One-Up Salesmanship: 40 Sales Tips for Empowering Clients to Succeed

Axiom 1: Do Your Homework Beforehand

Always research and understand a client's business before you contact them. This prep work makes sure your conversation is relevant and informed.

Axiom 2: Stay Patient and Keep Trying

When trying to set up a meeting, be patient but keep following up. Show that you're serious without being annoying.

Axiom 3: Give Something Worthwhile for Their Time

When you ask for a client's time, make sure you're offering them something valuable in return, like useful information or solutions.

Axiom 4: Create Value Right Away

Your first meeting with a client should leave a strong impression, providing clear benefits and setting the stage for a good relationship.

Axiom 5: Use Modern Sales Techniques

Adopt a modern and effective sales approach that focuses on providing insights, rather than sticking to old methods.

Axiom 6: Don’t Rely on Old Strategies

Steer clear of old-fashioned sales tactics. Focus on newer, more effective ways to sell.

Axiom 7: Help Clients with What to Do Next

Give clear advice on what actions clients should take next, helping them move forward in their decision process.

Axiom 8: Build and Maintain Trust

Gaining and keeping your client's trust is key. Always work towards building a trusting relationship.

Axiom 9: Act as a Peer

Position yourself as an equal to your clients, building a relationship based on mutual respect and understanding.

Axiom 10: Connect with Clients and Their Teams

Work on developing strong connections not just with your clients, but also with their team members.

Axiom 11: Use CRM to Document Everything

Maintain detailed records of your interactions with clients in a CRM system.

Axiom 12: Keep Client Info Private

Never share information about your clients without their permission.

Axiom 13: Always Look Out for Your Clients

Always act in your client's best interests and protect them from potential problems.

Axiom 14: Tell the Truth, Always

Be transparent with your clients, even if it means you might lose their business.

Axiom 15: Don’t Exaggerate Your Product’s Value

Avoid overstating what your product or service can do. Always be honest about its value.

Axiom 16: Keep Offering Value in Meetings

In every meeting with a client, continue to provide value, reinforcing why your service or product is beneficial.

Axiom 17: Listen to What’s Said and Unsaid

Pay close attention to what your clients say and also to what they don’t say. This helps you understand their true needs.

Axiom 18: Discover Together

View discovery as a joint process where both you and the client learn valuable things.

Axiom 19: Guide Them Through Their Buying Journey

Actively help your clients through their decision-making process, making sure they have all the information they need.

Axiom 20: Provide Helpful Information and Insights

Help your clients understand their choices by giving them useful information and insights.

Axiom 21: Help Clients Discover Personal Insights

Aid your clients in learning something new about themselves or their needs, adding more depth to your relationship.

Axiom 22: Talk to People Who Will Use Your Product

Make sure to include the people who will actually use what you're selling in your discussions, so you understand what they need.

Axiom 23: Collaborate for the Best Results

Work closely with your clients to come up with the best possible outcomes, using both your insights and knowledge.

Axiom 24: Help Clients and Their Teams Agree

Assist your client and their team in reaching a consensus on decisions and changes.

Axiom 25: Be Patient with Clients Needing More Time

Understand that some clients need more time and discussions to explore changes. Be patient with them.

Axiom 26: Talk About Prices Early On

Bring up your pricing early in the sales conversation instead of waiting until the end.

Axiom 27: Present in a Way That Invites Conversation

When you present or propose something, do it in a way that encourages clients to join the conversation.

Axiom 28: Speak Respectfully of Competitors

Always be professional and avoid speaking negatively about your competitors.

Axiom 29: Own Up to Your Losses

If you lose a client, accept responsibility and don’t blame the client. Use the experience to learn and improve.

Axiom 30: Learn from Your Failures

Reflect on your losses to understand what went wrong and how you can do better next time.

Axiom 31: Clarify Different Choices and Their Pros/Cons

Make sure you clearly explain the different options available to your clients, including their benefits and drawbacks.

Axiom 32: Address All Client Concerns

Make it a priority to solve any issues or concerns your clients have before moving forward.

Axiom 33: Focus on Enhancing Client Outcomes

Work to ensure that your involvement with the client leads to real improvements in their results and strategic goals.

Axiom 34: Negotiate Fairly

In negotiations, aim to ask for something of equal or greater value in return for what you offer, to keep the exchange fair.

Axiom 35: Adjust Your Sales Approach for Each Client

Change your sales methods for each client. Understand that no single approach works for everyone. Customize your strategy for each client.

Axiom 36: Build Long-Term Client Relationships

Focus on forming long-term relationships with your clients, not just quick sales. Spend time getting to know and growing with your clients.

Axiom 37: Apply Technology in Your Sales Process

Use modern technology, like CRM systems and data analytics, to make your sales process more efficient and effective.

Axiom 38: Keep Learning and Growing

Always work on improving your professional skills and knowledge. This ongoing growth makes you a better salesperson and offers more to your clients.

Axiom 39: Always Be Ethical in Sales

Follow the highest ethical standards in your sales. This means being honest, transparent, and respectful, which builds trust and credibility.

Axiom 40: Anticipate and Solve Problems Early

Try to identify and solve potential problems for your clients before they become serious. This shows that you care about their success.