Keith Brodhead Jr. en Sales and Marketing, Sales Sr. Sales Specialist, Reference Data • Intercontinental Exchange (ICE) 10/10/2016 · 1 min de lectura · +100

Sales = Perseverance, Persistence, Dedication and Hard Work, and a little luck!

Sales = Perseverance, Persistence, Dedication and Hard Work, and a little luck!

What 30 years of sales has taught me...it's not always about the sales methodology!

Copyright 2016 - Keith Brodhead Jr



  • Lose the fear - Sales has no place for fear. Except rejection. Understand "no", but don't except it
  • Be energetic - You need the ability to go 10-12 hrs/day for five days, at least!
  • Be enthusiastic about what you do
  • Be passionate - Love sales or get out
  • Start early and go late, if you can
  • Serve the customer
    • Solve customer problems and offer solutions
    • Know your client and what they...ask for clarifications and updates.
    • Be THE voice for your customer!
  • 90% of who you are is how well you sell
  • Add value and make a difference - be valuable!
  • Educate and inform first - if you don't do this your competitor will
  • Be responsive to your customers even without answers
  • It's not about selling all the time. It's about learning and knowledge acquisition. Stop selling and start learning.
  • Don't complain unless you have a solution
  • Network and get to know people on a personal level. It's not always about business
  • Change and growth go hand in hand - if you stop growing you die!
  • Learn to tell a great story - telling stories is selling. Make it relevant and interesting
  • Be visible and known - don't shy away from the limelight, good or bad
  • Smile and be happy -- even if you're not!
  • Be grateful! - it all starts with what you have, not what you want
  • Learn to 'turn-on' at any time - this doesn't mean acting or being fake!
  • Send thank you's. Doesn't matter how (email, written, etc...).
  • Dress the part - always!
  • Act like a professional, attitude is everything
  • Face-to-Face is always better, in  any situation
  • Take notes, take notes and take notes - right down everything, who said it and the responses and follow up items and have the customer/prospect verify and validate what you've written - This shows you are listening
  • Hold yourself to a higher standard in everything you do, no matter what
  • Always take the high-road. If it's difficult, remember, hold yourself to a higher standard
  • Look for a mentor or someone to emulate
  • Find your release or outlet for stress - exercise, yoga, walks, reading, music, etc...
  • Create great habits - Sleep, exercise, reading, etc...
  • Read, Read, Read - Reading one thing will lead to many new things...
    • Never stop learning - learn what you don't understand
  • Take an interest in whom you are speaking with
  • Build your internal and external networks. People you trust to help you and bounce ideas off of
    • Meet them and engage them regularly
  • Always ask..."what can I do to help?"