Like it or not, if you own a business you have to be a sales person.
You have to sell your products and services to potential customers and clients.
You have to sell your ideas and instructions to your team.
And you have to sell the advantages of working with your business to suppliers, bankers and other stakeholders who you depend on.
Yes you have to be a sales person and the better the sales person you are, the more successful you will be.
I believe you have to have a sales system – a sales training system – to really master your ability to influence others in a way that’s good for them and good for you.
Unfortunately many small business owners don’t see themselves as a sales man or woman and don’t want to be seen as selling – these are people I call reluctant sales people.
It’s a job that has to be done – remember no customers, no business – but it’s a task they don’t enjoy.
And that perception is not helped by the sleazy manipulation techniques that some of the sales training systems promote to close the deal. You may have tried some of them and immediately rejected the ideas as “not you”.
Yesterday I interviewed my friend and mentor Mitch Axelrod for my Profit Club on “Selling Skills For Reluctant Sales People” and it was terrific.
You may not know the name of Mitch Axelrod but h is a hidden gem who has the habit of stepping back from out of the spotlight.
I’m sure you’ve heard of either Jay Abraham or Brian Tracy and this is what they had to say about Mitch.
“"Mitch conducted three of the most heavily attended and lauditorily reviewed tele-conference calls we ever sponsored, with 200 marketing consultants in one day.
His seminar is two of the most illuminating and expansive days you will ever spend.If you want to increase sales, call Mitch.
He can turn anyone into a sales Green Beret." (Jay Abraham)
“My good friend Mitch Axelrod is one of the foremost authorities in sales and marketing in the United States today.
Mitch has trained more than 100,000 men and women on peak performance selling skills.
His technique, his method and his process are responsible for boosting more people into the ranks of the top 10% than any other trainer alive today.” (Brian Tracy)
To get these kinds of testimonials, Mitch delivers and he comes up with some great tips in the interview which will be available in Your Profit Club later today.
- Why so many business owners hate sales and marketing
- How to understand the buyer cycle and get in alignment with your prospective customers
- How to qualify customers into the right stage of the buying cycle
- Why there is a huge difference between being ready to buy and just getting ready to buy
- How to move to asking for commitment
I think you’re going to love it and especially if you are a reluctant sales person.
To succeed in sales you need a sales training system which is consistent with your values and ethics.
The interview will be available for all members until 31 December 2010 and then it will revert to being a silver member bonus which was my original intention. But it’s too good for early members to miss out on and it is the Thanksgiving/Christmas season.
Members of Your Profit Club can hear the interview here:
Selling Skills For Reluctant Sales People (non-members are stopped by the membership software but you can join for free until 31 December 2010 after which there will be a small (but increasing) charge.
Double glazing and used car salesmen may use the hard sell, high pressure sales tactics which manipulate people into buying but you don’t have to.
There is a better way which can still lead to sales success and better bottom line profits for you.
A way that makes you feel good about your newly admitted role about being a sales person based on helping your buyers get what they want.
A buyer will resist you pushing a solution you want them to have but who’s going to resist someone who is clearly helping them get what they want based on what they’ve said to you during the qualifying stage?
And if they didn’t qualify for your product or service, get out of there fast. The sooner you know, the sooner you can move on to the next potential customer. The worst thing is to waste time trying to persuade someone who is never going to buy and even if they did, could be a nightmare customer for the business.
This better sales training system exists and it is called The New Game of Selling from Mitch Axelrod.