Let's Talk Sales
We often ‘think’ that we know the value we provide to our clients. Inevitably this becomes a list of things that we ‘think’ that we offer, of the products and services, of our interpretation of the features and benefits. I want to tell you why this misses the mark and what to do about it.
There are two key problems with this:
- It is from our perspective and we (as the expert) understand so much more about the work that goes into this delivery and what people ‘should’ appreciate
- It uses our words and understanding
Let's look at how to fix that.
We see businesses fail, and there are always lessons, but the failure of PurpleBricks in Australia has me intrigued! I am interested to know how a business that has been so successful in other markets can get it so wrong here. There is some great commentary from others in the property arena, but I wanted to take a broader look at what went wrong, and what established businesses and startups alike can learn from this.... read more
If I had a dollar for every time I have heard people blame commissions for bad sales practices, well, I’d be living in the south of France right now. I have worked as a sales professional for most of my adult life and I can tell you one truth as a salesperson, sales manager and business owner: the salespeople who focus on commissions never win.
Yes, they make sales, in the short term. But in the long term they get caught out.
They get caught with their hand in the cookie jar because they don’t show enough care for their clients and the businesses they are working with. This style of sales is slowly dying out. Why? Because it doesn’t work.... read more
The Banking Royal Commission has brought into highlight the evil side of greed both institutional and presonal. The report stated that “Providing a service to customers was relegated to second place. Sales became all important. "
Sales is important. But only when the sale truly reflects a good decision for your customer.
This week I was able to comment on this on ABC Radio Melbourne with Raphael Epstein on the Drive Program.... read more
Storytelling is a great way to get people to understand and engage with your business. They work because as well as telling the listener about your business, they convey a deeper meaning about why you are in business and how you operate and treat your clients.
Find out why sales storytelling is so important and why they work.... read more