Tweet

You can't build business “thinking” about it

Guest post by: Manny Nowak

Article Overview: If your sales are not where they need to be, what are you doing about it? What is the problem? Why are they not where they need to be? Stop thinking about it, figure it out, find a solution and move forward. Plain and simple enough, don't you think?

You can't build business “thinking” about it

I believe we can sell it, let me think

about it some more.

That seems like a good idea, let me

think about it a little bit.

We should do that, but let me think

about it.

Think all you want, but watch out

because someone else is already getting

it done.

To many people in sales spend to

much time thinking about it and to

little time doing it.

And to many people who should be

managing the sales effort buy into it.

We have so much information available

to us today that it could just be slowing

us to a crawl instead of making us move

faster and better and stronger.

If your sales are not where they need to

be, what are you doing about it?

What is the problem?

Why are they not where they need to be?

Stop thinking about it, figure it out,

find a solution and move forward.

Plain and simple enough, don't you think?

Some things to try.

1. If you are not getting the business,

is it because you are not asking enough?

According to Anderson Kudrle in the

Diamond Performance Group, “92% of sales

people give up after the 4^th no. But 60% of

customer say no 4 times before they say yes.”

How many people do presentations all

day long, that is easy. Specially once you

get the process down, but then you have

to have the courage to ask for the order and

ask again, and again?

If you or your team are stopping to soon,

guess what? No sale.

2. What do you expect the customer to say?

You get what you expect. If you expect to

hear “NO”, you hear “NO”.

If you expect to hear 'yes”, you hear “yes”.

Well, what do you expect to hear?

3. It is not easy to sell and not everyone

can do it.

To many people who have never sold a thing,

keep trying to sell you on the concept that

anyone can sell. Sales is a profession.

If you want to generate sales, get people who

can do it.

Find the right sales person and watch what happens.

4. What was that we said last week – the

customer can't say yes if you are talking.

So how are you doing on keeping your mouth

shut and listening with both ears?

It is amazing what can happen.

Learn to listen.

5. Some will, some won't, knowing the

difference will make you successful.

How much time are you going to spend on

the ones that won't? Most sales people

spend way to much time.

Start learning how to find the ones that will,

and work them.

6. Don't be afraid to sacrifice the present

profit for future opportunity – if it exists.

Most sales people get stung on both sides of this.

They give the deals to those who will never do

much more

They hold the deals from those who could help

them greatly.

Again, define what could be and take the right

action.

7. Before a sales person can sell to someone

else, they have to sell to themselves.

Does your team believe?

Do they have the passion?

Do they know the product?

If they have not bought in, how will they ever

sell to anyone else.

To sell, you have to buy in, 100%.

You don't need all kinds of complex analysis

and detail study and loads of time. Just look

at the simple stuff and you will see that most

of the answers about sales are there. Fix them

and watch what happens.

These are 7 simple things that can take you so

much further.

Keep asking for the deal. Always expect “YES”.

Stop playing around with people who think they

can sell. Learn to listen. Spend your time with

buyers. Sacrifice a little today for much tomorrow,

Sell yourself first, then you can sell anyone.

Related Articles
  Nine Perspectives Towards Balancing Your Professional Views & Opinions
  How to Exercise Your Right to choose your thoughts-The Science of Results Oriented Thinking
  How Regenerative Leaders Build Enduring Strategic Advantages
  REFLECTION NOTE
  Getting Started In Real Estate Investing
  Profitable Online Business Ideas and the Recession Part 3
  StartupWeekend: We need this event in Kenya
  “End of Year Thoughts From Your Strategic Thinking Business Coach”
  Succeeding in a Challenging Economy
  Positive Thinking
  Successful Franchising Building Your Own Box
  Strategic Business Greeting Tips From Your Strategic Thinking Business Coach
  Managers Build Trust And Respect By Letting Go
  Bill Gates' Secret Weapon: Stop to Think
  Strategic Thinking What Does It Really Mean
  A Strategic Approach To Planning For A New Business Year – Ask Your Clients Questions
  Entrepreneurialism
  TOP TIPS FOR SURVIVING IN BUSINESS
  “A Strategic Approach To Produce A Strong Professional Services Brand, According To Your Strategic Thinking Business Coach”
  Lesson #2: True Entrepreneurs Never Stop Thinking Outside the Box

Article Tags: sales coaching, sales magic, sales selling, sales success



Related Forum Posts
Re: Better To Build Or Get A Royalty - Hi Kevin, Thanks for the opportunity to clarify my post. I'm thinking about the very start of the business while GT is looking at the exit decision. Is it better for an inventor to try and build a business and take on the competition or should they just try to make a licensing deal and get royalties for their inventions?
Re: Startup blogs - If you are thinking about starting a small business or a home-based business, then one thing you can do is start blogging about stuff in your proposed business field as a way to (1) get your ideas straight and start researching your field. (2) build up a presence on the web before you launch your business. Sure, once you get to the set up phase, assuming your business operates offline or mainly offline, then blogging may be less of a priority compared to the more urgent stuff.
Re: PLEASE JOIN ME . . . . - Hey Trent, I appreciate the advice. I was just sending an invitation to everyone I could. I was introducing myself and OUR objective. I knew this move would be controversial and I apoligized to everyone up front. I'm not hustling the other members for business or Marketing my business. I'm doing this for all of us. I want to build this forum as a team. . . . . Not "my section" but I want to build the Whole forum. We have an incredible team here but we only have 1000 members. I believe that we have so much to offer the world. I believe we have to be more assertive and let the world know we are here. I'm on probation and if you and the team need to vote me out I truly understand that. I take no offense at all....... My personality and the way I build a business is not for everyone. Thanks again Regards Barry
Re: 3 Steps To Startup Success - Emma's point about a website is a good one. One thing anybody who wants to start a business can do is set up a website. You can do this before you start your business, while still working in a regular job. Your website doesn't even have to sell anything at this stage (although I'd recommend that you monetize it using Google Adwords, Amazon, affiliate products etc)... Use your website as a kind of online resource centre where you can put together your ideas and build a knowledge base about the business and market niche you want to get into. Write articles about the business, products, problems people face. By doing this you will: 1. Have a place where you can focus and develop your thinking about your business idea. 2. Build an online presence NOW that will greatly assist you in marketing your business when you are ready to set it up. 3. Establish your reputation as an expert in your field before you set up your business. 4. Give you an outlet to test your business ideas before you take the plunge... Good luck! DH
Re: Better To Build Or Get A Royalty - [quote="Evan":30mcc7py] ...I'm thinking about the very start of the business while GT is looking at the exit decision. Is it better for an inventor to try and build a business and take on the competition or should they just try to make a licensing deal and get royalties for their inventions?[/quote:30mcc7py] If thinking about the very start of the endeavor, licensing is generally preferred by inventors. (I will post some of the reasons tomorrow.) In looking at an overall process of inventing, what can be observed is that if you do the steps necessary to license a product(prototype, prior art search, market research, intellectual property protection, pitching, etc.), then venturing the product is a fairly natural extension placed on top of the work done to license the product if licensing does not work out. It may be an option to think of it as, not as one or the other, but explore licensing and THEN to explore venturing if the licensing does not work out. This order of execution allows the work done for the licensing to later be applied directly to the process of venturing. This illustrated in many commercialization models.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Rumor Has It

Work at Home Moms and Their Bad Rap?

Build Corporate Credit for Your Small Business

Suggestions

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.