Making sales is revenue generation, and therefore the lifeblood of business growth. I’ve discovered that some people are good at selling a tangible product, a car or widget for example, and some are good at selling intangibles, perhaps insurance on your phone or an extended warranty – but most sales people aren’t good at selling both. Add the fact of online sales, marketing, branding and more and we could spend a lot of time determining how to best sell.
I’ve seen a lot of bad examples of selling like the standard 90+ minute timeshare presentation (90 minutes because closing percentage goes up dramatically at the magic 90 minute mark) or the salesperson that you really want to talk to about their product/service but they are so canned in the approach that they don’t listen. I once had a salesman selling me life insurance when I wanted auto insurance. After redirecting him three times I had to stand up and let him know that the conversation was over. He was shocked because I had not yet heard all the insurance options he offered. I was shocked because he hadn’t shown me auto insurance (which may have earned him the right to show me other insurance products). No sale. I don’t want that guy selling my product or service.
So let me simplify, MacGyver is your sales guy (or gal). Author John Warrillow has a lot of knowledge about positioning and building your business for sale. Recently, John had this to share regarding sales people: