There isn’t just one profound way of how top performing sales reps make their dent in the industry, but rather a variety of different styles and techniques.

1. How Top Performing Sales Reps
Crack into New Accounts

2. Where Do We Start?
+ = ?

3. BBelieve it or not the elieve it or not the
first big step is not first big step is not
about the customer, about the customer,
itit’s about YOU!’s about YOU!

4. YYou need to have a sense ou need to have a sense
of confidence.of confidence.
If you If you BELIEVE BELIEVE in in
yourself so will your yourself so will your
clientclient
(it(it’’s not cheesy, its not cheesy, it’’s the truth)s the truth)

5. Sales Pitch?
More Like Real Life Acting

6. You need to play and
even sometimes look the
part
Be rehearsed, but not a robot

7. Go in there with your own
outline but don’t be afraid to
change direction
The client will have
questions, and you must
know the answers

8. Plan of Attack
You need to have key
points you want to be
reached
Aim for those second
meetings. Everyone needs
reassurance.

9. Don’t Show Up and Throw Up
Ask Questions and be
willing to listen!
Don’t show up and blurt out
all the information. Engage
in a two­way
conversation.

10. Be calm, but firm in making
your key points. Don’t leave
any leaf
unturned

11. Know Them Like the
Back of Your Hand
You need to know
all there is to know
about your client
Research, Research, RESEARCH!

12. Be the Hunter
Be proactive in going after prospects.
Don’t be afraid of NO!

13. Be the wolf, don’t
be a lamb, (trust me
it never ends well for the lambs)

14. It’s a Boxing Match
(Without the Boxing)
You need to be ready to tell
them why your product is
better and what is not good
about your competitor.
“What makes you
different from your
competitor?”

15. Don’t Become a Bully
Befriend them don’t bully
them.
Don’t be too
over demanding
“YOU GOTTA BY NOW OR
YOU’LL DIE” probably isn’t
the greatest strategy.

16. Don’t Give Up
You’re going to hear a
bunch of no’s before you
hear one yes.
No! No! No! No! No! No!
YES!

17. I’ll give you a hint, it’s always half full.
Optimism is key and
treating every new sales
call independently from the
others is important.

18. Close It
At the end of the day
all sales reps want the
same thing, to close
the deal.

19. Remember the more meetings you have,
grants you more possibilities to close.

20. Get it in Writing
If your client
wants to make a
deal, ACTUALLY
make the deal.

21. A spoken “yes” is
not the same thing
as their signature on
a contract.

22. Retarget
A no today could
be a yes down
the road.
I’ll never buy from you!
3 Months Later…
Give me all you got!
Today

23. Businesses
change rapidly as
do their needs, and you
need to be there when
that happens.

24. Things to Remember
Continuously reinvent yourself or your sales
pitches, no one likes a broken record.

25. Be confident in
yourself and your solution

26. And Don’t Forget!
Research and
learn everything there is to
know about your prospective
client

27. Finally…
Always try to make them
feel like a friend not
just a sale

28. For more information on how CRUSH can
help you become a top performing sales
rep, check out how our customers are
using CRUSH:
http://www.salesquest.com/resources/use­cases/