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Scott McLaughlin
  • Total posts: 3

I couldn’t agree more re the stigma associated with selling being the biggest barrier. If what you are selling does not benefit a customer you won’t be in business long. That said, it stands to reason that what you are doing is facilitating access to a product / service that will benefit a customer.

NOW for the big question # 2…. reading through all these replies re SEO, telemarketing and other tactics we have seemingly forgotten one consideration: WHO THE HELL IS THE CUSTOMER? how would they like to be hearing from you, how do they need to be spoken to, how do they buy, how do they decide.

A common omission, is that we tend to design funnel practices and forget the audience. Much like a lot of the American cr#p available, not designed for the majority of Australian business people.

Its much like wanting to tell dirty jokes, coming up with a fantastic repertoire of very funny and filthy propositions, and realising you are in a monastery. The ONLY PERSON who can dictate what you do is your customer…. START there and only there. IF you are not sure of what they want, FIND OUT, and the rest will take care of itself (including a reluctance to “sell”)

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LeelaCosgrove, post: 722 wrote:
The first thing you need to do is remove the attitude problem in relation to sales. I see this SO much amongst business people and it confuses me – so many business people don’t like sales or sales people, but would walk over hot coals to find someone who would sell for them. You’ll never be successful in sales while you’re thinking of it as pushy and invasive.

I guess you need to look at your reasons for disliking “the invasiveness” of telemarketing. Telemarketing can be hugely profitable – and in my considerable experience the only people who find it invasive are the people who are deathly afraid either of saying no or that they are going to say yes.

IF you have a product you believe in, sometimes you need to be pushy – for the good of the client. As a sales person I have “pushed” people into making a decision to purchase quite expensive products – and had them cry, hug me and thank me afterwards.

At the end of the day, no one is going to buy something because I told them to. Sales is about finding out what a person needs and matching the benefits of your product to their needs – and if your product DOESN’T match their needs … well, I’ve been known quite often to say “Okay, our product isn’t for you – thanks for your time”. I don’t want to sell someone something they don’t need – and sales people who behave otherwise are actually the EXCEPTION.

Again with the outsourcing of telemarketing – if you want someone good you’ll need to be paying on commission (no telemarketer worth their salt works for $30 an hour). And then, if you are paying on commission – you need to have a tested product that you can prove it’s possible to make money with. Otherwise – what’s in it for the salesperson?

Good salespeople have a million and one tried and tested opportunities …

The best way to learn sales is just to do it.

Overcome the call reluctance.

Pick up the phone.

KNOW that for the first 100 calls or so you’re going to get NO after NO.

Test your script.

Refine it.

Handle objections.

And you WILL start to get yeses …

Sales is a contact sport … and a numbers game.

I’ve seen people who really should have sucked as sales people make a LOT of money – because they push down the fear of making the call. If ANYONE makes enough calls, they will eventually sell something to someone.

Just do it!