Many people say to me that they don’t know how I do it; they couldn’t work in sales and could never sell anything. The strange thing is many of these people are in business and don’t see themselves as a sales person but ironically they need to sell their products and services to clients to make their business a success and in some cases to pay their mortgage.
The problem is whenever you mention salespeople most people who are not in sales think of some cheesy bloke, with a sharp suit and the gift of the gab who will sell you something you don’t want or need.
In a recent study it was found that 70% of people are engaged in some sort of sales situation every day. This is a situation that some business owners don’t want to get involved in and sometimes shy away from it. On a recent course someone said I couldn’t ask questions to qualify the opportunity I would much rather wait to see if they bought it!!!
My belief is that there are two sorts of people who make a successful business. Firstly those that sell and secondly those that support those that sell.
The thing is everything needs to be sold and if you are a business owner your knowledge of sales has a direct and important impact on your business profitability.
The first option is to employ a professional sales person. At a recent meeting I suggested this to someone and he said he couldn’t afford one and they were too expensive. My answer to this was how much would it cost you if you didn’t employ one.
The second option and a favourite option for the small business owner (I mean small in company size not a little person) is to employ a sales coach. Again the cost objection comes up the perception is that it will cost too much and what will they actually give me. The answer is to take time to understand what the coach will actually give you.
Let us look at the world of sport as an example. Golfers such as Rory McIlroy and Lee Westwood, Footballers such as David Beckham and Lionel Messi employ and work with coaches. Are the coaches better than them, no they employ coaches not because they are better than them but because they can stand back and look at things objectively.
A great coach can see what is missing from your skills and work on them to improve your performance. There may be times a good coach can seem ruthless and not nice but they will always be truthful with the main objective of improving your skills and performance to give you a greater chance of sales success.
The choice is yours, stay as you are and pick up sales experience as you go along or jump start your sales by employing a sales coach. There are many great sales coaches, go visit them and work with the one that most fits your values and beliefs.
Arrow Sales proven sales advice to motivate and help you win new sales
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