Look out for regular guest mentor tips from now on as I call upon experts from all specialist fields of business to share their top tips with you. Today I welcome these tips on sales from one of the best sales people I know, Mike Brunel.
10 things you need to know about sales this week….
1. Everyone is a salesperson. Everyone is in sales, we just do not realise it. Have you ever tried to convince your partner that you want chinese food and she or he wants Italian? Whoever wins that discussion employs all the skills that great salespeople use.
2. Presenting face to face is better than doing it by email. Do not hide behind email, get out and meet your customers, face to face selling is not dead. Email is often an easy way to hear a no from a client.
3. Closing is never over until your client dies or goes out of business. Closing a sale is really the beginning of a sale, unless you are in the business like selling TV and electronic products where you may never see the client, the sale actually begins when the client says YES.
4. There is no such thing as a No- think of it as a KNOW- the client wants to know more. Too many salespeople give up after the first no… All your client is saying to you is… I want to know more.
5. Telling your clients that you are the best is not their concern- solving their problem is. So many sales people think it is about them. Big mistake. It’s about the customer stupid!
6. People want the unusual-are you? What makes you any different from the 50 salespeople your clients see every week? What makes you different?
7. Wealth is in the list. Work your client list; the regulars are the first to target with up sells and your lapsed clients next.
8. You will not win if you follow the crowd. If you are in too broad category you will be like everyone else. What make you the best in your field?
9. Cheating in school is call marketing in the real world. Learn from others, if there is a good idea you think you can use from another field adapt it and then use for your industry.
10. Sit with your client or vendor for the day and see how they do it. When was the last time you went out with your client, or worked in their store for the day, or ran a focus group with your clients if you own a business?
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 select 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