The A to Z of Small Business Sales - Introduction
The A to Z of Small Business Sales - Introduction
By Norm Tucker,
April 26, 2006
After being asked to write this series of articles on small business sales, I took a few days to think about it then prepare an outline of what might be included. Perhaps I thought too much. Soon, a small project grew into a book idea in which sales would be be but a small part.
The book idea might be great. It’s thinking big. But it won’t get me through the present assignment any time soon, will it?
Writing is much like small business. Keep focused. Do first things first. That’s Habit #3 of Stephen Covey’s book “The Seven Habits of Highly Effective People - powerful lessons in personal change”.
Yesterday I scheduled two hours to write this opening article. This morning, lying in bed, several ideas came to mind about what I would write. I wondered why anybody would want to read more information about sales. What would be the reader’s purpose? What would they want out of it. What would make the articles interesting and worthwhile? By the time I had finished showering, I pretty well knew - although not specifically - what I needed to write.
I came up with the idea of writing a series called the A to Z of small business sales. Today’s piece would be the introduction. I wouldn’t lecture, teach or preach. Rather, I would use a story approach and some of my personal experiences in the hope of stimulating interest for the reader and providing an easy, enjoyable read.
Another way of looking at how I’ve planned this article is to see the big picture and then act on the little picture with the big one in mind. Stephen Covey calls this ‘start with the end in mind’. It’s Habit #2.
I find it exciting that the approach I’m using fits well with my personal philosophy and values. Part of this philosophy is all about awareness, creativity, and choosing. If we don’t make choices, there’s not much point living in a democracy. Incidentally, these ideas are expressed by Mr. Covey in Habit #1 Be proactive, be aware of ourselves, and project our understandings.
I have been learning from Mr. Covey’s book for 35 years. And still learning. I get better and better all the time.
Carpe diem means seize the moment. I’m doing that right now. But please realize I had to set the moments aside in my busy agenda. And I needed the discipline to follow through and stick to my objectives and not get distracted.
Mr. Coveys book is all about Personal Change. Not his change, yours. It occurs to me you might not want to change. When there’s a problem have you noticed how easy it is to point the finger at someone else. It’s not my problem. Somebody else needs to fix it. Somebody else needs to change. Not me.
Part of Personal Change is taking responsibility for one’s self and taking control of one’s own destiny. Nobody has to change. They’re changing anyway. All you body organs are changing - dying, growing, adapting - all the time. As you receive more information and have more experiences, you will change or at least, reinforce attitudes and perspectives whether you know it or not. Personal Change is also about awareness and choosing how you want to change.
In my university, the University of british Columbia, which I only managed to survive two years, our (our - notice I take ownership, despite the lack of a degree) motto is Tuum Est - It’s up to you. I hope you are willing to consider the opportunities offered by change and taking control of the change that you want.
If you are reading this article and thinking about the goals and improvements you want to achieve, consider the definition of insanity offered by Albert Einstein:
“Insanity: doing the same thing over and over again while expecting different results”.
Maybe you will have to change.
Having given some thought and planning. Having seized the moment and written you an introduction to my series of sales articles, I want to mention flexibility. We’re all different. We act, think, look differently. We have different styles. Thank goodness or life would be boring, wouldn’t it? But have you noticed how many solutions are a one size fits all. Have you noticed that we live in a world that assumes bigger and faster is better?
The world of corporations, industry survives on bigger and faster is better. Big corporations have the big bucks - the cash flow - to survive the big mistakes they make as a result. Has General Motors or Ford made any money lately? No they’ve lost billions. Can you imagine as a small business person not making any money when you have over a hundred billion dollars in sales?
Many sales books are for big business. Small business, to survive and thrive, needs to be different. Different? That’s seem natural - we’re all different anyway. So are our customers.
Small business sales are about making a difference by being a difference and by adapting to meet the needs or solving the problems of a customer.
