Choosing What to Sell

mallOne of the questions I’m asked most often by people who are new to the selling profession is about choosing what to sell. My answer isn’t what they expect. They want me to tell them to work in a specific industry or to sell the latest “hot” product. But that’s not how it works.

In order to do the job of selling well, you must believe in your product and the benefits it provides to your clients. So, my answer is this, “The best product for you to sell is one that you truly believe in and can speak about with great enthusiasm and, if at all possible, from personal experience.”

  • When you believe in your product and its benefits, you’ll do the work necessary to become an expert on it.
  • You’ll be excited to talk about it.
  • You’ll gain a clear understanding of what type of person or company makes an ideal client for you.
  • And your selling job will be fun.

[Read more…]

Successful Selling in 7 Steps

If you’re new to sales, or if you’d like a little training refresher on the 7 steps of successful selling, listen to an interview I did with Phil Taylor of Goal Achievers Radio. We discuss what the seven steps of selling are and a couple of strategies for each step. Implement just these simple ideas, and you’ll see how potential clients respond differently to you. They’ll be more open to what you have to say, and buy from you more often than in the past.
The seven steps include the sales steps of prospecting, making a positive initial contact, qualifying potential clients, presenting or demonstrating your product, addressing concerns, closing sales and getting referrals. When you fulfill each step in a preplanned, effective manner, you will gain more new clients than ever before.
Feel free to share the link with others you know who are new to sales or could use a boost. www.blogtalkradio.com/goalachievers/2012/11/12/seven-steps-of-successful-selling-with-tom-hopkins
If you’re involved in network marketing, download a free e-book titled, “Making New People Comfortable with Direct Selling” at http://www.tomhopkins.com/p/DirectSelling.html

Mastering Your Inner Game by Dan Kennedy

We’re going to talk about the inner game of building your business. I believe that the inner game is simply all-important. “The inner game” is a new term for a classic idea explained many different times, many different ways by virtually every success educator, and even philosophers.

In the book Think and Grow Rich, Napoleon Hill reveals the secret using the words, “thoughts are things.” Dennis Waitley has worked with U.S. astronauts and Olympic athletes on their inner games. Author Tim Galloway explores the ideas of his books, The Inner Game of Golf, The Inner Game of Tennis and The Inner Game of Selling.

Interestingly, there is a never-ending connection between the inner game in sport and the inner game in business, allowing experts like Waitley, Galloway, ex-quarterback Fran Tarkenton and golfer Arnold Palmer, among others, to step back and forth between expounding on success techniques in the athletic and business worlds. [Read more…]

Finding Solutions to Your Small Business Sales Challenges by Dave Kahle

Years of economic muddle!

That was the title on a seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they impact my clients, I have to agree. 

Unfortunately, these forces have brought a cloud of confusion to CEOs and sales executives trying to grow their businesses.

One common response to this confusion is what I call “Popcorn.” Imagine kernels of popcorn simmering in hot oil in the bottom of an old-fashioned popcorn popper. As the heat rises, one of the kernels explodes rocketing against the side of the popper. Moments later, another kernel explodes and shoots off in another direction. Before long, the canister is full of careening kernels bouncing in every direction.

That’s how many businesses attempt to increase sales when they start feeling economic pressure. As the heat of the situation rises, they know they have to do something. Along comes a good idea and, pop, like a kernel of exploding popcorn, they lunge at the idea.

The idea can be anything. Maybe a media representative suggests a new advertisement. So, “pop” off they go with new advertising. Or a salesperson suggests that a computer program will solve their problems. That sounds good, so off they go after that idea. Then an advertising agency suggests a new brochure and off they go again.

Desperately hoping that one of these ideas can solve their problems, they frantically chase each one.  Unfortunately, these ideas rarely have any relationship to one another. Worse, they often present only superficial solutions to deeper problems and divert time and energy away from real solutions. The result is often more pressure, more confusion, and more energy expended in the wrong areas.

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Where would McDonald’s be today without a system to consistently produce hot hamburgers? Where would Toyota be if they had no system to design and build new automobiles? The key to success for these businesses has been their ability to create and manage effective systems to accomplish their goals.

Sales and marketing can be treated in exactly the same way. The process of acquiring customers and then expanding the business with them can be systematized.  As a system is created, so are the means to produce predictable, regular sales results.

Any system should start with a thorough understanding of prospect’s needs and interests. Add to that an honest assessment of the unique value the company brings to the market. Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way

A well-designed system also provides a set of criteria that can be used to assess the potential in new ideas thereby eliminating the desperate reactive “Popcorn” effect. The system is the solution.         

Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. He’s authored eight books, and presented in 47 states and seven countries. You will receive over $500 in bonus gifts from business growth leaders when you buy Dave’s new book, How to Sell Anything to Anyone Anytime. To access Dave’s training, insights and tools online, visit The Sales Resource Center.