to sales:
1. Connect. We need to connect with prospects on a level that goes deeper than what they’re expecting. This is one of the reasons that AI has a long way to go before it can catch up with real, human salespeople. As human beings, we have the ability to forge strong, deep connections with people so that they let their guards down and open up. Machines can’t do that (yet).
2. Disqualify. The next step to implementing a systematic sales strategy is to have a disqualification approach in place. You want to be routinely disqualifying prospects who aren’t a good fit—and you want to do this early on in the sales process.
3. Constant feedback presentation. This is the next piece to the puzzle of the systematic sales strategy you should use when you sell. Every single time you’re making a sale, you need to be using a constant feedback presentation.
Sales Strategy Tip #4: Prospecting Playbook.The final component of the Game Plan Selling DSP sales strategy is your prospecting playbook. This is so important because most salespeople are going up and down, up and down with their sales month by month.
Some months are good, and so they get busy and they're not doing as much prospecting. As a result, business is slower the next month.
So, what are some of the best activities that we can do in order to drive those meetings? Asking for introductions is one of them. This means asking people in your network—prospects, clients, anyone that you know—for introductions to other people.If you need to, use the above as a script. It's so simple. It's so powerful. By asking for those introductions, you’re going to grow your business exponentially, in a way that leverages your existing network.
So, there you have it. There’s the only sales strategy you need to know. I want to hear from you. Which of these ideas did you find most useful?
