Jack Daly's sales tips for entrepreneurs
30-Jul-2009
-
Your job is to grow sales – not do sales
Entrepreneurs are often too involved in deal making and selling. A sales leader’s job (and if you’re the owner of the business, you are the sales leader) – is not to grow sales yourself; it is to grow your salespeople in quantity and quality so they in turn will grow your sales for you.
-
Research your customers
“Old school” selling meant spending time with prospects learning more about their business and asking them a lot of questions. Yes, you still need to ask questions, but the availability of information on the internet means you should have so much information about the client before you meet, that you ask them questions about what you’ve learned - and show them how informed and professional you are.
-
It’s about the customer
Do you really understand the customer, and are you offering something that they actually have a desire and a need for? A salesperson’s job is to do a lot less selling and a lot more helping people to buy. If you can’t help them, then the right thing to do is to refer them where they can find the right solution for their needs.
-
What is your perceived value?
In order to retain your customers you obviously need to have a product or a service that creates real genuine value. But, the very first time a customer buys from you they don’t buy real value, because the only time they can buy real value is on the second and subsequent purchases. Initially, what they are buying is their perception of your value. You need to understand how to effectively sell this perception.
-
What’s the next big thing?
We often get attached to our initial success, and ride the same horse for too long, and we’re prone to whipping it all the way around the race track until it exhausts itself. The better organizations always ask, “How much longer can we run with this offer, and what’s next, so that we can jump off of this horse and jump on to a new one.” Put your current offering out of business before your competitors do.
RESULTS.com is delighted to be hosting Jack Daly in New Zealand on Friday August 7th in Auckland. If you are one of our NZ subscribers to this newsletter I strongly recommend you bring all of your sales team to go see this man. Business leaders here in the USA and Canada universally rave about Jack Daly as being the best sales presenter they have ever seen. Your sales results will certainly improve. Just do it.
Stephen Lynch
Chief Operating Officer - Global Operations
RESULTS.com
Comment