You’re in sales. And this post will sharpen your sales focus

focus2Pay-off: Clarity on your next important sale (it could be your next job!)
Investment: 2 minutes
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Many people in sales are blind or unclear about this. So let’s just clarify, regardless of your job title…

You’re not really in sales

If you’re selling something that people are already lining up to YOU to buy, you’re not really in sales, you’re an order taker. (And on that note you should probably order your product and marketing team a bottle of wine and a massage and consider your next career move for when they lose their edge and that queue begins to shorten).

You’re in sales

But if you’re selling something that people are already lining up to your COMPETITION to buy, you’re in sales.

You’re not really in sales

If you’re selling something that not enough people want or need, you’re not really in sales, you’re in trouble.

You’re in sales

But if you’re selling something that enough people would or should want or need (they just don’t know it yet) you’re in sales.

You’re in sales after all

If you thought you were in sales but you’ve just realised you’re not in sales, you should consider the shelf-life of your current role and how you might sell yourself into your next career position where you can grow.

(Now all of a sudden, you are in sales, and you can read on with everyone else…)

You’re in sales

You’re in sales. So you need to figure out whether your next ‘sale’ is to:

1.help people understand, trust and believe that they’ll be better off with what you sell than they will be with the money in their pocket. (Then to remove their fear of commitment to buying and then ensure that they are glad they did).

or

2.help people understand, trust and believe that they’ll be better off with what YOU sell than they will be with what your COMPETITION sells.

Each requires a different conversation and approach. So don’t confuse the two.

Whoever you are, someone out there needs and wants what you sell (whether it’s your businesses product/service or your own service, ideas or value as an employee). So how are you going to find them (they do want you after all), get their willing attention and respect, and help them to think through, understand, trust and believe the relevant point (1 or 2) above?

Do you have a clear defined but adaptable and repeatable approach that’s proven to work for you, your business and your market?

Are you using it habitually, efficiently and consistently? Those consistently succeeding in sales probably are.

Increasing sales (or non-sales)

Give me a shout if you or your team (whether sales or non-sales) need some help with that. I’m in England BTW. But I can fly. (Given the appropriate equipment).

Cheers,

Mark
http://helppeoplebuy.com/
http://epi-learning.com/

P.S.Someone you know out there may benefit from this, so please share if you think they’ll find it useful. Thanks.

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