Susan Schneider
Susan Schneider

By: Susan Schneider, Independent Sales Lead Generation Expert and Account Director at Lead Q and Membership Director of Platform Scottsdale

First and foremost, keep in mind that selling has very little to do with what you sell and everything to do with how you sell yourself. As you’ve been hearing for a number of years, people do buy from people they know, like and trust. It’s all about building the relationship.

After more than 30 years in sales, in a number of different industries, dealing with and including everyone from entrepreneurs to Fortune 500 executives, there are a few rules and beliefs that always stand true. Below are some of my favorites that I recommend following – and using every day – in order to be a success in sales.

1.    Be the expert. Know your product or service intimately. No one wants to talk to someone who doesn’t know what they are talking about. They are relying on you to have all the answers.

2.    Believe in the product or service you’re selling. If you don’t, you’ll never be able to convince someone else.

3.    Know your competition. Be aware of who they are and what they do and what distinguishes you from everyone else out there.

4.    Don’t ever promise anything you can’t deliver. It’s ok to say I can’t do that, or I’ll find out, rather than get into a situation that puts your credibility, and the future of the relationship and the sale, in jeopardy.

5.    Listen to their needs. Don’t do all the talking. Even though sales people love to talk, shut up and listen. It will help identify what your client is really looking for and what they really need. More importantly, no one likes to feel like they are being sold; work on developing that relationship.

6.    Set a schedule. Time for prospecting, time for research, time for Account Management, time for sales calls and appointments, time for training, etc. Since the mindset is completely different to accomplish each of these sales tasks and processes, it will be highly beneficial to set aside scheduled time in your calendar to ensure you get everything done, minus the distractions.

7.    Know when to walk away or say NO. As hard as it is, your product or service is most likely not a fit for everyone and it’s better to walk away then put yourself in a situation that’s not good for you, the client, or your business. Clients will really respect you for this. This is one of the hardest things for a sales person to do, but to me, one of the most important things I’ve learned over the years.

There are many other rules, sales strategies, tips and tricks that one can regularly utilize, however the aforementioned tips lay a solid foundation for a sales strategy that will ultimately lead to success.

Susan Schneider is an independent sales lead generation expert and account director for Lead Q, founder of Responsive Selling and Membership Director of Platform Scottsdale, a non-profit organization dedicated to giving women a platform to meet, mentor and connect with like-minded women. A sales and marketing specialist with over 30 years of professional experience, Schneider has extensive knowledge in account management, administration, and business services within several industries including advertising, art publishing, database information, and Sales Lead Generation. For more information visit  and .