One of the difficulties of being different is how to be different, when to be consistent and when to be creative. I mentioned awareness earlier. Once you start becoming aware of differences and needs, you are already different and already transforming into a better sales person - if not into a better human being.
Consistency and creativity have played a role in this article. I have followed many recommended processes. I have paid attention to Stephen Covey, who I consider one of my many mentors, even though I have not met him. On the other hand, I have also done my own thing in my own way.
I have introduced this A to Z series on sales, (SOS makes an interest acronym - series on sales) with a few ideas and stories which I will expand upon throughout the series. For example I used ‘carpe diem’. Did I seize the moment in a violent act of hostage taking and then shake it into submission? No. When I get to Article C, I’ll talk about carpe diem and communication and some of the alternatives available to small business owners to peaceably build their business.
Having completed the introduction, I am now going to offer some thoughts on the article which will end the series. Article Z which will be about Zoloft. Zoloft?
Zoloft is a drug prescribed to a patient suffering from depression. It is one of many such drugs. Zoloft doesn’t cure depression. It doesn’t solve the problem. But it alters how the brain works so that the patient doesn’t feel depressed. Chances are if the patient stops taking Zoloft, the depression will return.
Zoloft is not for everyone. Psychiatrists prescribe other choices of drugs as well. Many patients don’t want drugs of any kind. Or drugs won’t work for them. For many depression is a lifestyle disease. A holistic response always benefits.
The point I’m making here - and I suppose there could be quite a few points - is there is no one prescription for sales success. There are however, many good ideas, suggestions, approaches that you may want to try adapting to make you more successful.
My purpose is to help make you aware of some of the possibilities.
Cheers, Norm
Article 2, next time will be A for Awareness, in particular to the benefits of using a formal Sales Process, and how to Adapt it to your personal needs.
The A to Z of Small Business Sales Introduction - To learn more about this author, visit Norm Tucker's Website.
Like this article? Share it with your friends
The A to Z of Small Business Sales - Introduction
By Norm Tucker,
April 26, 2006
After being asked to write this series of articles on small business sales, I took a few days to think about it then prepare an outline of what might be included. Perhaps I thought too much. Soon, a small project grew into a book idea in which sales would be be but a small part.
The book idea might be great. It’s thinking big. But it won’t get me through the present assignment any time soon, will it?
Writing is much like small business. Keep focused. Do first things first. That’s Habit #3 of Stephen Covey’s book “The Seven Habits of Highly Effective People - powerful lessons in personal change”.
Yesterday I scheduled two hours to write this opening article. This morning, lying in bed, several ideas came to mind about what I would write. I wondered why anybody would want to read more information about sales. What would be the reader’s purpose? What would they want out of it. What would make the articles interesting and worthwhile? By the time I had finished showering, I pretty well knew - although not specifically - what I needed to write.
I came up with the idea of writing a series called the A to Z of small business sales. Today’s piece would be the introduction. I wouldn’t lecture, teach or preach. Rather, I would use a story approach and some of my personal experiences in the hope of stimulating interest for the reader and providing an easy, enjoyable read.
Another way of looking at how I’ve planned this article is to see the big picture and then act on the little picture with the big one in mind. Stephen Covey calls this ‘start with the end in mind’. It’s Habit #2.
I find it exciting that the approach I’m using fits well with my personal philosophy and values. Part of this philosophy is all about awareness, creativity, and choosing. If we don’t make choices, there’s not much point living in a democracy. Incidentally, these ideas are expressed by Mr. Covey in Habit #1 Be proactive, be aware of ourselves, and project our understandings.
I have been learning from Mr. Covey’s book for 35 years. And still learning. I get better and better all the time.
Carpe diem means seize the moment. I’m doing that right now. But please realize I had to set the moments aside in my busy agenda. And I needed the discipline to follow through and stick to my objectives and not get distracted.
Mr. Coveys book is all about Personal Change. Not his change, yours. It occurs to me you might not want to change. When there’s a problem have you noticed how easy it is to point the finger at someone else. It’s not my problem. Somebody else needs to fix it. Somebody else needs to change. Not me.
