When you meet someone new at a networking or community event, and they ask you what you do, what do you say? Typically I hear “I’m a CPA” or “I’m a financial planner” or “I sell flowers” or “I’m in insurance.” Get the picture? That’s about the most uninviting, non-engaging, boring way for you to position yourself! Isn’t there a better way?
I’m a regular speaker at many of the outstanding Rotary groups here in the Houston area. I love Rotary because the men and women who make up this organization are leaders. So I’m speaking today on the topic of leadership.
As a business coach I work with executives and business owners to help them grow in their leadership. I help them find their role in the leadership of their business. But what is that role? It’s easy to simply say “leadership.” But what should a business owner be doing with his or her leadership? I want to give you 5 behaviors every business owner must do to be the leader their business needs.
Marketing is essential for your business to grow. Every business owner knows this. Yet marketing is often mysterious, unpredictable, frustrating, and expensive. When I start working with a new client I typically see one of two things: Either they have almost stopped marketing because they are frustrated with it, or they are spending a lot of money but are unsure if it is worth it.
Who are your best customers or clients? Wouldn’t you like to have a whole lot more of them? Think about how much time and energy you lose on customers or clients who are much less desirable. What if you had less of those and more customers like your BEST customers?
As a business coach serving Houston, Sugar Land, and the Katy, TX area, I am always encouraging my clients to know and focus on their target customer.
I have to confess that when I first heard someone speak to me about “affirmations,” I did not take the concept seriously. My mind went back to old TV episodes of Saturday Night Live where they made jokes about this practice. However, I’ve come to realize that positive affirmations can be life-changing!
We have been counting down the top seven obstacles to sales success. Today we conclude with obstacle #1:
“Fear of the ‘No’”
Much has been written about the fear of rejection, but it still remains a stumbling block for many sales people.
Today we discuss the second obstacle in our countdown of the top obstacles to sales success:
“Not Being Prepared”
It’s very important that you prepare before making the sales contact. I know that there are times when selling opportunities present themselves serendipitously, but most of the time you will have an opportunity to prepare for the contact. Don’t overlook this important part of the sales process.
We’re continuing our countdown of the top obstacles to success in sales. So far, we’ve covered three obstacles.
Obstacle #7 was “Failing to Continuously Improve.” We learned that successful sales professionals are always learning and improving their skills and their mindset. We also discussed that learning and improving both require attention and intentional development.
Obstacle #6 was “Inability to Close the Sale.” We discussed the importance of a good selling conversation, which takes into account your buyers’ emotions and buying signals and your closing question.
Obstacle #5 was “Not Keeping Your Promises.” We learned that your clients’ perception of your reliability affects your ability to make sales.
Today we’re taking a look at the fourth obstacle in sales success:
Failure to Listen During the Sales Conversation