You'll wonder how you ever managed without it.

"
- Senator Club member

100
SALES TIPS
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IAN ADAMS

SENATOR CLUB

TOP 100 SALES TIPS

1. Start with the objective to help solve their

problem; not sell your product.

- Ian Adams, tech sales

2. Listen. Give them something for free. Always be

prepared. Do your research on who and what
before the meeting.

- Danny Phelan, social sales

3. Look to solve a pain. You will be surprised how

many times the customer's pain is not what
you think it is!

- Rafat Alvi, founder

____________________________________________________

4. Practice being awesome until you are.

Cody Gantz, commercial photographer

____________________________________________________

5. Don't sell. Listen and assist.

-

www.senatorclub.co

Kevin Alkire, non-profit

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TOP 100 SALES TIPS

6. Listen, listen, and listen. You will uncover their
primary concern affording you to address one... if
not all of them. Maximize. Meet or beat
expectations the first time through.
-

Deborah, manager

____________________________________________________

7. Listen.

Lawrence, business development
____________________________________________________

8. Talk less, ask more.

Rahul Khona, founder
____________________________________________________

9. Follow up!

Jim Delosada, tech sales
____________________________________________________

10. With Japanese companies, patience!

Hana Shibuya, marketing and business development

www.senatorclub.co

Page 3 of 21

SENATOR CLUB

TOP 100 SALES TIPS

11. Pay attention...

-

Nelson Bostrom, business development manager

____________________________________________________

12. Dont be a crocodile salesman, big mouth & no

ears.

-

Yuliya, mobile app design and development

____________________________________________________

13. Always follow up!

-

Jeff Neuhaus, director of biz dev

____________________________________________________

14. Pick up the phone.

-

Lydia Sugarman, president

____________________________________________________

15. Learn and grow to be the kind of person that

people want to build relationships with in the long
run.

-

www.senatorclub.co

Chris Oei, founder

Page 4 of 21

SENATOR CLUB

TOP 100 SALES TIPS

16. Focus on a repeatable sales process (from the

book: "The Ultimate Sales Machine").

- Sebastien, founder

____________________________________________________

17. Dress well.

-

Nathan Schor, founder

____________________________________________________

18. Listen, learn and act with the best of intentions

and integrity.

-

Christine Lim, tech sales

____________________________________________________

19. Sale is based on value generation. If you are able

to generate value for your target customer
segment with your products / services, sale will
come automatically. This is especially true in
technology sales. Apple, Google are big examples.
I think every organization must focus on
identifying their target customer base. Listen to
them and the generate value for them. If you do
this, you need not to worry about sales.

-

www.senatorclub.co

Gaurav, online marketing

Page 5 of 21

SENATOR CLUB

TOP 100 SALES TIPS

20. Don't give up.

-

Alex, product marketing

____________________________________________________

21. Build trust.

-

Joseph Chung, business development director

____________________________________________________

22. Everything in life is selling: convincing a company

to hire you, convincing your boyfriend to go on a
trip when he'd rather stay home playing video
games, making sure you get best deal possible
with a merchant. Embrace the sales!

-

Olga, biz dev

____________________________________________________

23. Target a market with at least 1000 potential

customers. Biz dev is really hard if you only have
100 potential customers to pitch to.

-

Vishal Chandra, product development

____________________________________________________

24. Ask a lot of questions :)

-

www.senatorclub.co

Sarah Hawley, advertising account manager

Page 6 of 21

SENATOR CLUB

TOP 100 SALES TIPS

25. ABC - Always Be Closing :)

-

Dick Hardt, founder

____________________________________________________

26. Say what customer want to hear first...

-

Syam Kanduri, tech sales

____________________________________________________

27. If you sell software, dont have product defects.

-

Francesco Rago, research and development executive

____________________________________________________

28. Building relationships is the best way to sell.

-

Mendy Slaton, tech recruiter

____________________________________________________

29. Ask for the sale. You rarely get business you don't
ask for.

-

Mike Mian, vice president of biz dev

____________________________________________________

30. Ask questions, then talk.

-

www.senatorclub.co

Byron Atashian, tech sales

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SENATOR CLUB

TOP 100 SALES TIPS

31. Pre-Sales is EVERYTHING. The meeting is only the

formality.

-

Champ S., sells ideas

____________________________________________________

32. Persistence, tenacious and service.

-

Manzar Munir, founder

____________________________________________________

33. Believe in what you are selling. Try to help the

customer, not sell them.

