We often spend a lot of time worrying about what our competitors are doing. We genuinely think that our competitors represent the greatest risk to our companies.
When we look at our P & L we think sales are too low, costs are too high, and profit is elusive so we blame competitors, the market conditions, globalization, and other external factors.
What if I told you that the largest threat to your business was ALWAYS internal? Continue reading “Get Out of Your Own Way and Profit”
Confidence is one of the things in life that is absolutely necessary to achieve great things and can be an even greater liability if misused or misunderstood.
In sales, the acronym U.S.P stands for Unique Selling Proposition and is usually applied to the thing that differentiates the company, salesperson, and offer from their competitors. Continue reading “The Confidence Factor – Your USP for Life”
The art of being a great salesperson is, in my opinion, best achieved when you marry inborn personality characteristics and training with a sales system that takes advantage of the science of making money.
The system that most sales professionals use can be broken down into 4 individual steps. These steps kept in the correct order produce consistent and predictable results. The methodology and technology used to execute this system is merely the “how” and can be personalized to fit any salespersons preference and more importantly any customers preference. Continue reading “3 Different Types of Sales Presentations (3.5 minute read)”
You have a specific set of personality characteristics that define you. These personality characteristics that you inherited from your grandparent’s and parents were shaped by the environment you grew up in. The result is that you now have a personality profile and that profile can be matched to a specific job or role in a company.
Just as people from the same family can be very different from one another despite sharing the same DNA, so can the role of a position in a company within an industry.
So what kind of salesperson are you? Continue reading “What Kind of Sales Person Are You? (3-minute read)”
You have made a big decision. You are going to start your own business!
There is a lot of attention given to the start-up phase of becoming an entrepreneur but I would like to provide you with lessons I learned after my business was successful and I wanted to sell my business. By applying these lessons now, while you are in the start-up phase, I hope you can benefit from my experience and save yourself a great deal of time and future frustration.
If I was to do it all over again this is how I would do it! Continue reading “The Blueprint for Starting a Business You Can Sell (3-minute read)”
Learn about the key elements that make a sales plan successful.
Are you working in the right direction?
A sales plan will help you to organize your activity into a systematic approach that will move you consistently toward your goals. A sales plan establishes clearly defined goals, priorities, timetables, and necessary resources. It is a roadmap to success.
Continue reading “How to Write a Successful Sales Plan (3.5 minute read)”
Every business has a demographic that describes exactly who their ideal customer is. Many sales professionals and entrepreneurs fall into the trap of treating all customers equally. This is a bad idea.
Your customer is YOUR customer. They are ideally suited to do business with you. They believe what you believe, they buy what you sell and want to do business the way you do business, and they want to buy from you. Continue reading “Identifying Who Your Customer Is and Isn’t (2.5-minute read)”