The ONLY Sales Strategy You Need to Know
173,719
Published 2018-08-08
1. Understand the Game Plan Selling DSP.
The only sales strategy you need to know is called the Game Plan Selling DSP, a powerful selling approach that I’ve developed over the years. It’s a cohesive sales strategy with three key legs to the stool:
1. Distinct
2. Systematic
3. Prospecting Playbook
First, we need to be distinct so that we’re perceived as being unlike the competition, or anyone else in sales. Next, we need to be systematic, following a repeatable, proven approach to selling.And finally we need to have a prospecting playbook—that list or set of prospecting activities that we follow on a regular basis to help us ultimately hit our sales goals.
2. Be distinct.
The first pillar of the DSP is Distinct. This is a relatively simple concept, but shockingly few salespeople follow this rule: As salespeople in today’s market, we absolutely must be the complete and total opposite of everyone else.This often makes me think of something my Dad used to tell me about business. He used to say, "Marc, if you want to be successful in sales and in business, what you want to do is identify where everyone else is marching. And once you know exactly where they're going, I want you to turn around and go the exact opposite way."
3. Be systematic.
Systematic is the second part of the Game Plan Selling DSP. This is about having a repeatable, proven system for selling. There are three key components to having a successful systematic approach to sales:
1. Connect. We need to connect with prospects on a level that goes deeper than what they’re expecting. This is one of the reasons that AI has a long way to go before it can catch up with real, human salespeople. As human beings, we have the ability to forge strong, deep connections with people so that they let their guards down and open up. Machines can’t do that (yet).
2. Disqualify. The next step to implementing a systematic sales strategy is to have a disqualification approach in place. You want to be routinely disqualifying prospects who aren’t a good fit—and you want to do this early on in the sales process.
3. Constant feedback presentation. This is the next piece to the puzzle of the systematic sales strategy you should use when you sell. Every single time you’re making a sale, you need to be using a constant feedback presentation.
4. Prospecting Playbook.The final component of the Game Plan Selling DSP sales strategy is your prospecting playbook. This is so important because most salespeople are going up and down, up and down with their sales month by month.
Some months are good, and so they get busy and they're not doing as much prospecting. As a result, business is slower the next month.
So, what are some of the best activities that we can do in order to drive those meetings? Asking for introductions is one of them. This means asking people in your network—prospects, clients, anyone that you know—for introductions to other people.If you need to, use the above as a script. It's so simple. It's so powerful. By asking for those introductions, you’re going to grow your business exponentially, in a way that leverages your existing network.
So, there you have it. There’s the only sales strategy you need to know. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in the conversation.
All Comments (21)
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Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
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You are a YouTube phenomenon! From the shorter videos to longer ones, I always find your content uniquely impactful and informative. Thank you for creating such valuable video posts that help me learn about new things in life every day with gratitude
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you nailed it all brother, i really appreciate taking my time and listen to you.
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Another really helpful video Marc, and one of the things I like about your approach is when you say 'to help you crush your sales goals' not 'to crush your opposition' which is a refreshing change and a much more positive approach. Good job.
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Hey Marc. Thank you very much for these golden tips. Been doing sales for a while now and I recently got an offer from a big company as a Horeca sales executive and I’m sorta finding it difficult to settle in and it’s giving me mini anxiety attacks but this video and the tips given is great. Thank you, will apply them and hope for the best results ☺️🙏🏾
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Thank you I love the caption at the bottom. Makes his presentation clear.
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Hei Marc! Everytime I need some tips to develop my sales presentations I just press play in your videos. It's really useful to me. Great job!
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Hey Marc wayshak I've been studying you and I've just started my savings,everything I learnt from you improved my skills and my strategies,I'm saving to start my own business 2years from now,so thanx very much,and have a good day,
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I put that intro to use today and it was the perfect Segway into an easy conversion with clients. 👍 Thanks for that.
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Thank you for this information. I will be employing this strategy for my business to gain new customers. The pandemic has hit us hard, but we are still standing, still plugging along. We are ready for a new season and look forward to growing our customer base this year. Once again, thank you for this most helpful information.
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Tx Marc. All of the strategies you speak of make perfect sense !
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Hi Marc, I'm new to sales and still learning the ropes, been picking up a lot of golden nuggets from your videos. thank you so much for all the useful sales techniques and tips. greetings from the Philippines :)
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Hey Marc! These tips have been really helpful for me as new in sales, being distinct was the one that I liked the most and will apply on my sales calls thanks!!
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Thank you Mark, your videos and e-books are really helping our sales team.
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I feel like this guy is EXTREMELY UNDERRATED. I listen to your words and I implemented them and they work! Ohhh my god man how are you not famous?! This is straight 🔥
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Hi Marc, I do have to say you shared gems of wisdom in such a simple and compelling way. Definitely, the only metric we should focus on as a sales person made a shift in my mindset. My respects and thanks for that!
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Dear Mr. Marc Wayshak. “How have you been?” Very touched presentation and glad to hear from your happiness of being as a successful Salesperson. Many thanks, Kindest regards
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I've spent a long time and sales and yes I count being self-employed as being in sales. Your video had some really good ideas and I appreciate your time thank you.
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As a fresher, I enjoyed listening to u and got to learn something extremely important for my career. Thanks 👍
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I’m in car sales and I really like a lot of what you have to say. And yes it does make sense!
