Jul 14 2024 53 mins
Benjamin Brown is a sales coach. He started teaching business owners how to sell when he realised that many small businesses don’t use a sales process.
In this episode you will learn the importance of having a sales process and how it differs from simply being good with people. Benjamin emphasizes the need for measurement and constant improvement in sales. He also shares his 10-step sales process, insights on selling to different personality types as well as the significance of referrals and network marketing in sales.
360salesconsulting.com
Key Takeaways
- Sales is a process that needs to be taught and measured.
- The 10-step sales process includes being prepared, connecting and relating, qualification, and emotional triggers.
- Emotions play a crucial role in selling, and understanding how a product or service will make a customer feel is key.
- Dealing with rejection is a part of sales, and it's important to use it as motivation and focus on the process rather than the outcome.
- Sales has evolved over time with the introduction of technology, but personal connections and effective communication are still essential. Focus is a key factor in sales success. Homeless people often outsell entrepreneurs because they are highly focused on their goals.
- Distractions, such as social media and excessive marketing tools, can hinder sales performance. It is important to stay focused on the sales process and avoid getting caught up in unnecessary activities.
- Loving what you sell is crucial for sales success. If you don't believe in or enjoy your product or service, it will be difficult to sell it effectively.
- Having a mentor can greatly benefit sales professionals. A mentor can provide guidance, support, and help build confidence in the sales process.
- Understanding and adapting to different personality types is essential in sales. Doctors, lawyers, and auto industry professionals can be more challenging to sell to due to their analytical nature.
- Believing in yourself and building confidence are key aspects of successful sales. Overcoming self-doubt and having a positive mindset are crucial for sales professionals.
- The focus should be on quality leads rather than quantity. It is important to convert the leads you have effectively rather than constantly seeking more leads.
- Referrals are a powerful tool in sales. Building a referral process can help generate new leads and expand your customer base.
- Network marketing, when done effectively, can be a successful sales strategy. It is important to understand the product and the sales process involved in network marketing.
- Sales is an integral part of everyday life. Understanding the sales process and its impact can help navigate various situations and interactions.
- The joy of sales comes from helping people and making a positive impact in their lives.
- Sales professionals have the opportunity to provide solutions and fulfill the needs of their customers.
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