Utilizing Entrepreneur sales skills
Utilizing Sales Skills in Entrepreneurship. Focus on the customer, not the sales. Do not hesitate to indicate situations that you do not find appropriate Interact with the marketing department. etc
Many entrepreneurs believe that success in business can only be achieved by having a great idea. Experts say having a sound business plan and business intelligence are critical. For some reason, no one talks about the sales rules. However, in today's conditions where customers have thousands of alternatives and are almost crushed by the innumerable hidden messages they are exposed to, what will make a business run can only be the effort it makes in sales.
Therefore, we firmly believe that today's entrepreneurs must also be talented sales professionals. How will that happen?
Being able to become a sales star in today's market is a very different experience compared to previous years. Let's listen to this difficult journey from the mouth of a sales expert who has overcome this challenge.
"Where did this guy come from?" You are aware of the new generation salespeople who make you think black and white. Stephen Higgins is one of them.
Although Higgins started his career as a simple sales consultant at HubSpot in 2015, he managed to double his sales target from the first year and has set sales records every month since then. As soon as we heard about the rapid rise of HubSpot, an online service with almost all the tools you might need, you can manage all your digital marketing processes from a single center, we realized the importance of this story and we investigated exactly how Higgins managed to get to the point. Higgins has a few suggestions for entrepreneurs:
1. Focus on the customer, not the sales.
When Higgins sits at the table with customers, his primary goal is not to sell. "Actually, I use almost no sales technique." Instead, Higgins starts an internal journey process that aims to explore topics such as business life, expectations, biggest systems, growth goals or the experiences they have had so far. At the point where he feels that he can fully understand the needs of the customer, he begins to talk about the product and the convenience that the product in question will provide to the customer.
The result? Because Higgins sees understanding the needs of the customer as his focus, he is finally able to offer them options that make sense. Listening to the problems people face and thus understanding what they actually want to do, namely the point they want to reach, Higgins tells them what they need to do and states that they are always with them to realize their customers' dreams as a company. The only thing left is to settle the sales process.
2. Do not hesitate to indicate situations that you do not find suitable.
Higgins knows very well that in order to increase sales, he must gain the trust of his customers. The most important thing to do in the customer discovery process is to be honest with the customer. recommends Higgins: The concept of honesty begins at the point where he clearly expresses this when he feels that the service he will provide to the customer will not be enough to solve the problem. In such cases, it stops the sales process and merely explains that the sale will not be a suitable solution and that they should focus on different priorities for now.
His honesty not only surprises customers but also makes them see him as an expert. It also shows that he cares more about their success than the sales they make. Months later, when the company officials come across with the problems that he can solve, he is not an ordinary salesperson, but as a reliable and understanding friend, he talks to them and realizes the sale.
3. Interact with the marketing department.
If you see selling as a job outside the scope of the marketing department, you will miss out on opportunities to acquire both sales and qualified customers. Indicating that in most companies the marketing and sales departments are ringing on separate strings, and moreover, these two departments are often in serious disagreement with each other, Higgins goes to cooperate with everyone in the marketing department, instead of tipping his head and completing their work. It shares the features that qualified customers are looking for with them, gives their views on what kind of content can affect customers, and evaluates the results of the different marketing initiative experiences with them. The aim of being so close to the marketing department is to know the ideal customer and try to serve him better. In this way, it knows very well that it will gain sales due to a much higher number of qualified customers.
4. Get an environment of people who are the same as heads.
There are two types of salespeople: those who focus on self-improvement and success, and those who fill their watch and dream of going home. If you get together with the people in the second group, the biggest obstacle to your success will be yourself again; Moreover, no matter how talented you are, the situation does not change. “Talent is great, but what you really need is the environment. Whether social or professional, you are the sum of the people you spend the most time with. "
Higgins fills himself with colleagues who truly believe that they are a service to be provided by their company, who are always looking for new opportunities and who are determined to turn every opportunity into sales. This energy prevailing in the company is transmitted to everyone, and Higgins, who gets its share from it, can enter his meetings safely, stand upright in front of the crowd and establish a sincere connection with his customers.
