Being a Rainmaker is critical to your business success. Are you manifesting the Peter Principle as you tackle business development and marketing? This month's articles offer a way to address these challenges through reframing what it is to "sell."
I hope that that you will find some take-away's in these articles. Please forward this email to colleagues and friends; and if you haven't done so, please sign up on my website to receive continuing editions. Enjoy reading!
|BUYING versus SELLING|
| In my coaching practice I have heard from many business owners who say that business development is their worst nightmare.
For some professions "to sell" immediately conjures up images of the used car salesperson. Particularly with technical professionals, be they architects, engineers, lawyers or accountants, the perception is that one's primary objective is to provide quality of service and/or product: selling is an after-thought. Yet what drives success in businesses
, including professional service organizations, is the ability to generate clients and to nurture those clients so they become a loyal, repeat source of business. We often hear ourselves saying, "Wow, Joe is a great rainmaker, I wish I could generate the sales/revenue volume that he does." So what sets Joe apart from you or me? Is he more personable? Does he have a greater network of contacts? Is he hungrier? Or is it simply that Joe has found that he isn't selling at all; rather he is creating the situation where a prospective customer/client has found that he needs to buy something.Continue reading ...
|A Simple Sales Strategy: Define What Selling Is!|
| How do you define selling?
A lot of people think of selling as persuading/convincing people to buy things they may or may not want or need. To some, selling is all about closing a deal. Thinking of selling like this is not very empowering to you. Frankly, if you have this perspective on selling, it's no wonder if you hate it. I would too!
So what perspective can you take about selling that will make it enjoyable, exciting and something you look forward to? Sounds like a bit of a tall order doesn't it? Read on.Continue reading ...