In 2008, I lost my job with a start-up, PlanetEye.
The global economy was volatile, the stock markets were plunging and start-ups were finding it hard to raise money.
I had no idea about my next move. Starting a consulting business wasn’t really in the plan until I got a couple of projects. Then – with some encouragement – I decided to start my own business.
But I wasn’t a salesman, I was newspaper reporter, quasi-start-up employee. What did I know about sales?
With a wife, three kids and a mortgage, I had no choice but to start selling. It turns out that I’m pretty good – well, good enough to last eight years.
Tonight, I want to share three things with you: some thoughts on how to approach sales, some insight about best practices when selling, and some tools to jump-start your sales efforts.
Before we get started, let’s do an informal poll:
Who would describe themselves a natural salesperson?
Who would say they’re good at sales?
Who would say they’re bad at sales?
We’re all natural salespeople – we sell all the time – where to eat, getting your kids to go to bed, how to get employees to do what you want.
Lots of competition
People are multi-tasking, distracted, overwhelmed
Consumers have more information than ever
Selling is about meeting the needs of customers, not about making them buy your product.
It’s about connecting with them by talking about their needs, dreams, aspirations, fears
E.g. Airbnb, GoPro, Nike, Apple
“You” is the most important word, not we.
Be straightforward, be clear about the benefits
Don’t be cute, obtuse, mysterious
Like a first date.
It’s a get to know you session – like a first date. Be cool, be comfortable. Ask them a lot of questions.
Do your research – who’s the client, check out their Website and social media, the competition, recent news.
Send them some information ahead of time.
Also known as non-digital marketing
It can be painful when you don’t know anyone….but lots of people are in the same boat as you, they don’t know anyone.
Be confident, open to saying “hi” to people.
Lots of competition
People are multi-tasking and distracted
Consumers have more information than ever