- Introducing someone to something that genuinely serves a need that they have (marketing) and having them accept it on terms that are agreeable to both of you (sales).
- Market and sell your thing with the attitude of wanting to serve your prospects. This makes ALL the difference.
- Do all you can to add value at every touch.
- Help people win. This makes all of the difference.
- Listen to your customer. If you can’t do this then stop selling and hire someone who can.
- Honor the prospect. Put yourself in their shoes. You can only do this if you listen.
- Burn the deal if it’s in the client’s best interest. Integrity almost always cost something in the short terms but never fails to pay off in the long term.
- Help your customers even if it’s not directly connected to a sale.
- Focus purely on closing.
- Don’t listen (e.g. forgetting names, repeating questions which have already been answered, etc)
- Don’t add value (i.e. gimme gimme gimme kthxbye)
- Be inconsiderate of their needs (e.g. calling a family person during dinner time — or anytime after hours for that matter)
- Sell them something they don’t really need
- Never talk to them again once you’ve closed