Notes from The Power Series Seven Habits of Highly Successful Salespeople

1. Seven Habits of Highly
Successful Salespeople
by Richard Mulvey

2. The Power Series 2019
Feb - Getting New Customers
Mar - Selling over the Telephone
Apr - Winning Sales Presentations
May - Handling Objections / Closing the sale
Jun - Sales Negotiation
Jul - Key Account Management
Aug - 7 Habits of Highly Successful Salespeople
Sept - Selling at your Higher Price
Oct - Selling Face to Face
Nov - Creating Raving Fans

3. Seven Habits of Highly
Successful Salespeople
In 2018, Pipedrive.com surveyed on over
70,000 organisations, across 34 different
countries and over 10 industries

6. Seven Habits of Highly
Successful Salespeople
What do you do every day to improve your
sales performance?

8. Habit 1
Know your Stuff
Product Knowledge
Selling Skills
Customer Knowledge

9. Top 12 Questions
1.Company - contact details, employees, etc.
2.Who are the Decision Makers?
3.Who are the Influencers?
4.Who is their current supplier?
5.Why?
6.What is the business worth?

10. 7.When is the decision going to be made?
8.What experience of us have they had?
9.What is their current project?
10.What are their major challenges?
11.How can we add value to their team?
12.What additional benefits can we offer?
Top 12 Questions

11. How do you keep your
customers?
The Customer Profile
Name
Notes
A B C
Address
Phone E-Mail
Spouse Children
Hobbies Sports Culture
Likes/Dislikes Birthday
Home Address Car

12. Selling Skills
C.N.I
Podcasts
Online Training Courses
Selling Websites

13. Habit 2
Every Day is Prospecting Day
Feed the Pipeline

14. Prospecting
Cold Calling
Advertising
Referrals
Walk Ins / Phone Ins
Networking

15. Referrals
Always ask the question
Use the Five Card Trick
Exceed expectations
Keep your best customers informed
Bring referrals to your Customers
Trade referrals

16. Create a referral programme
Offer referral commission
Provide valuable content to share
Always reward referrals
Set a weekly goal for referrals
Referrals

17. New Prospecting
Hot Calling
Branding Yourself the Expert
Targeted Referrals
Click Ins
Social Networking

18. Habit 3
Admin is Critical
CRM System
AI Intergration

19. Habit 3
What you need in a CRM System
Lead Management
Flexible Profiles
Email and Marketing
Links to the Accounting Package
Third Party Integration
Sales Forecasting
Reporting and Analytics
Graphical Pipeline

20. Habit 3
Best CRM Systems
SalesForce.com
Hubspot.com
Pipedrive.com
ZohoCRM.com
Apptivo.com

21. Habit 4
Move to Mobile
Diary
CRM System

22. Habit 4
Mobils Apps Salespeople Need
Diary
LinkedIn
HubSpot Card Scanner
Keynote / PowerPoint
Zoom Cloud Meetings
HubSpot CRM
Doc Scan
Dropbox
WhatsApp Messenger
Google Maps
XE Currency
LastPass
Uber/Lyft
Doodle
QuickVoice
Expensify

23. Habit 5
Careful Listening

24. Habit 5
Listen carefully
Use attentive Body Language
Prompt the Speaker
Empathise
Repeat what has been said using your
own words

25. Habit 6
Look After Yourself
Gym
Eat Well
Sleep Well
Regular Breaks and Holidays
Meditation

26. Habit 7
Develop a Winning
Attitude

27. Peak Performance
What does it take to be a
Peak Performer?
Skills &
Attitude

28. Attitude-a-meter

29. Attitude-a-meter

30. Attitude-a-meter

31. Attitude-a-meter

32. Attitude-a-meter

33. Attitude-a-meter

34. Habit 7
Set Targets with
Pizazz

35. +100%
Calls per day
Strike Rate
Appointments
Strike Rate
Close
The Number’s Game
20
25%
5
20%
1
+5%
25
30%
8
25%
2
+5%
+5

36. Coue’s Law
“When your imagination and
willpower are in conflict it is
always your imagination that wins”

37. The Sales Meeting
http://bit.ly/The_Sales_Meeting_Registration

38. Slides
http://bit.ly/Seven_Habits

39. Next Month
Selling at your Higher Price
http://bit.ly/PowerSeries_Registration

40. Seven Habits of Highly
Successful Salespeople
by Richard Mulvey