Episode 7 “What Brings You In Today”?

In this episode of TriangleCast, Writer Jason Guigno and Entrepreneur Corey Jeffreys discuss sales. You will recall that we discussed turning a hobby into a business last episode, and this one we discuss the sales process, hiring a sales person, prospecting, closing, and more.

Jason’s rules include:

The Three P’s of Sales: Product dictates the Process and the Personality. You must have the right process linked to your offering, and the personality you hire to make the sale must have the ability, organization, and or patience that align with the produce. More complex sales require a more organized individual, and hiring a patient sales person in a highly active/aggressive environment can cause trouble.

Create the relationship before you need to make the sale: This one is not possible for all sales roles. In many sales roles though, it is important to be part of the groups and known as a participant or influencer before you are known as a sales person. If people think you are only trying to pitch product, they will always

Gather as much information as possible: Don’t simply answer questions without understanding the context first (Be reasonable/forthright of course, but understand what they actually need, not just what they are asking for).

Have two target lists: One of prospects, the other of groups that you need to be involved in.

Identify and have plans to address common objections: Take note of the objections you hear the most, and remove it from the table.

Batch your activity: Emails, Phone Calls, Social, etc.

Use Tools like Linkedin and Manta to identify your decision makers.

Books recommended  include: The Sandler Rules, Pre-Suasion, The Little Red Book of Selling, and The Challenger Sale, and How to Win Friends and Influence People

Corey Jeffreys “Help Me” Business Consulting can be found here, and you can use the Promo Code “HelpMe17” for a 50% discount.

As always, TriangleCast broadcasts from the RTP Frontier in Research Triangle Park, North Carolina. We record using Ubuntu Linux and Audacity Software.

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