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The 5 rules of sales:

Rule 1: Always think of the client first - never talk about yourself, focus entirely on their needs and perspective.

Rule 2: Make the person feel understood - always agree with the client first before moving forward with your point.

Rule 3: Demonstrate understanding by repeating back what they said and confirming before proceeding.

Rule 4: Turn statements into questions to let clients reach conclusions themselves rather than telling them directly.

Rule 5: Always dig deeper beyond surface-level answers to find the true core needs and motivations.

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The Mirror Exercise

Part A: Written Analysis

• Review 3 recent job applications or (sales) emails you've sent. Highlight every instance where you used "I," "me," or "my." Then rewrite each one focusing entirely on the recipient's needs and company benefits. </aside>

Email 1:

I am writing to express my interest in the Junior Affiliate Manager position at MaxBounty. With a robust background in account management, particularly at Publicis Groupe, and a solid foundation in digital marketing, I am enthusiastic about the opportunity to contribute to your team. The role's focus on managing affiliate relationships and ensuring compliance aligns perfectly with my professional skills and experience. During my two-year tenure as an Account Manager with Publicis Groupe, I honed my skills in digital marketing and customer relationship management. My role involved overseeing significant client accounts, where I was able to improve client engagement through tailored digital strategies and proactive problem-solving. This experience has equipped me with the necessary skills to effectively manage and grow affiliate accounts at MaxBounty. I possess a strong skill set in Digital Marketing, Customer Relationship Management, and Social Media Management, complemented by my creative approach, excellent time management skills, and a solution-oriented attitude. These skills and strengths make me a strong candidate for this position. I also hold a degree in Marketing & Logistics from Uniempresarial, which provided me with a strong theoretical and practical foundation in key aspects of marketing and business operations pertinent to the Junior Affiliate Manager role. I am eager to bring my expertise in digital marketing and account management to your company and help drive successful partnerships with new affiliates.

• I honed my skills in digital marketing and customer relationship management, and basing on this knowledge your company can benefit from having a person that can manage all your customers or clients and also provide guidance on the latest marketing strategies.

Email 2:

Hi! I'm an experienced social media and community manager with a strong background in content creation, strategy implementation, and platform growth. Skilled in managing and optimizing multi-platform social media presence, including Twitter, Facebook, LinkedIn, Instagram, and YouTube, to foster active and engaged user communities. Demonstrated expertise in creating compelling content that aligns with brand guidelines and drives user satisfaction. Proven ability to analyze social media performance metrics, extract actionable insights, and adapt strategies for continuous improvement. Adept at gathering user feedback and collaborating with cross-functional teams to align social media strategies with marketing goals and product launches. Passionate about productivity tools, team collaboration, and the future of work, with additional experience in SEO, email marketing, and content optimization. Fluent in English and Spanish, with exceptional communication and writing skills.

Hope this brief description helps to get to know a bit more of my background.

• Hi! After a research on your companys background and the role that your looking for, you can benefit with my experience in social media and community management, by saving time on thinking about multiple strategies for all of your accounts and also for manage all of them. Some strategies that can help you would be the following ones: …… and in this way you can optimize and really focus on the imporant areas of your business.

Email 3:

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Part B: Real-world Observation

• Spend 15 minutes looking on YouTube, search for sales calls. Observe successful sales interactions. Note specifically how effective salespeople talk about customer benefits rather than themselves.

Paste the link of the YouTube Video used here:

https://www.youtube.com/watch?v=gjHv4pM8WEQ

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How did the closer put the perspective of the prospect first?

• He put the perspective of the prospect first by letting him see what where his goals and how he could potentially lose money if he let the opportunity pass by. He make him realized what he really wanted and make him discover the answer indirectly.

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Part C: Transformation Challenge

Take these self-centered statements and transform them into client-focused ones:

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