Professor, pioneer of consultative selling and author of "SPIN Selling" Neil Rackham says that entrepreneurs are terrible salespeople for their own products or services (see video).
Why? He says that while entrepreneurs are enthusiastic and love what they do, selling isn't about who the seller is or even what the product does. It's about the customer and what their needs are.
We've talked with hundreds of entrepreneurs and small business leaders who are directly responsible for driving company revenue and we've found that many aren't equipped with the tools necessary to effectively drive revenue.
What do you think?
by Tom Mavrovic
Business Development, Hustler, Continuous Learner
Have you ever considered getting into sales? You’re good at meeting new people, have a knack for building relationships, and love a good challenge? Sure. Sales is the perfect fit. You already know everything that it involves, you’re good at it. Why not?
Well, I’ve thought that too. I knew everything, and I especially knew how to ask a question…..or so I thought.
I did everything right. It’s a numbers game. You call enough people, talk to enough decision makers, you’re bound to make a sale. They’re in the market for the service/product you provide, what else do they need? QUESTIONS. Well, yeah, but questions are easy. I ask somebody something every day!
Questions are a key role in sales, if not the most important part. But how hard can asking questions be? “I do that every day”, you might think to yourself. Well, it’s easy. Since of course you know everything.
I did. And it worked great….at first. I got the decision maker on the phone, asked a few easy/normal questions, got answers, but then what? Yeah, I was closing sales and getting some business, but I wanted more!
Questions are great, but are you asking the right questions? Are you asking questions to grow serious clients? And, are you reaching your full potential? There’s only one way to find out. Read, study, repeat; followed by, try, fail, and try again! Yes, certain questions may be asked on almost every call, but the key is to discover new ones that your prospect hasn’t been asked yet.
You need to make the prospect think. And this my friends, is one of the hardest, and most commonly missed steps.
Then things changed. I read a great book called “The Little Red Book of Selling” by Jeffrey Gitomer and it was almost like seeing daylight for the first time.
by Dan Hersh
President, Engaged Prospect
There’s a big push in organizations to separate sales development (finding new business), sales (closing new business) and account management (keeping and growing business). Books have been written, videos made and organizations restructured to segment the sales cycle and specialize sales reps.
In fact, I wrote my master’s thesis on this topic 10 years ago and have written countless blog posts and articles about this idea.
This doesn’t change the fact that the sales and service teams, regardless of specialization, need to constantly look for ways to increase prospect awareness, customer engagement and overall profitability of the company.
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