One of my father-in-law’s favourite sayings is ‘It’s funny, but the harder I work the luckier I get’ and in so many respects he is absolutely right. There are hundreds of famous quotes linking hard work with success, such as ‘nothing good comes easy’, ‘I learned the value of hard work by working hard’, ‘hard work always wins in the end’, etc. etc. Self-made millionaires write best-selling books telling us we just need to imagine the life we want, be motivated, stay focused and work hard and it will all be ours.
It is true that it is hard to achieve success in business without working hard – but hard work alone is no guarantee of success. What if you find yourself working all hours, spinning plates, continually going above and beyond for clients, and yet your business isn’t growing? Are you just not working hard enough? Did you not imagine your success clearly enough? Do you just not want it enough?
If you feel like your dedication and efforts just aren’t being rewar...
In my 19 years of sales experience I have been on countless courses & read many books & articles on the perfect pitch. In my opinion it can be easy to over think it and end up with an overly complicated pitch which still leaves people guessing what it is you actually have to offer.
The first thing to tackle is when you are in business, but don’t realise you are in sales…
Everything YOU say, and the way YOU say it represents YOU and what YOU have to offer. If this isn’t as good as it can be, then you are losing leads, which means less clients which equals less £££
I think you get the picture. So, my very first tip is get comfortable with ‘sales’!
Now on to content… Whilst it's important to stick with the K.I.S.S (Keep It Simple Stupid) method & ensure that even your grandparents can understand from your pitch what it is you do, there's often an element that people forget about… the importance of first impressions...
No doubt you've heard the expression: "People buy from people", no news there.
But why is that the case? Exceptional sales people understand that in order to make sales, it is imperative that you earn your prospects trust.
Basic sales lessons will advise you of acronyms like A.L.F.: Always Listen First, A.B.C. - Always Be Closing, F.A.B. - Features, Action and Benefit or K.I.S.S. - Keep It Short and Simple.
All of these have their place, but in this article I'll outline another method to adjust your approach to dealing with prospects. You need to understand that each prospect you interact with, will be a different person, so you need to adapt to each and every one.
How should you adjust your approach?
The simplest way to engage with your prospect, is to try and identify what sort of sales approach will complement their buying style. It’s no secret that we all have different buying styles, some people like to browse and make an informed decision over time, other...
The story below illustrates how you can create a 5 figure monthly business whilst working only part time! Enjoy it! :)
Dr Siva came to Sme skills academy in November 2014 without a business and any product packages. He was looking not only on how to structure his sales operation but how to structure his business in general.
Siva had found that he was very good at what he did- being a doctor for over 10 years he found he had a lot of experience in helping people. He now wanted to find out how to build a business around his expertise!It was time for him to grow his hobby into a business! Within 6 months SME SKills academy helped Dr Siva structure his business in the following areas: having clear packages - with an efficient pricing matrix, a clear sales funnel, sales strategy, sales pitch and sales process.
By having Dr Siva on the Advanced course we helped him to build his business from scratch and to fully structure, so that his hobby is now his business...