Sales Moment Podcast

“Why Entrepreneurs Should Start Selling Immediately”

by jpmarrs · Comments

“The Sales Moment; Issue #152″

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The path of least resistance is often used a metaphor for someone’s personal effort or confrontation. It can also be described as “taking the easy way”. Unfortunately, when it comes to business, some things cannot be avoided.

I have served as a sales and communication coach for an organization that helps people develop their business ideas. While I agree you should have a clear plan and passion for your business, I noticed one reoccurring theme, very few people graduated to my sales class.

In the May edition of the Harvard Business Review, an article entitled What Entrepreneurs Get Wrong states that:

“Salesmanship is central to the success of any young company, and entrepreneurs ignore this at their peril. Yet many do ignore it, in large part because they have little sales experience and have probably not taken classes in how to sell, even if they have formal business education.”

Three reasons entrepreneurs avoid the sales process:

They believe the product will sell itself:

Rarely is this the case. Developing a sales process that matches the need of your prospect with a viable solution is the best way to sell your product or service. Selling must be done intentionally.

They are waiting until everything is perfect to begin:

For some people, they do not understand how they could possibly make a sales call until everything is perfect. More than half of entrepreneurs surveyed who completely developed their products before getting feedback from potential buyers considered this a mistake. Learn and sell as you go.

Fear of stepping out of their comfort zone and learning the skills required:

For new entrepreneurs, this may be the greatest hurdle. Fear of rejection and avoiding the stigma of being a salesperson lead the list of reasons people offer as their greatest concerns.

Fear comes from the unknown and is a psychological response to a perceived threat.

In most cases, these concerns can be remedied with knowledge and a plan. Developing your own sales process and learning the art of selling will ease your mind and give you confidence. Confidence will breed a healthy dose of enthusiasm that will transfer to your prospects. Start selling today!

Have a great week!

Pierce

 

“A Trusting Relationship Makes All the Difference”

by jpmarrs · Comments

“The Sales Moment; Issue #151″

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The restaurant was a throw back to an earlier time. The couple loved it because they could sit at the counter and watch the food being cooked by the owner. It was a Saturday morning ritual they had enjoyed for years.

The owner of the establishment knew them by their first name and poked fun at the gentleman; he innocently flirted with his wife. The owner did not know what the gentleman did for a living and business was never discussed.

The gentleman was a marketing expert. One morning while he and his wife were enjoying their meal, it occurred to him that more people should know about this place. He did some research and found that the business Facebook page was dead and his website had no redeeming features that would inspire a second look.

He gently broached the subject with the owner and asked if he had considered ways to better advertise his business. The owner explained how he had desired to do better but did not know how. The gentleman described his profession and offered a meeting to discuss some ideas. The owner readily accepted.

The gentleman prepared for the meeting and brought everything that he needed to make his case and sell his ideas. While he was prepared for a full-blown sales presentation, he was surprised at the outcome.

After presenting his ideas and suggestions, the owner simply said yes, I want to do this. He did not ask any more questions nor did he want to take any of the materials the gentleman brought to persuade him. He simply said yes.

I believe trust and rapport makes up the greatest percentage of a sales process. Without it, you will be met with dismal results.

In this true story, trust and rapport made all the difference.

Have a great week!

Pierce

“A Milestone and Thank You”

by jpmarrs · Comments

“The Sales Moment; Issue #150″

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I began writing this blog in 2010 with one goal in mind: To discuss one idea or concept that anyone could use that week to improve his or her sales and communication.

One hundred fifty blogs later I feel like I have stayed true to that plan.

I grew up in rural Tennessee very poor and was blessed thirty years ago to have a mentor pour into me the wisdom of proper communication and successful selling. What you read in these blogs are a culmination of those teachings and becoming a lifetime student of the craft of selling.

I have read too many books to remember over the years, however, no book on communication has impacted me more that Dale Carnegie’s How To Win Friends and Influence People. My mentor gave me this book and consequently changed my thinking and my future.

This blog allows me to pass on to you what I have learned over my many years of selling.

Staying true to the plan of providing one concept you can use this week; I feel it would be appropriate to pass on the first principle I read in Dale Carnegie’s book so many years ago.

Principle #1 – Don’t criticize, condemn or complain.

This ideal teaches us to be kind and thoughtful when considering other people’s feelings. It’s about showing respect to get respect…treating others the way you want to be treated.

Criticism is futile because it puts a person on the defensive and usually makes him strive to justify himself. Criticism is dangerous because it wounds a person’s precious pride, hurts his sense of importance, and arouses resentment. ~ Dale Carnegie

Thank you so much for reading this blog. I appreciate it more than you know.

Have a great week!

Pierce

 

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