Home' Border Enterprise : May 2013 Contents MAY 2013 ENTERPRISE DIRECT 43
A sales shift is a winning move
THERE is an old adage that sales people are born, not
However, Mike Boyle of the the Banjar Group said that
this is a total myth.
“Send me the details of any midwife that recognised an
up and coming sales person like Zig Zigler at birth!” Mr
“The facts are that the science of selling is a learnt skill.
The basic foundations of this learning are effective
communication, planning, goal orientation and
“These elements combine to form the foundation of a
person’s ‘sales swagger’ or ‘sales essence’.
“For many years now I have preached that small business
leaders or anybody in business-to-business selling for
that matter, are in a privileged position when it
comes to selling.
“They generally have a fantastic
ability to solve problems.
They have become good
by being forced
to understand their
customer’s issues in order
to offer solutions. They also, if
involved in business growth, get what it
takes to build a thriving business.
“So what is the issue with selling if all these
factors are stacked in your favour?” queries
“Why is it so hard to become a ‘business
person who sells’ when customers’ prime
drivers are going forward, achieving their
goals, being successful and achieving
growth and profit?”
Mr Boyle said the top key blockages are
confidence in your own selling ability; inadequate
time allocated to proper sales cycles; a poorly
thought out strategy; a lack of a sales
process or model to attract customers; and fear.
“Fear is hardly worth talking about,” he said.”I have
never seen a salesperson shot by a customer! The worst
thing that can happen is the customer says no”.
“Everyone in your organisation needs to be involved
in the process of customer development, not just the
rainmakers,” Mr Boyle said. “You need to be able to
anchor your sales process with a point of difference”
“Build a sales process and then consistently use it,
leaving nothing out,” he counselled.
“Lastly, begin to build goals, targets
and milestones. Set yourself a meeting
target, conversion goal and win/loss ratio.
“Lets be clear, customers want future goals
and success,” Mr Boyle explained. “They are not
interested in your products and services - sorry to burst
“I challenge you to ring 20 customers now and ask if
you can come over and show them product x, y and z.
I bet none take you up on your offer.
“Instead, ask them if you can meet to discuss their top
five blockages to success you can help them fix - you
may even find they offer to pay for coffee!”
Mr Boyle said that if you want to be a ‘business person
who sells’, become a person that helps everyone you
meet grow in some way.
“While these people perceive they are getting
something from the relationship of value chances are
you will become very popular, very successful and
highly paid,” he said.
“This is a shift for any organisation but the shift is worth
it. Sales is a massive for everyone in business and doing
nothing about it is not an option.
“A sales shift is needed but don’t wait too long!”
Plug Straight In.
YOU’RE READY, WE’RE READY.
LET’S DO BUSINESS.
Our Economic Development Team can assist you with the information and
support that you require to make sound business decisions:
• Brochures about Albury for prospective employees or business associates
• Statistics on our economy and population
• Strategies and forecasts
So Plug Straight In... 02 6023 8111 or www.alburycity.nsw.gov.au .
5/15/2013 4:17:14 PM
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