1. THE TEN
COMMANDMENTS
OF SALES
Presented by:
Janie Wiltshire
Due West Company
313 Jungle Road, Edisto Beach, SC 29438
(843) 869-5252
www.janiewiltshire.com
janiewiltshire@aol.com
Hoosier Hospitality
March 11, 2014

2. SHALT
I. THOU SHALT MAKE MANY
OUTSIDE SALES CALLS EVERY WEEK
EVERY
Outside Sales Calls ________________________.
Why?
_________________________________________
_________________________________________
_________________________________________
“THERE
IS A DIRECT CORRELATION BETWEEN OUTSIDE
SALES CALLS
AND PROPERTY SUCCESS.”
SHALT
YOUR
II. THOU SHALT DOCUMENT YOUR
ACTIVITIES DAILY, WEEKLY AND MONTHLY
DAIL WEEKLY
AILY
MONTHLY
3 Reasons Why Documentation Is Important
1. ________________________________________
2. ________________________________________
3. ________________________________________
“KNOW
THE TRUE VALUE OF TIME.
SNATCH,
SEIZE AND ENJOY EVERY MINUTE OF IT.”
- LORD CHESTERFIELD
Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com
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3. SHALT
YOUR
III. THOU SHALT REVIEW YOUR
ARRIV
ALS
EVERY DA
ARRIVALS LIST EVERY DAY
When should I check them?
__________________________________________
“LEARN
THE FUNDAMENTALS OF THE GAME AND STICK TO THEM.
BAND-AID
REMEDIES NEVER LAST.”
- JACK NICKLAUS
IV.
SHALT
CONTINUOUSLY
IV. THOU SHALT LEARN CONTINUOUSLY TO
IMPRO
YOUR KNOWLEDGE
IMPROVE YOUR KNOWLEDGE AND SKILLS
The dynamics of your market is constantly __________.
Are you changing your skills and knowledge
at the same pace?
“IT’S
WHAT YOU LEARN AFTER YOU KNOW IT ALL THAT COUNTS.”
- JOHN WOODEN
Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com
3

4. YOUR
ACCOUNTS
HAVE
V. HONOR YOUR TOP ACCOUNTS AND HA
VE
STRONG RELATIONSHIP
A STRONG RELATIONSHIP WITH THEM
The 80/20 Rule is alive and well!
______ of your business comes from
_______ % of your customers.
Are you tracking them and ________________ them?
“IF
YOU DON’T TAKE CARE OF YOUR CUSTOMERS, SOMEONE ELSE WILL.”
YOUR
VI. REMEMBER YOUR COMPETITION
AND SHOP THEM OFTEN
Your competition ______________________________.
Do you want _________________________ business?
Do you have a _______________ _______________?
It takes a ____________ ______________ to succeed!
“MY
SUCCESS EVOLVED FROM WORKING HARD AT THE BUSINESS AT HAND EVERY DAY.”
- JOHNNY CARSON
Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com
4

5. SHALT
YOUR
VII. THOU SHALT STEAL YOUR NEIGHBOR’S
AILY
PROSPECTING DAIL
BUSINESS BY PROSPECTING DAILY
Do you have an action plan to
_______________________________?
It takes _________ touches, as a minimum, to steal!
“YOU
MAY HAVE TO FIGHT A BATTLE MORE THAN ONCE TO WIN IT.”
- MARGARET THATCHER
SHALT
FORGET
VIII. THOU SHALT NEVER FORGET TO CLOSE
A SALE OR PROCEED TO A NEXT STEP
PROCEED
The “C” in CLOSE stands for
_____________________,
otherwise, you only have _________.
“WHEN
THE CAUTION FLAG GOES OUT,
I
FLOOR IT!”
- STIRLING MOSS
Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com
5

