Regardless of the business you’re in, you are in the business of selling.
Think about it. A business can be the very best at what it does, but if it doesn’t know how to cultivate prospects and convert them into paying customers the business will not succeed. Today, business owners actually need two professions: the one for which they have studied, trained and prepared, and their “other profession,” the profession of selling and sales management that enables them to make good use of all those years of education, practice and having paid their dues.
Selling is harder today.
Let’s face it, the world as we know it has changed. With technology progressing at lightning speed, today’s customers are inundated with information and choices. The internet has increased competition and forever changed the way customers buy. In order to grow sales today, a business and its salespeople must do more than simply communicate the value of their products and services, they must “add” value. In today’s marketplace, how you sell is becoming more important than what you sell. Sales organizations must become more consultative or run the risk of becoming obsolete.
Successful companies have systems for selling.
Successful businesses are built around systems. Businesses operate according to systems in order to save time, reduce mistakes and maximize effectiveness. While almost every business has a system for operations, production, distribution, and accounting, when it comes to selling, many companies simply “wing it.”
To be successful, a company should also have effective systems for prospecting and selling, even if the sales force is no larger than the owner himself. Eventually, even business owners that have a “knack” for selling reach the point where they need to build a sales organization around them if they hope to grow. When this day arrives, they often discover that the skills that came naturally to them are not readily transferable to the people they hire. Without systems for recruiting, prospecting and selling it is virtually impossible to build a strong sales force and manage it effectively.
Client Builder Sales & Marketing can help.
Although sales is the lifeblood of any business, selling and sales management skills are rarely taught in schools and universities. Without the right guidance many small and medium-sized businesses go about the process of selling and managing a sales force all wrong, wasting thousands of dollars and countless hours in the process, commodities that are already in short supply for the typical small business owner. Client Builder Sales & Marketing has the tools and training you need to improve the sales performance of your organization and manage that process effectively.
