Value Reflection for 2013

As I shared with clients over the years, there is simply no magic wand in increasing business. A comprehensive game plan along with all the initiatives, activities, and behavior for keeping you funnel full, is the only answer in the generating more business.

As I mentioned in my “Sales Tip of the Week” this week that the development of  a “value-positioning statement” is important to create a clear vision in the mind of others as to what you specifically do, but most importantly, what differentiates you from the competition. Always talk in terms “value” and how others can benefit and solve problems by doing business with you. As I have mentioned on occasions, always look for a win-win for all involved. You will quickly find that this sort of a mind set will pay dividends further into the future.

 People want to do business with those whom they like and trust that look out for their best interest. Is it an old way of doing business? Let me assure you, this is  the right way. Set your goals and objectives in 2013 to increase the amount of satisfied clients by creating a win-win and building a solid foundation of renewable business.

We are going to take some time off during the holidays. See you right after the first of the year.

We have accumulated 40+ blogs in out archives for review, if you feel the need to reinforce idea sharing from 2012. 

Have a wonderful holiday season! See you next year.

-Mike

New concept of prospecting

Prospecting is a life blood of successful sales performance. Surprisingly, over the years I have discovered that there are people who have a natural ability for  prospecting, and those who struggle with it. The real key is to look for people or companies that are having problems and discover if what you do or the product that you represent can solve their problem.

Joe’s sales people approach in the past was to trying to create an issue or a problem, instead of discovering if it really existed or not. Normally, it either does or does not. What you represent is either a good fit or its not. If yes, you can both decide if it makes sense to move forward. If not, take the time to refer them to someone or a company that appears to be a potential fit.

Sales in the past, the “old concept”, was about the creating the desire instead of discovering if indeed it existed. We call it “hard sell”.

Sales are essential for a growth of the organization. Without it there is not much for others to do. Sales for years have had a number of negative connotations, because of some sales people, who are prone to sell regardless of whether the problem existed or not.

The world is ever-changing in relationship to the sales arena. Getting Joe’s people to embrace change was not easy, but they soon discovered that to develop a long-term relationship and trust was absolutely essential.

Simply stated, “do not sell.” Instead, create an environment for buying. By doing so we will create a win-win situation for everyone involved.