10 things you need to know about sales this week

June 18, 2012Post by Laura Humphreys

Welcome to guest entrepreneur and salesman extraordinaire Mike Brunel for some more of his always useful tips on sales.  Enjoy…

1. Create a sales culture– In Laura’s upcoming book she talks about creating a great sales culture- it has to however begin with you changing your mind set around being committed to turning your company into a sales machine and not a hobby machine.

2. Train, train train- – According to the Harvard Business review, only 10 percent of the population has what’s  called “the learning mind set” These are the people who love to learn. Too many businesses fail to train and only do it when there is a crisis. Train your team or be derailed. In economic times like these,  products knowledge is critical.

3. Prospect for new business – prospect for new business 2 ½ hours a day. This is what one trainer told me recently, if you are a business how you are prospecting? This is often too hard for many businesses but it is critical to being successful.

4. Conduct regular workshop with your staff- get them to present a new product to the rest of the team. Ask each salesperson on your team to suggest some training and product presentation ideas.

5. Qualify the Buyer- what is their need, if you sell a product and have actually sold quite a few of them, why did those customers buy? They must have some sort of need satisfied. What was it? Are you asking them?

6. Build value into your business– Value is the secret sauce to everything. If you can add some type of value and not just be price driven then you will create more sales long term.

7. Are you a price seller- if that strategy works for you then great, in many cases businesses think it is all about the price? I think it is about the story you present. A story about your product sells why?

8. What is your story- If you focus on price then people will choose the price and not the person. If you position a story about all the great things your product does, then maybe, just maybe, the buyer might just be thinking.” I like this person I might buy them”

9. Become an expert – An expert gives me something, something that I can use. If you are perceived as an expert in your field then it puts you ahead just a bit of your competitors.

10. Finally, anticipation and reaction. If you start to anticipate what is going to happen then you a not a slave to crisis or reaction.

Mike Brunel is a director of a number of companies both in New Zealand and worldwide which specialise in generating sales revenue for television newspaper and radio stations. NRS Media operates in over 65 markets throughout New Zealand, Australia, US, Canada and Europe. Their simple sales concepts have generated in excess of US$900 million.
Mike is a phenomenal sales person, as well as a stimulating and relatable trainer.
Contact him at mike.brunel@talkingmediasales.com
Mike offers a limited private consultancy for selected clients. For more information contact trishs@maygrovemanagement.co.nz

From the desk of liber8yourbusiness.  Business mentors and experts in small business exit strategies.  Based in Wellington, New Zealand.