It’s always fun to speak with students and new entrepreneurs. I’m off to do that today at a wonderful annual event called Entrepreneur University – put on by regional entrepreneurial group NWEN who I have volunteered with for the past five years.
They asked me to talk about selling today at lunchtime – always hard to discuss a broad and important topic in a small amount of time – but here is my outline, as well as my offer for a resource list if you would like a copy.
How to Sell –
What you must know about/ discover /hire out / learn:
What is your differentiator?
How can you describe your product or service in a compelling way to interest your potential “more probable” prospective customer?
Do you understand that you are #1 salesperson as founder of a new venture? Do you have the right skills – sales skills and communication skills – plus attitude, process and methodology to succeed?
What most people DON’T do that would help them sell more:
Most people don’t really listen to the prospect and hear what they really want or need.
Most people don’t follow up enough, and in the intervals needed.
Most people don’t ask for a next action.
Most people don’t qualify a sales opportunity properly.
Most people don’t have enough sales opportunities at one time, and therefore feel more desperate.
Where to learn more about how to sell:
email me for the top 25 resources or reach me through Score More Sales
Lori is President of Score More Sales, blogs for Dun & Bradstreet, is an author of 3 books on sales, and is one of the Top Sales Experts based in the UK. She’s embarking on a 50 city book tour in January, 2010. Lori escaped corporate America in 2001 and returns as a visitor often, for keynotes and off-sites.