Great blog by Michael Smith (Twitter: @Smith_Michaelj) on the secrets of successful selling.
Things have changed.
There is so much choice and information out there today for buyers, that when we sit down with someone with a view of selling – selling us, our product, our services or our organisation, that threethings are clear.
Firstly, we are already one of a great many alternatives which exist in the marketplace. And in today’s culture that greater choice means less tolerance for the average or the mediocre. Why settle for middle-of-the-road, when you can switch the person or company you buy from with little or no impact?
Secondly, there is so much readily available information out there, that a proactive and well-informed purchaser has the potential to know as much about what we’re selling as we do. In fact they may already have decided whether the particular product or service is something that’s going to be right for them.
Thirdly, purchasers want more. Because in the new economy, there is greater demand for quantity, quality and responsiveness. In other words we want more, better and quicker. The fallacy which exists is that people are only looking for ‘cheaper’. But they’re not. Sure, sometimes we’ll make our decision, or certainly part of the decision, based on price. But it won’t always be the primary driver in choice – in fact it’s rarely the case. Rather people want more, better and quicker. And if it only comes down to price, it means that there isn’t enough of the other stuff to separate one offer from the next best alternative.
So where does that leave us?
Time to hand in our car keys and instead resign ourselves to a life as a virtual sales person or sales manager, fighting with the masses in a race to the bottom, constantly looking over our shoulder to see whether we’ll be replaced with a cheaper version in an ever declining cost structure?
I don’t think so.
Life is a contact sport. Business is a contact sport. And it’s people and the strength of the relationships with people which will determine the extent to which we can be successful.
Following the successful international launch of my first book, GO NAKED: Revealing The Secrets Of Successful Selling, I’m holding two one day workshops which will give greater depth to the concepts in the book and also answer the points above.
In this workshop, you’re going to:
- Find out why so many people fall into ‘the crowd’ and why they will continue to get average results
- Understand what the most successful sales people do differently from the rest
- Learn about the seven principles of successful selling and how you can start to apply them immediately
- Understand how you can sell more authentically – demonstrating more of the ‘real you’
- How you can start increasing your chances of success from the time your leave the workshop
- Identify the single biggest thing which is holding you back and decide what you’re going to do about it
To see what people are saying about the book, you can take a look at the reviews here.
I’m going to run two UK workshops in September. One will be in London on 18th September and the second will be the following day in Leeds on 19th September.
There will only be 10 places available on each in order that it’s the most impactful and interactive experience possible, so please only sign up if you’re serious and willing to participate wholly.
The workshops will run from 10am until 4pm to allow ample opportunity for same-day travel with a couple of breaks over the day. The investment for the workshop is £299 which includes VAT, refreshments and materials.
I look forward to seeing you in September.