The 100% blueprint for your ultimate sales success

There are 3 essential steps to massively succeed in the competitive game of selling. Adopt and develop these steps as your guiding blueprint to sales success and I guarantee that you will achieve world class performance. You will be the best in your category. You will be the ultimate sales machine.

These 3 steps are:

Step 1 is CONNECT. Sales winners have a different way to link clients, products, and solutions.
Step 2 is CONVINCE. Sales winners do a better job of differentiating, demonstrating a clear return on investment and preemptively removing the clients’ perceived risks.
Step 3 is COLLABORATE. Sales winners educate with new ideas and perspectives and set shared goals. They invest in their clients’ total success, and create a customer perception of working as their trusted advisor and as a committed partner.

Here are 10 actions guaranteed for you to totally dominate your marketplace (practice these actions and you will be in the Top 2% of your market – period!):

You focus on EDUCATING your clients and prospects with new ideas or perspectives. You focus on education, not on selling.

  1. You COLLABORATE with every client. You are their trusted advisor.
  2. You persuade your clients that they will achieve RESULTS.
  3. You actively LISTEN to your clients.
  4. You clearly display that you UNDERSTAND the client’s needs.
  5. You help your clients avoid POTENTIAL DIFFICULTIES.
  6. You craft COMPELLING SOLUTIONS for every client.
  7. You accurately and clearly illustrate the PURCHASING PROCESS.
  8. You connect with the client in a PERSONAL way.
  9. You demonstrate that the overall VALUE offered by your company is superior to other options.

Sales winners sell radically different than second-place finishers. These actions and behaviours describe the strategy of preeminence, the ultimate way to succeed at selling and marketing.

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za

How to beat this economic slowdown

“The pessimist sees difficulty in every opportunity. The optimist sees the opportunity in every difficulty.” Winston Churchill

If you’ve read a newspaper or watched the TV news recently, it’s all doom and gloom about the economy. And it’s causing most business owners to do just the opposite of what they should be doing right now. I hope you’re not one of them.

Companies large and small are canceling plans to introduce new products or services and are cutting back on marketing. Cost-cutting seems to be the management order of the day. This is exactly the wrong thing to do.

Now is the time to be bold and take action to grow your sales and business.

Think about it. When are your prospects more likely to see and respond to your marketing – in boom times when they’re being bombarded with advertising and promotions, or in lean times when your competitors stop contacting them?

NOW is the best time to grow your business. Your competitors have slowed down. They won’t be contacting your prospects or even their own clients as often. Now more than ever, it’s easier for you to get attention with direct response advertising, direct mail, education-based marketing, PR, seminars, innovative promotions and online marketing, especially e-mails. Now is the time to sharpen your marketing and sales skills and the tools that you use. Commit to becoming good at marketing.

If you paid attention to everything you saw in the news about the economy it could send you into a spiral of depression. But before you give up on your future, remember that the majority of people still need products and services to survive.

That’s the good news, and it gets even better. In a negative and uncertain economy, many, if not most people, have more disposable income (Yes! You’ve read correctly). They get a kind of buying apathy and put off major big ticket purchases, like a second home, a new car or an expensive overseas holiday. That means they have more money in the bank for everything else.

You’ve got a choice. Like most people, you can develop a passive marketing mindset with your business and try to simply survive this downturn. If you choose this approach, there is a very good chance that you’ll be making less revenue or profits in 2009.

Or you can take this slowdown as a challenge. You can use it to transform your mindset, your marketing, your business and come out on top. Are you aiming to just survive or thrive during this slowdown? The choice is yours.

Dedicate yourself to improving your business. Work on every aspect of it with meticulous thought and passion. Be devoted to achieving one small improvement every single week without fail. In just 52 weeks from now, you’ll be a profoundly improved company.

“A focus on cost-cutting and efficiency has helped many organizations weather the downturn, but this approach will ultimately render them obsolete. Only the constant pursuit of innovation can ensure long-term success.” – Daniel Muzyka, Dean, Sauder School of Business, University of British Columbia

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za

 

The flipside of failure

“It’s fine to celebrate success but it is more important to heed the lessons of failure.” – Bill Gates

It was famed vacuum cleaner designer James Dyson who said, “Enjoy failure and learn from it, you can never learn from success”  who taught me the valuable lesson about the upside of failure.

The African impala has the ability to jump to a height of over 10 feet and cover a distance of greater than 30 feet. Yet these magnificent creatures can be kept in an enclosure in any zoo with a three-foot wall. The animals will never jump if they cannot see where their feet will land.

A lot of humans are similar. They are sometimes afraid to take their own leap of faith. They are afraid of risk.

Thomas J. Watson, the founder of IBM said:  “Failure is a teacher – a harsh one, perhaps, but the best… That’s what I have to do when an idea backfires or a sales program fails. You’ve got to put failure to work for you… you can be discouraged by failure or you can learn from it. So go ahead and make mistakes. Make all you can. Because that’s where you will find success. On the far side of failure.”

Embrace failure as a learning part of your life! Think about it carefully, doesn’t it make sense that in order to triple your success ratio, you might have to triple your failure rate.

“Every adversity, every failure, every heartache carries with it the seed on an equal or greater benefit.” – Napoleon Hill

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za