Good sales people don't have all the answers to customer's problems, but they do everything they can to find them. They don't win your trust and throw you over to an account manager after meeting quota on your dime.
My grandmother raised four kids, and became a single parent when my grandfather passed on and my younger uncle was a tender 14. Learning to become profitable was not something she even thought about. She was "savvy" before savvy was a "business" household name.
Let me introduce you to two salespeople: Don and Liz. Both have been selling bathroom accessories for 20 years. However, they each sell in a completely different way.
Salespeople often have no clue as to why their prospects would even want to buy from them. This question is the ultimate paintbrush in the hand of your prospect. This is where you fully understand what the prospect wants to accomplish from a high level.
The problem is not the small business owners themselves. In fact, I've watched many small business owners go from sales chump to sales star in only a few months' time. Instead, the root problem is that small business owners are following bad advice.
It's no secret that getting referrals from clients who believe in your services is an effective way to connect with new clients. But in today's business world, it's not enough to just get referrals -- they have to be strong, and there have to be lots of 'em!
How is it that one man created something so amazing allowing his name to live on forever? Perhaps the secret is in his failures. We all fear falling down. However, rarely will falling down kill us. Death is in not getting back up. Just ask Mickey Mouse.
Without a strong product message and great salespeople, few will buy your product -- no matter how amazing it is. In fact, without good salespeople, most companies shrink and die.
As we grow our internal sales force at Signpost, we constantly focus on building an efficient, healthy work environment that delivers results. Here are a few lessons we've learned along the way.