Illustration: Phil Couzens, Model: Matt Downer

Kit for Tools

Nails get hammered, nuts get wrenched and flatheads get screwed

Selling is a high octane contest with the difference between winners and losers being the tools they keep, lessons learned and the tuning their engines get.

Below is a kit for these tools, let’s hope these grease-monkies keep it handy:

> Spit-polished understanding of selling basics.

From opening the call to closing the contract and follow up. Can you explain your process to prospects? Do new hires really get trained or do they just wing it? Do you integrate client problems as one of the underpinnings of training or do you just duct tape over them?

> Tempered product knowledge, not bondo-ed. Know both your products and the offerings of your client.

If you are a sales team manager, ask yourself, how often do we test our own people on what WE sell? There are many areas, legal, regulatory, cyclical, around your products that clients may question on. Are you ready for them?

> Calibrated feedback.

Clients only want results, presented clearly from their perspective. Let your current clients sell for you with recommendations, focus on creating value and shutting your mouth.

> Questions tackle box.

Proper study and research of questions related to your service offering will make you millions. Have you scripted what you will ask in advance? Did your manager?

> Analogue media.

White-paper industry articles or information that helps your client grow their business is better than any brochure or windbag sales guy.

> Workbench (also known as a desk).

Clean, organized with paperwork clearly marked for access. Your workbench is for working, not eating, sleeping or camping. You’ll notice the more comfy your workbench the more time you spend there.

Bad idea. (By the way...your desk has more germs than a toilet, in a road-side gas station, in Detroit)

> Well-oiled relationships.

Be known for helping people connect and you’ll attract new business. Reach out often in person, speak in public, help with charities and you’ll get noticed.

> Diagnostic feedback.

Send out client questionnaires every year, on the same date. Make it a time to thank them and get their feedback. Take the results and give it to your marketing team and HR.

Fuel up, hit the track, run in the red, make your own mark, back seat drivers need not apply.

Other posts by Jason de Luca:


Thanks for that Jason,
just to confirm, would it be
correct to say

1. be succesful in what you are doing
2. be nice to other people
3. most of all, don't suck.

a real revalation as always, thanks Japaninc for this illuminating writing.

Dear " Anonymous", great to see you are doing all of above and your clients are happy with it. Keep up the good work!