Let's Talk About Sales
I don't have enough time to write about all the things that I have learned as an entrepreneur but I do feel that I have to capture some of these things so I can keep them as a "lesson learned." Ideally, I want to help my clients grow but I also want to ensure that my 7-year old son will be successful when he is older. I will steer him towards entrepreneurship and hope he grows up not wanting to have a boss unless he wants to become a Special Forces "Green Beret" like his dad and then I wouldn't mind. So let's talk about sales. I am going to keep this as simple as possible as this is not a technical blog.
I have spent a great deal of time and money studying how sales works. I have learned that there is a process to sales and if you do not have a methodology as a foundation, you will inevitably fail. Most will fail without a process and blame a variety of factors, never realizing that the issues that they had in sales could have easily been overcome by learning. Good sales is not a natural phenomena.
Employers have a responsibility. If you hire sales staff, you need to ensure that they have sales training. Solid and proven sales training. Otherwise, they will flail and eventually become unhappy because they cannot grow. It is much harder and more expensive to hire someone new than to put a small investment into your employees training.
So where can you get sales training? There are a variety of places and I have read many books from sales gurus until I settled and felt comfortable with a gentleman named Eric Lofholm. He is an international sales and business coach, has a bunch of books on Amazon and a huge tribe. The level of support I got was beyond what I expected.
This gentleman has given me actual tools that took me from sales of 100k a year to two million a year and overall projected sales at six million over the next 3 years. I have no doubt that his mentorship has led me to a very exciting place in my business. One of the most important things to learn is that sales is a process and by creating sales scripts to guide you through the process, you can be more successful. If I could sum up all sales in sentence, that was it. Sure there are more factors but that is the starting solution that can get things moving right away.
I have a service that is a high dollar service but that is because the value is also of high quality that brings clients hundreds of thousands and millions of dollars in sales. People ask me, "How much are your services?" If I just threw out the number, they would hang up the phone and say, "oh it is too much" and they lose out on huge profits. Many can beat me on price, but few can beat me on cost. It will eventually cost you more to get the same level of service elsewhere. When I start by explaining the value of our service and what they can potentially achieve, we can start the negotiation process on price. This is all done through scripts.
Ultimately, I pride myself on my clients being successful. If they do not know sales, then I will drive tons of targeted traffic to them that is only wasted away. So I give them free e-books from my mentor Eric Lofholm such as his Sales Script Mastery book. Sign up for it and he will also notify you when he gives free seminars and webinars that are full of great information to help you or your staff with sales.
I spent a lot of time trying to learn how sales works. I hope that you take a look at his free Sales Script Mastery book and get started. I don't want to be the only one golfing during the week.
Dave Maestas aka "Ranger Dave"
Maestro Strategic Solutions