-

Anahit Etemadi, sales and marketing

____________________________________________________

34. Don't get discouraged.

-

John Haarer, business development

____________________________________________________

35. As a young professional, I found it most valuable

to constructively listen to wants, needs, and
values.

-

www.senatorclub.co

Tan Ha, advertiser

Page 8 of 21

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TOP 100 SALES TIPS

36. Always think about several different approaches.

-Haj Matsukata, director business internship program
____________________________________________________

37. Do follow ups! Studies show that they regularly

increase your sales by 20-30%!

-

Samuel Scheer, CEO and founder

____________________________________________________

38. Know your product's value proposition inside and

out.

-

Brian Groth, tech sales

____________________________________________________

39. Learn to listen closely and ask relevant questions.

-

Tom Adams, entrepreneur

____________________________________________________

40. In a price-sensitive market, the winner is the one

who is able to show more value for the price.
Value is determined by your customer. Show
them your product or service has more intrinsic
value than the price, and the sale is yours.

-

www.senatorclub.co

Ruben Salas, tech business development

Page 9 of 21

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TOP 100 SALES TIPS

41. Pleasant persistence through consistent follow up

is key to winning deals and customers.

-

Bryan J Harris, sales and business development

____________________________________________________

42. Be passionate! Passion sells!

-

Tricia Rampe, founder & CEO

____________________________________________________

43. When in doubt, pick up the phone.

-

Justin Borton, sales manager

____________________________________________________

44. Information, you can never have enough of it.

-

Craig Luna, tech sales

____________________________________________________

45. Find a way to put a positive spin on everything,

even the clients current situation.

-

www.senatorclub.co

Nick Burrell, sales and customer success

Page 10 of 21

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TOP 100 SALES TIPS

46. Always thin slice the people you meet and never
over think a situation.

-

Evon Onusic, business development manager

____________________________________________________

47. Follow up. Simple but most people give up too

soon.

-

Rebecca Rounds, business development

____________________________________________________

48. Organizational skills, dedication, and persistence

really pay up. Never give up!

-

Sonia Gonzalez, sales

____________________________________________________

49. You can't shoot the moose while sitting in the

lodge.

-

Harrison Macris, President

____________________________________________________

50. Find people who need your product. Don't try to

hard sell those who don't.

-

www.senatorclub.co

Tom Brennan, tech sales

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SENATOR CLUB

TOP 100 SALES TIPS

51. Treat every single person you encounter with

respect. And time kills deals.

-

Helen Chao, recruiter and business developer

____________________________________________________

52. Hustle, because a sale comes in the 5,6, or 7th

interaction.

-

Michael Emrich, product marketing manager

____________________________________________________

53. Savor the wins, and learn from the losses!

-

Meghan, account manager

____________________________________________________

54. Leverage who you know - always.

- Jamie Coakley, recruiter

____________________________________________________

55. Some will, some won't, so what - move on to the

ones who will.

-

www.senatorclub.co

Jay S., consultant

Page 12 of 21

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TOP 100 SALES TIPS

56. Network!

-

Mario Espindola, tech sales recruiter

____________________________________________________

57. Frame everything around what the client needs.

The only way to know that is to ask intelligent
questions, listen, ask, listen, have a point of view,
ask, listen, ask, listen, have a point of view, ask,
listen...

-

Craig Peters, CEO

____________________________________________________

58. Everyone is worth 10 minutes of your time. You

never know who someone is or who they know!

-

Chris Kelly, sales recruiter

____________________________________________________

59. Don't pitch during the first conversation.

-

Perry Stallings, product manager and lead generator

____________________________________________________

60. Believe in the value of what you're selling and be

happy in your role. It will make things easier, and
life is too short for anything else.

-

www.senatorclub.co

Nicki Lopes, account executive

Page 13 of 21

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TOP 100 SALES TIPS

61. Always keep improving yourself.

-

Jane Prince, account executive

____________________________________________________

62. Network your heart out.

-

Rachel Klarfeld, talent ambassador

____________________________________________________

63. Identify customer needs, then share benefits of

products.

-

Raj George, business process outsourcing

____________________________________________________

64. Listen much more than you talk. 80/20. Easier

said than done!

-

Katherine, tech sales

____________________________________________________

65. Ask many questions to build trust.

-

www.senatorclub.co

Rob Aikins, co-founder

Page 14 of 21

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TOP 100 SALES TIPS

66. Prospecting the right customers results in a

frictionless closing. Don't waste your time on the
wrong opportunities!

