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Sales Coaching – 1 SIMPLE Way to Get More Business

Guest post by: Cheryl A. Clausen

Article Overview: How many times have you spoke with a sales person and never really got a grasp of what they were selling? How many times have you visited a website and couldn’t figure out what it was about? How could these businesses be screwing up like that?

Sales Coaching – 1 SIMPLE Way to Get More Business

How many times have you spoke with a sales person and never really got a grasp of what they were selling? How many times have you visited a website and couldn't figure out what it was about? How could these businesses be screwing up like that? Let's contrast those experiences with those where you instantly got what you were supposed to buy or do. For example, if you go to Google what can you do? Search. When you go to Google there is one thing and one thing only you can do. You either decide to search or you leave. Pretty simple, huh?

Why did the original McDonald's model work so well? They had a limited menu making deciding what to eat a simple choice.

Take a step back and look at what you are selling from a buyer's perspective. Could it be summed up in one word?

Could you lay out your business model on a cocktail napkin as a simple flow chart?

When the buyer sees what you sell do they get it? If yes, then what do you ask them to do? If no, does that mean they aren't a good fit, or does it mean your explanation is too complicated?

I would bet more often than not the reason they say "no" is because you aren't clear about what you sell. You should be able to explain what you sell in just simple terms a little kid get's it.

But instead you spew out some convoluted puffed up message that leaves your potential buyers flat. The funny thing is even the big companies do this. Take Microsoft and the way they advertise their new browser Bing. Their message is confusing. It isn't odd that they are trying to tell you their search results are less confusing by communicating a completely confusing message?

The simple way to get more business is to figure out what the people most likely to buy it WANT and what they need to hear. Then craft the simplest way to communicate that to them you possibly can. Once you get it right you won't have any doubt because your potential buyers will be all ears to hear what you have to say.

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Article Tags: all ears, business model, cocktail napkin, confusing message, doubt, experiences, funny thing, google, grasp, huh, little kid, mcdonald, microsoft, model work, new browser, perspective, sales person



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