Here are 9 GUIDING PRINCIPLES to help you ‘sell’ your VISION, your MESSAGE, your PRIORITIES …
Pretty self-explanatory, but there are some ‘notes’ with each one.
| GP #1 | CHANGE YOUR VOCABULARY! WORDS ARE IMPORTANT! Stop using all the typical ‘nonprofit’ industry jargon. Start using ‘sales’ terms, ‘business’ terms, ‘common sense’ terms.
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| GP #2 | THINK BIG. BUILD SIMPLE. ACT NOW! Our absolute favorite Entrepreneur’s Mantra. Also works great for SALES. THINK. BUILD. ACT. BIG. SIMPLE. NOW. | ||||||
| GP #3 | THE RULE OF 3! ‘FORCE’ everything you do into groups of 3! Your Message Points. Your Priorities. Your Buckets. Your Sales Presentation. Trust us. It works. | ||||||
| GP #4 | NO TIMEOUTS. NO SUBSTITUTIONS. NO EXCUSES. OG’s Notre Dame Boxers’ Mantra. Works for sales. Take responsibility for your life. Your actions. Your results. | ||||||
| GP #5 | PREPARE. PRACTICE. PERFORM. You ‘get’ PREPARE and PERFORM. What we never, ever, ever do (in our world) is PRACTICE! PRACTICE YOUR PRESENTATION. Your response to objections and challenges. Your opening. Your close. | ||||||
| GP #6 | FIRST WITH THE HEART. THEN WITH THE HEAD. This is the corollary to a great line in the book, THE POWER OF ONE. Zig Ziglar, über sales trainer, says it perfectly: “People buy on emotion, then justify with logic.” | ||||||
| GP #7 | DO THE MATH. You can’t ‘SELL’ unless you understand all the ‘NUMBERS!’ This is about goals, self-fulfilling prophecy, and the Stockdale Paradox (Face the Brutal Facts). | ||||||
| GP #8 | ASK QUESTIONS. (ACTUALLY) LISTEN TO ANSWERS. This is, without question, the greatest ‘SALES TIP’ … ever! | ||||||
| GP #9 | SHARE THE STORY. PRESENT THE OPPORTUNITY. No explanation necessary. Just do it. |