5. Set daily sales targets.
Annual targets have a separate place for companies, but these goals put some pressure on employees. Higgins prefers to set daily goals to avoid this pressure. To illustrate with an example, it sets itself a target of 2 sales opportunities per day. The day starts with qualified customers from the marketing department, and when these people run out, the company contacts customers who use free versions of their products.
This allows both to receive feedback about the product and to solve a problem that customers are experiencing. Promising to himself that I will not miss my two new sales opportunities every day, no matter what, Higgins realized that he had a success beyond his estimates when he embraced this daily goal.
6. Focus on the product your customers want to buy rather than the product you want to sell.
This is the biggest problem of entrepreneurs, they want to launch the product they discover without the slightest change. However, in order for the product or solution to be remarkable, they must be adapted to customer needs.
Understand, you either find the right customer for your solution or you go to solve the customer's problems. The choice is yours, of course. Still, we would prefer you to focus on the solutions customers need. Focusing all your wealth, even all the effort you put into realizing your favorite solution, may make you forget what is important: Please remember, who did you find this solution for in the first place?
7. Do not equate the value of the product in your eyes and the value in the eyes of customers.
Entrepreneurs take into account the cost and value of their products when determining the price of the problem-solving product they find. The same product gains a certain value in the eyes of the customer, of course, by comparing it with similar products on the market. For example, nowadays most things are free with smartphone apps. Therefore, it is very difficult for you to enter the application world and earn money regardless of your value, that is, no matter how quality you are.
8. Take the customers' side.
The vast majority of entrepreneurs, especially those who have the idea of working from home or focus on multi-tier marketing, believe that someone must defeat to win. Like most salespeople, they consider themselves predators. With the quality solutions you will find, you will find the way to exceed your income many times while your customers are getting their money's worth. And keep in mind that:
Selling that does not benefit the customer will harm you.
9. Don't be a slave to customers.
The customer is not always right. Entrepreneurs should defend the customer, but not do it as slaves to them. Every business should be able to easily distinguish the type of customer that has low profits or who chooses to pursue their interests and abuses the business from those who know how to appreciate the solution they offer.
10. Take solution-oriented attitudes towards problems, not reactive.
Instead of reacting when you encounter a problem, take measures to anticipate and prevent potential problems.
Problems are encountered in every new venture, just like in sales. Overreacting to a problem costs more than solving it. Therefore, instead of watching the problem grow further, it would be appropriate to take a series of measures to detect and prevent the problem while it is still in its initial stage. So much so that this attitude must become a corporate culture that the business will adopt from the very beginning.
11. Even the worst decision is better than indecision.
Prefer to make difficult decisions rather than indecision.
It's easy for entrepreneurs to delay making decisions when things get tough. However, it should not be forgotten that the process of extinction of an enterprise occurs much faster than a large automobile factory. How Does? Not making the necessary arrangements for customer problems. Entrepreneurs who cannot face their fears or problems are doomed to lose in the long run.
12. Product presentation does not guarantee the sale.
It is a good idea to prepare a stylish presentation for the solution or product you find, but it does not change the fact that you are only halfway to victory. As you can see, the struggle continues at full speed. Therefore, entrepreneurs should listen carefully to customers, investors and other supporters; just like salespeople learn to listen before they speak. In today's world where interactive marketing techniques and user evaluation are widely used, the marketing system based on force has long lost its validity.
13. People buy products from people or companies they lîke.
Entrepreneurs who fail to establish a friendly relationship with their customers will suffer from the same problem and end up similar to salespeople who fail to put themselves in the customer's shoes.
By using social media and customer engagement, you have to convince potential customers that your perspective fits their perspective.
All kinds of qualifications mentioned in our article include salespeople as well as entrepreneurs trying to turn an idea into a business. We hope you realized how important having sales skills is for entrepreneurship.
Before you think that the innovation you will bring will bring you wealth at rocket speed, do not forget to get support from sales leaders who have achieved serious success in sales.