13 Keys to Becoming Great at Sales


Serve 1
st……..it’s all about them & not about you. What can you do for your client, what value can you add to their business, to their lives, what difference can you make for them. When you focus on them, you will allways get a return for you.


Make your calls. Have a high work ethic. Sales is an activity game, the greater your activity the greater your results, even if you suck at selling. Most sales people just dont do enough work in the field.


Plan your call calling cycle. Plan your week & month by allocating a specific number of hours to selling (that’s being in front of customers) & to a specific number of hours to admin. My rule of thumb is 5:1 – 5 hours selling to 1 hour admin. Stick to your plan. Make sure that you are in the field at the optimum times.


Sell from your heart not from your head. When you sell from your heart you are being you, and when you are the authentic you then you will connect with people who like you.


Do whatever it takes to win, but do it legallyethicaly, & moraly. If you do that you will create long term success & not short lived glory.


Script the lines that work. Find the lines that work, lines for introduction, lines for closing, and know how to do them in your sleep.


Practice, Practice, Practice – Practice those scripted lines. Then role play over & over.


Learn to ask questions, because questions are the answers. If you take the time to ask people about themselves they will tell you more than you expected.


Have high energy in everything you do. People like to deal with confident people. Arogance however is not confidence. Have confidence but also have humility.


Know your product. Know where it works & where it doesn’t.


Always give the customer the best solution for them not for you.


When you mess up – own it. We all mess up. Apologise 1st, dont make excuses or pass blame, be honest, take ownership of the problem, and present a solution to the customer.


Enjoy what you do, do it with Passion, and Have Fun doing it.

Get out & Sell, Uncover Your Greatness.

Barry Mitchell is the resident expert for Sales & Customer service on www.entrepreneur.co.za. He operates through his brand Uncovering Greatness, & can be found on www.uncoveringgreatness.co.za. Mail him at barry@uncoveringgreatness.co.za

Barry Mitchell
Barry has been in Sales for over 25 years. Barry has specialized in the area of Sales, Business & Entrepreneurial Development for over a decade, with over 25 years of experience in the Sales industry, Barry has worked with 1000’s of individuals and 100’s of businesses to help them dramatically increase their Sales. Through his training programs & coaching, Barry has helped businesses achieve results anywhere from as little as a 10% to as much as 400% growth in Sales and Income within a few months.
In 2007, after having been done out of a R300 Million merger, he decided to go into the field of Sales training. It was then that he partnered with world-renowned Sales & Business trainer and Robert Kiyosaki’s Rich Dad Advisor, Blair Singer. Barry is now one of Blair Singers Global lead trainers and heads up the Blair Singer Training Academy in Africa. He currently works closely with Robert Kiyosaki and Teaches in the field of Entrepreneurship and Financial Literacy.


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