Sales Advice from Dr. Drew
One of the many facets of my expertise is coaching others in their respective business. In the last several weeks several individuals have approached me with concerns about their business and as any good coach listens, he notices patterns.
Here are some suggestions to aid your woes:
1. My former track coach used to ask me “Are you sitting on your past”? Both entrepreneurs and selling professionals appear bewildered by the recession. Some are so stumped they are unclear how to develop and acquire business. Simple…sell. Nothing happens without making a sale. With that in mind, we are beginning to come out of this economic panacea but if you are hungry then go seek your prey.
2. Selling is a critical factor for any business but so is marketing. It is imperative that selling professionals and entrepreneurs market daily. The avatars are networking, conducting seminars, meeting with clients, anything to build recognition.
3. Seek out referrals; they are simply the best tool for business development. Referrals assist brand and they are much better than making 50 cold calls. When you need a repairman or physician do you look in the white pages?
4. Stop feature selling. Engage in terrific dialogue that produces value for the client. The client is concerned with, “How will it assist me” not the color blue.
5. Stop speaking and start listening! Two ears one mouth. You discover more when you ask questions and listen for information.
6. My mentor states “seek success not perfection”. Not every conversation will result in a sale, win some lose some, however learn from it. Edison failed 1000 before he invented the lightbulb.
7. If you have extra time seek out development. Selling is a profession and I tire of those that do not engage in professional development. If you had a issue with a debilitating ailment for example diabetes or heart, would you seek the professional that is constantly learning or the physician that graduated 22 years prior and never went back to school?
Copyright 2009. Drew Stevens PhD. All rights reserved.
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