-

Chris Sloup, sales and biz dev

____________________________________________________

67. See how many people you can help.

-

Francis Underwood, sales

____________________________________________________

68. Be persistent.

-

Charles Reilly, sales

____________________________________________________

69. Cooperate with big successful companies in key

areas.

-

Sunny Liu, software business development

____________________________________________________

70. Only way to get past one bad call is to pick up the
phone and make another.

-

www.senatorclub.co

Chris, inside sales

Page 15 of 21

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TOP 100 SALES TIPS

71. It takes 7-12 touches with a prospect to get a YES.

90% give up on the third try.

-

Ken, insurance agency producer

____________________________________________________

72. You can only sell if you are convinced.

-

Lindsay McKenna, account executive

____________________________________________________

73. Attitude is everything.

-

Jonathan Gibbons, tech sales jobseeker

____________________________________________________

74. Smile on the phone.

-

Ali Russell, sales and biz dev

____________________________________________________

75. Be confident in yourself and be prepared in your

product.

-

www.senatorclub.co

Gregory Go, tech sales

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TOP 100 SALES TIPS

76. Follow the social media profiles of your prospect

each week to find common interests and worries.

-

Hanna Back, web marketing analyst

____________________________________________________

77. Always add value. Remember it's about the

customer first.

-

Tony, founder & director

____________________________________________________

78. Add value.

-

James, consultant

____________________________________________________

79. Always be closing.

-

Mike Leyden, director of revenue

____________________________________________________

80. Cater your presentation to the personality type of

your prospect.

-

www.senatorclub.co

Angie Dennis, personality sales trainer

Page 17 of 21

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TOP 100 SALES TIPS

81. Network, network and more networking.

-

Xavior Miller, chief thinker

____________________________________________________

82. Challenge your customer with unique ideas for

using your solution. Don't just follow what
marketing tells you. Create your own value
proposition based on your clients' needs.

-

Eric, senior account executive

____________________________________________________

83. Listen.

-

Matthew Reyes, B2B sales

____________________________________________________

84. First impressions set the tone for how easy or

difficult it will be to close.

-

Tracy, business and marketing

____________________________________________________

85. Integrity.

-

www.senatorclub.co

Devin, biz dev executive

Page 18 of 21

SENATOR CLUB

TOP 100 SALES TIPS

86. Know your consumer.

-

Dustin Ellis, marketing intern

____________________________________________________

87. Keep it real. Be yourself. And remember, people

buy from people.

-

Vaughn Liley, business development manager

____________________________________________________

88. Ask questions to uncover what business

need/pain they have, in order to effectively
explain your product.

-

Kristy, corporate sales manager

____________________________________________________

89. Create value for you and the customer.

-

Alessio Lisi, finance professional

____________________________________________________

90. Learn something new about the market with

every call. Listen.

-

www.senatorclub.co

Yuletide, CEO

Page 19 of 21

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TOP 100 SALES TIPS

91. Thoroughly profile your clients and never assume

anything.

- Nehemiah Brown, sales & relationship management

____________________________________________________

92. Be prepared.

-

Jason Aaron Gould, software sales

____________________________________________________

93. Follow up with every one you meet and stay in

touch. You never know when something might be
popping!

-

Bonnie, mobile media and marketing sales

____________________________________________________

94. Shut up and listen to your customers.

-

Josh Liu, co-founder

____________________________________________________

95. Be smiley and persistent!

-

www.senatorclub.co

Victoire Adam, biz dev

Page 20 of 21

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TOP 100 SALES TIPS

96. Always be assumptive that customers take the

path of least resistance.

-

Michael DeGroot, investment and insurance

____________________________________________________

97. Treat prospects like people.

-

Eric Siegfried, CEO

____________________________________________________

98. Eye Contact.

-

Hoang V Do, biz dev/developer

____________________________________________________

99. Leave them with a smile.

-

Tanya, client management

____________________________________________________

100. Work on your prospect list daily.

-

Kripa, technology consultant

Now, I know thats a lot of knowledge in just twenty-one pages. But I bet your ideas
are just as valuable. So, you know what? Why dont you join us at our next event in
San Francisco. The event topics are always about getting really good at sales. Just
go to the tab in the upper right, labeled meetup at www.senatorclub.co now. See
if there are any open spots at our next member event.

Sincerely,


Ian
www.senatorclub.co

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