6. SHALT
IX. THOU SHALT LEARN TO LISTEN TO AND
PROBE YOUR PROSPECTS
PROBE YOUR PROSPECTS AND CLIENTS
The best salespeople learn to _________________.
W _____ A _____ I _____ T _____?
Do I prepare____________________________
before every client interaction?
“THE
THE
WHEN
DEEPEST NEED FOR THE BODY IS AIR.
DEEPEST NEED FOR THE HEART IS TO BE UNDERSTOOD.
YOU LISTEN TO ANOTHER PERSON, IT IS THE EQUIVALENT OF GIVING THE SOUL AIR.”
- STEPHEN COVEY
SHALT
ATTITUDE,
X. THOU SHALT KEEP A POSITIVE ATTITUDE,
EVEN WHEN IT IS NOT EASY
Why is this so difficult?
____________________________________________
____________________________________________
____________________________________________
How do I get positive and stay positive?
________ ________ ________ ________ ________
Staying positive is a ____________ ____________.
“THERE
IS NOTHING EITHER GOOD OR BAD, BUT THINKING MAKES IT SO.”
- SHAKESPEARE
Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com
6

7. THE TEN COMMANDMENTS
OF
SALES
I.
SHALT
THOU SHALT MAKE MANY OUTSIDE SALES
EVERY
CALLS EVERY WEEK
II.
SHALT
YOUR ACTIVITIES
THOU SHALT DOCUMENT YOUR ACTIVITIES
AILY WEEKLY
MONTHLY
DAILY, WEEKLY AND MONTHLY
III.
YOUR ARRIVALS
SHALT
THOU SHALT REVIEW YOUR ARRIVALS LIST
EVERY DA
EVERY DAY
IV.
IV.
SHALT
CONTINUOUSLY
THOU SHALT LEARN CONTINUOUSLY TO
YOUR KNOWLEDGE
IMPRO
IMPROVE YOUR KNOWLEDGE AND SKILLS
V.
HAVE
YOUR
ACCOUNTS
HONOR YOUR TOP ACCOUNTS AND HAVE A
STRONG RELATIONSHIP
STRONG RELATIONSHIP WITH THEM
VI.
YOUR
REMEMBER YOUR COMPETITION AND
SHOP THEM OFTEN
VII.
SHALT
YOUR
THOU SHALT STEAL YOUR NEIGHBOR’S
PROSPECTING DAIL
AILY
BUSINESS BY PROSPECTING DAILY
SHALT
FORGET
VIII. THOU SHALT NEVER FORGET TO CLOSE
A SALE OR PROCEED TO A NEXT STEP
PROCEED
IX.
SHALT
THOU SHALT LEARN TO LISTEN TO AND
PROBE YOUR PROSPECTS
PROBE YOUR PROSPECTS AND CLIENTS
X.
SHALT
ATTITUDE,
THOU SHALT KEEP A POSITIVE ATTITUDE,
EVEN WHEN IT IS NOT EASY
Janie Wiltshire • Due West Company • (843) 869-5252 • www.janiewiltshire.com • janiewiltshire@aol.com
7

8. PROGRAM EVALUATION
10 Commandments - Hoosier 3-11-14
Consistent with the idea that you don’t have to be bad to get better, please take a few moments
to complete this evaluation form and return it to us before you leave. Thank you. Janie
1.
How did this program meet your expectations?
 More than I expected.
 About what I expected.
 Less than I expected.
Comments: ______________________________________________________________
________________________________________________________________________
2.
How would you rate the content and material presented?
 Informative and useful
 Informative, but not very useful for my job
 Not very informative or useful
Comments: ______________________________________________________________
________________________________________________________________________
3.
How would you rate the speaker?
 Interesting and knowledgeable
 Interesting, but could be more educational
 Knowledgeable, but could be more interesting
 Not very interesting or knowledgeable
Comments: ______________________________________________________________
________________________________________________________________________
4.
What did you like best about this program?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
5.
What do you think would make the program better?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Comments:
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
Name
______________________________ Title ___________________
Property ________________________ City/St _________________________
Presented by:
Janie Wiltshire
Due West Company
(843) 869-5252
www.janiewiltshire.com
janiewiltshire@aol.com