Part of Personal Change is taking responsibility for one’s self and taking control of one’s own destiny. Nobody has to change. They’re changing anyway. All you body organs are changing - dying, growing, adapting - all the time. As you receive more information and have more experiences, you will change or at least, reinforce attitudes and perspectives whether you know it or not. Personal Change is also about awareness and choosing how you want to change.
In my university, the University of british Columbia, which I only managed to survive two years, our (our - notice I take ownership, despite the lack of a degree) motto is Tuum Est - It’s up to you. I hope you are willing to consider the opportunities offered by change and taking control of the change that you want.
If you are reading this article and thinking about the goals and improvements you want to achieve, consider the definition of insanity offered by Albert Einstein:
“Insanity: doing the same thing over and over again while expecting different results”.
Maybe you will have to change.
Having given some thought and planning. Having seized the moment and written you an introduction to my series of sales articles, I want to mention flexibility. We’re all different. We act, think, look differently. We have different styles. Thank goodness or life would be boring, wouldn’t it? But have you noticed how many solutions are a one size fits all. Have you noticed that we live in a world that assumes bigger and faster is better?
The world of corporations, industry survives on bigger and faster is better. Big corporations have the big bucks - the cash flow - to survive the big mistakes they make as a result. Has General Motors or Ford made any money lately? No they’ve lost billions. Can you imagine as a small business person not making any money when you have over a hundred billion dollars in sales?
Many sales books are for big business. Small business, to survive and thrive, needs to be different. Different? That’s seem natural - we’re all different anyway. So are our customers.
Small business sales are about making a difference by being a difference and by adapting to meet the needs or solving the problems of a customer.
One of the difficulties of being different is how to be different, when to be consistent and when to be creative. I mentioned awareness earlier. Once you start becoming aware of differences and needs, you are already different and already transforming into a better sales person - if not into a better human being.
Consistency and creativity have played a role in this article. I have followed many recommended processes. I have paid attention to Stephen Covey, who I consider one of my many mentors, even though I have not met him. On the other hand, I have also done my own thing in my own way.
I have introduced this A to Z series on sales, (SOS makes an interest acronym - series on sales) with a few ideas and stories which I will expand upon throughout the series. For example I used ‘carpe diem’. Did I seize the moment in a violent act of hostage taking and then shake it into submission? No. When I get to Article C, I’ll talk about carpe diem and communication and some of the alternatives available to small business owners to peaceably build their business.
Having completed the introduction, I am now going to offer some thoughts on the article which will end the series. Article Z which will be about Zoloft. Zoloft?
Zoloft is a drug prescribed to a patient suffering from depression. It is one of many such drugs. Zoloft doesn’t cure depression. It doesn’t solve the problem. But it alters how the brain works so that the patient doesn’t feel depressed. Chances are if the patient stops taking Zoloft, the depression will return.
Zoloft is not for everyone. Psychiatrists prescribe other choices of drugs as well. Many patients don’t want drugs of any kind. Or drugs won’t work for them. For many depression is a lifestyle disease. A holistic response always benefits.
The point I’m making here - and I suppose there could be quite a few points - is there is no one prescription for sales success. There are however, many good ideas, suggestions, approaches that you may want to try adapting to make you more successful.
My purpose is to help make you aware of some of the possibilities.
Cheers, Norm
Article 2, next time will be A for Awareness, in particular to the benefits of using a formal Sales Process, and how to Adapt it to your personal needs.
The A to Z of Small Business Sales Introduction - To learn more about this author, visit Norm Tucker's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Norm's articles
 | |
|
|  |
 | |
|
| |
 | ||
 |
||
|
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
 |
 Mastering Change Get 'em Good or Get 'em Gone! Business Wisdom Mental Imagery Vertical Market Ad Network |
|
 | ||
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2009 | |
 |
Top 50 Marketing Blogs
Top Blogs To Watch In 2008 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||