The Winning Sales Playbook Source: The Rudnitsky Sales Playbook
The best salespeople are driven ethic. At durhamlane we intern on a daily basis to help us to ach
by passion and a powerful work nalise and execute these 11 rules hieve amazing results every day.
01 “Think BIG, have Attitude� Think big (dollar and scope), not just the immediate opportunity in front of you.
02 “No deal is wo
Bring in the entire team to brainstorm about ho
on or lost alone�
o work on new deals, and ow to do a better job.
“Connect the dots” Never cold-call — always call with a plan. Constantly reach out to contacts and find connections before engaging with a prospect.
03
04 “Focus o
Instead of thinking about why a might not. Anticipating the ‘wh advantage ove
on ‘why not’”
a deal will close, focus on why it hy nots’ gives you a significant er competitors.
“Always 05 take the deal off the table” Make sure every deal is closed if it’s ready to close. Don’t waste any time, leaving a chance for the deal stalling and potentially getting away.
06 “Get your fa
Meet your customers in perso anything about them by just strengthens the custom
ace in the place”
on. You won’t be able to learn talking on the phone. It also mers’ confidence in you.
“Fun and/or relevant facts build instant credibility” Try to learn everything about your customer and collect ‘facts’ that could be used to build your credibility.
07
08 “Be proactive o
Make sure all paperwork is in pla to bite
on all paperwork�
ace. Otherwise, it will come back e you.
“Always 09 get quid pro quo”
Don’t be afraid to ask for more and say no when needed. For example, make sure you’re allowed to announce the deal in the press because it gives huge publicity that could lead to other opportunities.
10 “Share be
Share great emails or proposals w to learn from them. And use them
est practices�
with the rest of the team and try m in other deals too.
11 “Go after game changers” Look for deals that can take the company to the next level. These deals are revolutionary in a company’s evolution. Winning huge customers can be game changing for the company.
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