Continuing on your quest to sell more NOW, this is the point where I need to mention that unless you are inspired, motivated, and enthusiastic, well — you may as well not waste your time working on the sales portion of your business. My assumption is that you love what you do — otherwise you would not be doing it, right? OK, not everyone is at that place. In working with thousands of sales professionals over the last 20+ years, I have found that the most successful ARE passionate, enthusiastic, and the type of person who can energize you by being around them. Perhaps not technical salespeople, those engineer/sales sorts, but for the most part — energy and attitude are clearly a piece of the success equation. Why is that? Because people don´t buy products or services, they buy hope — they buy a brighter future. You are not a salesperson when you are in that role in your small business — you are really a change agent. Often you are showing a customer something that is new to them, but clearly something you believe will help them. You know it helps others, you suspect it may also help them; and in order for them to try it out, they must change what they are currently doing and try your wares.
Not inspired? Think about why that is. Are you feeling that the competition has a leg up on you? If so, figure out why. Talk to customers. Ask your best customers why they do business with you — you may be surpirsed at the answers you get.
In a recent presentation, an attendee said that he struggles with his value proposition — that after a couple of years, people still don´t get what his value is in the marketplace. I believe that the marketplace doesn´t perceive his great value to them as he does — and this is why people aren’t buying from him. The suggestion to him is this: re-evaluate. Create a “no-brainer” offer that people will purchase! Time is not on our side when we are in sales — don´t lose valuable weeks or months with a poor value proposition, a poor unenthusiastic sales team, or mediocre services and products.
Four ideas to inspire you:
1. Subscribe to Selling Power Magazine.
2. If you are on a sales team, subscribe to their Selling Power Live! Monthly CD.
3. Download free audio from Sales Rep Radio, and subscribe to their monthly offering as well.
4. Don´t forget my Make Your Numbers free monthly e-zine, also free of charge.
Get inspired! Get excited! Get motivated! Get energy! Most of all, get going!! Post your successes, in comments.