| "> | | | | 4. Learn how to qualify prospects the first time |
| I attended a meeting recently where the | | | | you talk to them. |
| attendees were female small business owners. As | | | | 5. Know how to recognize the ‘tire |
| soon as they heard I had spent 21 years in | | | | kickers’. |
| professional sales, I was bombarded with | | | | It’s ‘knowing what you don’t |
| questions. There are unlimited products for the | | | | know’ that will help you succeed. The sales |
| new business owner that show them how to | | | | process is a big mystery to many people. If you |
| effectively market their business, but who is | | | | can position yourself with a potential prospect as |
| teaching you how to sell? What I heard at the | | | | someone who is interested in their business, |
| meeting was a concern about selling. How do you | | | | you’ll have a good chance of success. Very |
| do it? I told them what I tell all new sales people, | | | | few people want to be ‘SOLD’ a |
| “It’s all about having | | | | product. They want ‘SOLUTIONS’ |
| conversations”. | | | | for their most pressing problems. Once |
| The success of your business not only depends | | | | you’re able to have effective |
| on good marketing, but also the ability to close | | | | conversations with your prospects, you’ll |
| sales. Marketing brings people to your door. | | | | find many prospects closing with very little effort. |
| It’s sales skills that makes them | | | | I don’t even talk about closing, I talk about |
| customers. | | | | Gaining Agreement. Isn’t that really what |
| I find myself wondering how anyone expects to | | | | you’re doing? Gaining agreement for |
| succeed in a sales position without any sales | | | | someone to hire you or purchase your service? |
| training. I spent 21 years in sales, and during that | | | | Most of the people I speak with just want to |
| time the companies I worked for spent over | | | | have some confidence when they meet with |
| $100,000 in sales training. They knew the value of | | | | someone. Once you understand the basics of the |
| understanding how to sell. | | | | sales process, you’ll know why |
| It’s not just about face-to face selling. How | | | | you’re asking the questions you’re |
| about approaching someone with a joint venture | | | | asking. It’s the answers to those questions |
| opportunity, or trying to recruit affiliates for your | | | | that lead you down the path of the sales call. |
| product or service. It all requires basic sales skills. | | | | It’s been my experience, that if you have |
| It’s sales skills that allow you to create | | | | some basic skills, a good product/service |
| value for yourself and the service you provide. | | | | that’s priced fairly, you’ll gain |
| There are a few skills that will be a must for your | | | | agreement without cutting your price. |
| future success: | | | | That’s how your business will grow. By |
| 1. Create value for your services. | | | | learning a few sales skills, you can get the |
| 2. Understand how to effectively prospect in your | | | | maximum price. Isn’t that what you need |
| territory. | | | | to do for your business to succeed? |
| 3. Know how to sell features and benefits. | | | | |