Sunday, 17 May 2015

If you are not selling then you are not winning



I thought I had seen a lot of businesses and met a lot of business owners – and in reality, I probably have.  There is a point in life (and in business) where you think that it is unlikely that you will learn anything brand new – you may re-learn things that you were already aware of, or had forgotten, or you may learn a different ‘flavour’ of something that you already knew.

I was wrong!  And so it came as a bit of a surprise when I started doing some research for a project that I am currently working on.
 

Because what I did was I went to some of the most successful business owners that I am working with or have worked with in the past and asked them;
 
“What do you do when it comes to selling your services and products that gives you the edge over your competitors?”
 
I have to say that I was shocked by some of the revelations – and I think that you will be too!
 
Here are some simple truths I discovered about selling services, which could give you a massive boost to your sales – regardless of what you sell
 
1. Nobody is a natural born sales person
 
The simple truth is no one is a natural born sales person. Selling is a learnable skill that anyone can master given the right tools, strategies and training.
 
2. Many sales tactics just don’t work anymore
 
The simple fact is, a lot of what’s out there is outdated, and in some cases just plain wrong and unethical. A good deal of what you read today, whether in a book, magazine, online or elsewhere has not been verified and checked out. 


 
3. If you think you don’t need a sales process – you are wrong

I don’t know anything in life that does not require some kind of process to follow in order to be successful – selling is no different.  If you think that you can just rock up and a prospect will buy from you, then you are at best a foolish optimist and at worst a danger to the success of your business!  Your sales process should have a start, a middle, and an end, all of which you can identify

 

4.  Don’t wing it, follow the script
 
Scripting is important – it allows you to control the sales process so you can steer the conversation and have a better chance of making the sale.
  

5. When done correctly Clients buy, and you don't really sell
 
If you script your sales message properly, the momentum you build and the objections you eliminate will make your prospect eager to make the purchase.

 
6. A client giving you and every other consultant a blanket order is NOT selling.

That is bit like saying you are dating a prostitute. As I am sure you are aware, it has to be mutually exclusive for it to be a deal.

If you want to be successful and you want your business to grow and prosper, then you need to learn some of these tactics – they are not secrets or tricks, these are tried and tested bona fide business skills.

Contact Blue Box today to find out how these and other business skills could be applied to your business.  Call us on 084 3289 3288 or email us at enquiries@blueboxconsultancy.com


If you are interested in finding out what Blue Box do, and who we do it with, then check out our website at www.blueboxconsultancy.com or our sister company – Blue Box Recruitments website at www.blueboxrecruitment.com

Until then, be bold and do good business

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