What Are You Really Selling
Selling-solutions? What are you really
How would you answer this question?
I always ask this question during
my sales training programs for my corporate clients.
Here's a sample of the responses
I typically get:
"I sell dental supplies."
"I sell laboratory supplies."
"I sell (insert the name of
"I sell medical supplies."
"I sell lumber, doors, and windows."
I think you get the
picture. Look, if you're in sales you're probably selling a product or a service.
And that's understood! The best way to start selling more products is to start
If you think Starbucks is selling
coffee you are mistaken.
If you think Home Depot is only selling
products for the home you are mistaken.
You should be selling-solutions.
Solutions to customer problems.
Recently, Starbucks has been expanding
rapidly and added sandwiches which changed the aroma of their fabulous coffee
and slowed down their overall service. And because of their rapid growth they
couldn't keep up with staff sales training.
The results are in - they just reported
their first decrease in customer visits last year. They forgot what they were
selling - the upscale coffee experience. Now they are scrambling to win back
the customers they lost. Good luck in this down economy.
Home Depot cut back
on its in-store experts and service in general which has opened the doors for
Lowe's and their explosive growth. They cut back service which means they stopped
C. Britt Beemer, a retail analyst,
says "if you're going to keep customers happy, they have to have a great
experience and have it consistently." The picture gets worse when he adds,
"I've never seen so many retailers in my life that know less about their
customers than they do today."
This is just not about retailers.
How well do you know your customers?
How well do you know your customer's
You'd better know your customers
pretty well if you want to grow your business during 2008.
How do salespeople get better at
what they do?
My best guess is through sales training
- every year.
Stupid is as stupid does. Do you
really know what that means? I did some research on the Internet and came across
this - It means that "An intelligent person who does stupid things is still
stupid. You are what you do." If you're selling, it could apply to you
Here's an example. When the economy
is tight and sales are soft - many sales executives cut back or eliminate sales
Stupid is as stupid does.
I can't make this stuff up, here's
an e-mail I received yesterday and to protect the sender I won't name names.
"I would absolutely love to
attend your Tampa Boot Camp - scheduled for May 7-8. However, both my sales
manager and the owner of the company do not believe attending seminars, etc."
Let's rally our lumberjacks to chop
more wood next year and remember we don't have the time and the money to sharpen
This might be a classic
example of stupid is as stupid does. I'll bet this company is really focused
on selling-solutions - yeah right!
There are only a handful of reasons
why you should consider signing up for my Sales Training Boot Camp. They include:
1. You'll walk away with 25 - 75
sales tips and techniques you can use to grow your business.
2. You'll learn the 12 best questions
to ask customers to help you uncover customer problems and allow you to sell
solutions to solve these problems.
3. You'll learn how to differentiate
yourself from your biggest competitor's. Please don't think your personality
and fingerprints make you different enough to make a difference.
4. You'll learn how to prepare sales
proposals that scream value. No more defending your price, you'll learn how
to explain the value of your solutions in your proposals.
5. You'll learn how to simply and
easily close a sale. You'll eliminate the "Closing butterflies" when
you ask for the business "My way!"
6. You'll also learn how to avoid
sounding pathetic during a sales call. I'll teach you how not to sound like
your competitors - which of course makes you sound pathetic.
I hope you realize it's possible
to have 10 years of sales experience and it could mean you have one year repeated
10 times. Yikes!
Tough times require tough decisions.
You don't have to take my sales training, but for Pete's sake get some sales
training to help you outsell, outsmart, and two out-earn all of your competitors.
Effective sales training will expand
your mind and increase your self-confidence.
And it's the easiest way to start
selling more today and everyday.
"Stupid is as stupid does!"
"An intelligent person who does
stupid things is still stupid. You are what you do."
What are you going to do?
Train with me and I'll show you how
to sell what you should be selling - solutions!
Jim - sign
me up right now for your Sales Training Boot Camp, I'm ready to learn how to
start selling-solutions so I can start selling more today and everyday!
here right now!
Cut and paste this
link into your browser.
Selling-solutions is easy once you
learn how to do it properly!
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