Starting your own business is not for the faint of heart. It requires a mix of passion, intelligence, patience and drive. You will notice that I left bravery off the list of adjectives. It is not because I don’t think bravery plays a role it is because an Entrepreneur at their essence is a doer [...]
Entrepreneurs’ Check List – 10 Things to Consider When Starting a Business
Starting your own business is not for the faint of heart. It requires a mix of passion, intelligence, patience and drive. You will notice that I left bravery off the list of adjectives. It is not because I don’t think bravery plays a role it is because an Entrepreneur at their essence is a doer [...]
Presentation Skills Training Video
A Presentation Skills Training by The UnNatural Salesman that cover how to deal with common problems and disruptions presenters face. Tips on how to deliver an effective and persuasive presentation even if you are faced with Audio Visual Problems, Changes in Audience, Interruptions, and Changes in Locations
In Sales What’s Your Brand
Nike. Kleenex. QTips. While these are all household names, we first recognize the Brands because we know the quality behind them. When we shop for these products, we already know that by purchasing them, we will be getting a top quality product, that will last a long time. In most cases, these name brands are actually more expensive than their store labeled counterparts. Most people won’t care about paying a little more. They know that the quality is worth it.
Now…think for a moment about what “brand” your Customers think of when they think of doing business with you and your company. Do you make it easy and comfortable to do business? Do you throw obstacle after obstacle up in front of your customer so that he has to jump through hoops to get his work done? Do you add stress to your customer’s day and fill his email inbox with unnecessary clutter? Or….do you make it easy, simple, safe and comfortable to work with your company? Through every step of the sales process, we never want our customer stepping back and questioning their buying decision. We want them thinking ahead, to future business, because we made it so easy to work us on their last experience.
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Presentation Skills Training Video
A Presentation Skills Training by The UnNatural Salesman that cover how to deal with common problems and disruptions presenters face. Tips on how to deliver an effective and persuasive presentation even if you are faced with Audio Visual Problems, Changes in Audience, Interruptions, and Changes in Locations
In Sales What’s Your Brand
Nike. Kleenex. QTips. While these are all household names, we first recognize the Brands because we know the quality behind them. When we shop for these products, we already know that by purchasing them, we will be getting a top quality product, that will last a long time. In most cases, these name brands are actually more expensive than their store labeled counterparts. Most people won’t care about paying a little more. They know that the quality is worth it.
Now…think for a moment about what “brand” your Customers think of when they think of doing business with you and your company. Do you make it easy and comfortable to do business? Do you throw obstacle after obstacle up in front of your customer so that he has to jump through hoops to get his work done? Do you add stress to your customer’s day and fill his email inbox with unnecessary clutter? Or….do you make it easy, simple, safe and comfortable to work with your company? Through every step of the sales process, we never want our customer stepping back and questioning their buying decision. We want them thinking ahead, to future business, because we made it so easy to work us on their last experience.
Thinking With Your Customer
For those of us who have been in the sales profession for many years (25 for me personally!) we know how hard it is to overcome the stigma of being a “salesman”… It’s only been in recent years that we’ve actually been considered a respectable profession … and it will continue to be respectable based upon how we conduct ourselves and how we treat our business partners…our Customers.
3 Things That Will Increase Your Sales
There isn’t any magic bullet in what you’re about to read, but there are always things that you can do that without a doubt will increase your sales. There are three things that will increase your business if you do them and work at it. No matter if you pick one or all of them, doing them only once in a while won’t have a huge impact. Consistency is the key. Not doing these simple things is the equivalent of waiting until the end of the month before realizing that you haven’t made any sales.
Thinking With Your Customer
For those of us who have been in the sales profession for many years (25 for me personally!) we know how hard it is to overcome the stigma of being a “salesman”… It’s only been in recent years that we’ve actually been considered a respectable profession … and it will continue to be respectable based upon how we conduct ourselves and how we treat our business partners…our Customers.
Put the Line Up on the Score Card – Using Your Resources
Ahh…resources…..We’ve all got them….Problem is most of us don’t know how to use them. Look around your office. Quite likely there’s a person who knows your systems like the back of their hand and you get confused every time you log on. Ask them for advice! There’s probably a product expert on hand that knows just what additional products you can recommend with your core solution to help you retire quota faster, help you customer deliver a complete solution to their customer and, most importantly, show your customer that you’re thinking about their best interests. Ask them for advice! There’s probably an overworked sales person that can’t handle all of the leads that they have….ask them for leads! Offer something in return for their generosity, a piece of the deal, or perhaps bring them in on one as a split that they can help you win , it’s a little found business for them
The Truth About Price
“Price is a factor, Price is always a factor”. Not sure who said those ominous words first but as much as we don’t want to believe it they are true…but only to a point. Price is always part of the equation just like in most business concerns about shrinking profit margins and rising expenses is a reality that the talented overcome while the masses just resign themselves to selling for less and having to sell much more year after year to keep the income level the same. A client base built over time and healthy prospecting is part of the answer to the problem but so is maximizing each and every opportunity.
How? Glad you asked. First you most likely aren’t the cheapest
When All Else Fails
You’re at the end of your rope. You’ve presented your value to the potential customer and he’s still not buying. You’ve presented quote after quote, and he’s still not buying. You’ve invested countless hours on this potential customer, and he’s still not buying. Now is NOT the time give up. It’s the time to have a frank and honest discussion with the prospect as to what you haven’t provided to help him with his business. Asking the right questions will either get you an honest answer….or the smack in face reality that it’s time to put this prospect aside and move on. Never under any circumstances burn the bridge! No point in getting hostile with the person who’s not buying from you. Tomorrow that person may be influencing another company that you’re trying to work with and you will lost all opportunity because of a previous “thing” that happened.
The best advice ever that I still use everyday
Never give up. Always leave a reason to call back. People need to hear something seven times to retain it. Be all you can be. The best is yet to come. Never give up. Always see the world through rose colored glasses. Always give the other person the benefit of the doubt. Take time to smell the roses. Remember your manners.
Roll all those statements into one and you’ve got a Super Star Sales Pro. You’ve got a person who believes in themselves, believes in their product and services. Believes that the world is generally a great place. Believes in tomorrow. Remembers yesterday and always has a dream. And someone who always has a more seasoned professional guiding them. At ever twist and turn, they’ve got a safety net. Someone they can turn to.