Lessons from a whole career in Sales

1. es
al
What I’ve learned from S

2. No company can survive without Sales

3. Convince
yourself
before convincing others

4. Talk in present (tense), not past, neither conditional

5. Look for
what’s
keeping your
prospect’s
from sleeping
at night

6. Ask yourself
what’s in it
for the other
person?

7. …an
d pl
ay w
it h it

8. Ask your prospect what’s their principal selection factor?

9. Make the difference between
features,
avantages &
benefits

10. Benefits
make the price go away

11. Don’t apologize when
approaching or cold calling someone

12. Remember your
interlocutor’s
name

13. …and repeat it

14. Figure out
WHO’s
influencing
your interlocutor’s
decision

15. Be honest & sincere

16. Use humour & enjoy yourself

17. Listen &
pay attention

18. Be confident &
persuasive

19. Make your prospect
feel
important

20. When talking to a group, make sure every
member is involved in the conversation

21. When you’re wrong,
admit it

22. er
t
in
’t
n
o
D
pt
ru

23. Put yourself in your prospect’s shoes

24. Don’t talk bad about a competitor

25. Embellish your speech with images

26. Start with your highest offer;
thus the second one will be
more easily accepted

27. Reformulate your
prospect’s questions to
confirm

28. Don’t answer by a simple
!
« yes » or « no »

29. Mention your
satisfied
customers’
testimonials
to prove a point

30. Talk to your prospect as if he was
already owning the product

31. Ask them
hy
w
would you sell
to them

32. Ex
’s b
y it
wh
a in
pl
to
ter
et
rom
yf
bu
OW
uN
yo

33. Take your body language very seriously

34. …and mimic your prospect’s

35. Keep eye contact

36. Make yo
ur offers
time-li
mited

37. Embrace a push/pull strategy to tease your audience

38. If cost is a problem,
reduce it to daily amount

39. If possible, mention
important people
using or talking about
your product

40. Sum up benefits before
signing contract

41. Call your
clients
after they purchase from you

42. Share your impressions, comments & secrets:
jeremie.lorrain@gmail.com
Jérémie Lorrain
Co-Founder of nail art company Úñica.
French, Fashionista, Blogger, Entrepreneur,
Businessman, Model, Salesperson, Ambitious,
Open-minded, People & OpportunityOriented.