Issue 21.

Direct from me to you.

1. You are a performer. Not a sales person. Your job is to make the prospect smile.

2. Smiles. Advice. Laughter. Energy. Sales.  

3. Smile more, to sell more.

4. Ask for Advice. Don’t sell them.

5. Make them Laugh.

6. Match their Energy. 

7. Sell. But don’t Sell. Telling isn’t selling.

8. Cold calling is good for you. Nothing to be scared of.

9. Opening line. “Hi, it’s Ned. I’m a cold caller. I’ll be gone in 30 seconds. Can I have that time  from you?” 

10. More is better. More outreach. More meetings. Just more.  

11. Scripts are for learning. Not for repeating. Use your style over the top of it.

12. Pitch decks are for the bin if they have more than ten words per page. 

13. Cut 50% of your pitch deck out today and throw it away. 

14. Price is not a blocker. Sa,y ‘Lets find a price that makes sense for both of us’.

15. Budget. Authority Need. Time. Answer those you have a deal.

16. Budget. Do they have the money? Ask them. “Does this price make sense?”

17. Authority. Can they say yes?. Ask them. “ You good to buy this?” 

18. Need. Do they need it? Ask them, “ Would this help you?” 

19. Time. When do they need it? Ask them. “ When would you like to start?”

20. Go to sales meetings with salespeople better than you. 

21. Record your Zoom pitches and rewatch. 

22. Have an elevator pitch. “ I make salespeople better by sharing my knowledge’ You?

23. Get out of sales if you don’t love it. 

24. CRM. Today, Tomorrow and every day. 

25. Link your email to your CRM. 

26. Do all your CRM tasks every day. 

27. Lead gen. Don’t use Apollo. Grind it out one by one. 

28. Learn to love the flow of a sales meeting. 

29. Practise the small talk at the beginning of a meeting. Be great at it.  

30. Make them ask for the product by getting them to talk to you about what the ‘issue’ is.

31. Your job is to get them to talk. Not you talking. 

32. No’s dont suck. Your reaction to them sucks if you let it get to you. 

33. 10 meetings a week minimum. No excuse. 

34. I used to suck at sales. So did you. Do it a lot and you won’t. 

35. Practise listening. Did you hear that?  

36. Read this book. ‘Walk Like a Giant Sell Like a Madman” by Ralph Roberts.

37. Your competitors don’t matter. Only your customer. ( I hear this direct from Jack Ma when I  met him). 

38. Have complete belief in yourself.  

39. Learn the heaven and hell joke. Ask me about it.  

40. The easiest place to get sales is existing customers. Ask them. 

41. But before asking. Always be in touch for no reason. So they don't think you are just selling.

42. Sales is the greatest career in the world. Recession? Companies need sales. Bull market? People need sales. :-) 

43. Send your client handwritten notes. No one else does. 

44. DHL them a hard copy of your proposal. No one throws away a DHL package. 

45. Rule of 1000. If 100 people out of 100 say no. That’s ok. If 1000 out of 1000 say no,. Your product sucks. Stop selling it. 

46. Flower pot technique. The client is the seed. Your talking is watering. Don’t drown the seed.

47. Dentist technique. You need assistants. Sales teams of one fail.

48. Don’t do your own admin. Only do sales. Outsource it. 

49. Sales love speed. Follow up immediately. 

50. The Power Hour. Do one hour of complete focus on sales every day. 

51. Your words matter. Review that email to make sure it is good. 

52. No one cares about your company and how many offices it has. 

53. They care about how it benefits them. 

54. Best sales is existing clients saying they are happy. Ask them for a testimonial

55. Practise your jokes. Mine. “ I don’t know technology, but I can spell API”. That’s yours for free.

56. Get on stage a lot. Practise public speaking. That is sales.

57. Help a young salesperson to be great. 

58. Have a style. Your own style.It can be copied. But own it. I have my shirts.

59. Watch GlenGarry GlenRoss.  

60. Listen to The Sales Movement podcast.

61. Read Alex Hormozi $100m Sales. 

62. Work in a sales team. Sales love company. It motivates you. 

63. Go to events and practise walking up to strangers 

64. Never trash-talk competitors. It makes you look bad. 

65. Sell what you have. Not what you will have in the future. Your product is what it is.

66. When the Zoom camera comes on. Look at their background. Find a talking point.

67. In real life never sit till they do.

68. Never accept a sparkling drink. You will burp. 

69. Mirror them. They loud. You loud. They stand you stand etc. 

70. Always be 5 minutes early. Showing respect.

71. Always finish 5 minutes early. Giving them 5 minutes’ value back. 

72. Don’t care about your targets. Sell all you can every day. Targets are arbitrary. Only your effort matters. 

73. Keep every contact you ever made in your own CRM. You never know when they will need you again.

74. LinkedIn. Every day. Every day. Comment. Post.  

75. Build a brand. People buy from people they relate to. 

76. Sales Meetings. They are for motivation. Not for reporting. 

77. Sell to your colleagues as well as to clients. 

78. Stickers work. They really do.  

79. When you get demotivated from a run of bad sales. Call me. I will cheer you up.

80. Exercise. You need a fresh mind. 

81. Do not read your pitch deck to a prospect. They can read. 

82. Make an introduction to a competitor. It builds trust 

83. Say no to something they ask for. If you only say yes, they won’t trust you.

84. A no is fine. It really is. Let it go. Move on. Only good energy. 

85. Less thinking. More outreach. 

86. Market sizing. Segmentation etc. Blah blah. Get out there. The market will tell you.

87. Give as much value as you can. Advice. Comments. Praise etc.  

88. Contracts matter and don’t. Don’t sweat it too much. Get the deal. 

89. Would you buy your own product? If not. You won’t sell a lot of it. 

90. Angus Macdonald is the greatest salesman ever. Google him. 

91. When getting a coffee. Read their name tag and say, “Thank you John”

92. IRL meetings are still the shit. 

93. Stop talking when they say yes.  

94. You can outwork everyone else.

95. Commission-only sales is brutal. But will make you great. Comfortable sales teaches you nothing.  

96. Promote yourself every day. Why not? 

97. Commission should be 10% of everything you sell 

98. You should be selling 5 times your annual salary.  

99. Respect your SDR’s . That is noble work they are doing. 

100. Love sales. It will love you back. 

101. I have plenty more where these came from. 35 years. So much to share so you can be way better than me. 

My podcast “The Sell” released it’s 2nd episode this week.

Conversations with the coolest salespeople on the planet.

This week is with Tony Brophy.

He is the cold-calling legend you need to know.

Tune in on Apple Podcast & Spotify!