This document outlines a sales philosophy to guide salespeople's choices and actions. The philosophy states that a salesperson should: 1) Be a subject matter expert in order to provide value to prospects. 2) Help qualified prospects make better decisions about solving problems. 3) Do so by collaborating with prospects and taking a service-oriented approach to help them solve problems using the salesperson's products or services. The sales philosophy is presented as a set of guiding principles to help salespeople make the right choices and be the type of sales professional that prospects want to buy from. Adopting this philosophy can help salespeople thrive.

1. Sales
Philosophy

2. Sales Philosophy
What it is
Why you needs one
And the one you need

3. What the %$*#
is a
Sales Philosophy
(and why the %$*#
should I care)?

4. Let’s start with this...

5. Okay, but...

6. What the %$*#
is a
Sales Philosophy
(and why the %$*#
should I care)?

7. Got it - here’s why...

8. As you go
through your
work in sales,
you will make
many choices
at many
points in time
along the way

9. Those choices will be easier to get right...
If you have a guiding set of principles
(i.e. a sales philosophy)
to help guide you

10. OK - I get it.
So what are these
“guiding principles”

11. The Sales Success Philosophy
I am a subject matter expert.
My job is to help
Qualified prospects
Make a better decision
About how to solve a problem
Using my products or services

12. Let’s break it down...

13. The Sales Success Philosophy
I am a subject matter expert.
How can you provide value if
you don’t know what you are
taking about?

14. The Sales Success Philosophy
My job is to help
You would rather buy from
someone who is looking out
for your best interests.
Your prospects would too.

15. The Sales Success Philosophy
Qualified prospects
If your prospects are not well
qualified, you will waste
everyone’s time

16. The Sales Success Philosophy
Make a better decision
The best decisions are made
through collaboration.
As a salesperson, you want to
be a part of the collaboration,
not the subject of it.

17. The Sales Success Philosophy
About how to solve a problem
If you are not solving a
problem for your prospect,
why are you there?

18. The Sales Success Philosophy
Using my products or services
Ultimately, you are there to
sell, right...?

19. OK - now let’s bring it
back together again

20. I am a subject matter expert Adding Real Value
My job is to help Service Orientation
Qualified prospects Time Efficient
Make a better decision Collaborative
About how to solve a problem Solution Oriented
Using my products or services Sales Professional

21. Now isn’t that who you
would want to buy from?

22. A sales professional
Who adds real value
Respects your time
Collaborates with you
Takes a service orientation
And helps you solve problems

23. Of course you would.
So would your prospects.

24. Adopt the right Sales Philosophy
...and let it be your guide

25. The Sales Success Philosophy
I am a subject matter expert.
My job is to help
Qualified prospects
Make a better decision
About how to solve a problem
Using my products or services
(here it is, one last time...)

26. embrace it and thrive!

27. The Sales Team
Success Formula™
www.sales-team-success-formula.com
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