How to become a better salesman 101

I just spent 2 hours at Starbucks with a buddy listening to him bitch about how bad his new sales job was. Turns out he was making life miserable for himself by not looking at it from an outside perspective. After 20 minutes of some simple coaching he was fired up to get back to work and make a go of it! Got me thinking, I needed to give some free, out of the box advice today.

Successful sales is not about cold calling, superior product knowledge or being a closer, though having these skills helps. The truely successful salesman has three things in his bag that you do not have.

1. Timing: Great salesman have good timing. They are in front of the client when he wants to buy. He is at the golf course when the client wants to talk. He sees the client at a very important function that solidifies his credibility. A buyer will be buying from someone at some time, you need to be there when he does!

2. Non Sales, Sales: Great salesman never act desperate, they never act like your deal is the one that is going to allow them to hit quota and keep their job (which is usually is). And of course, the greatest salesman are never there to "sell" you something. They listen, they ask good questions and if the need arises, they are conveniently there to help fulfil a need. That is the non sales, sale. Do you ever want to do business with the desperate cold caller, who calls on Thursday at 7pm right in the middle of Survivor, asking if you want to change your paper, or long distance or if you want to upgrade your TV service? Neither do I, even if I want to upgrade to HD I am not going to do it with this desperate schmuck.

3. Follow up: This is a simple and often overlooked value. In my Mortgage and Consulting business, I make sure to contact my database every month, or every quarter depending on their current situation. I never ask for business I simply send a follow up card, a birthday card or some market update which let's them know I am here. NOTE: If you contact too much they throw it away, if you contact them only when you need them, you will not close a deal with them. No matter what you sell you need to touch your existing clients, prospective clients and future clients on a regular basis. This creates and then supports rule #1, to be in front of them when they are ready to buy.

I know everyone has to pay their bills and I know at some point, there will be a single desperate sales call that is the only sale that is going to keep you afloat. I know, I have been there. I am there at least once a year. Do not let this thought get into your head, or it seeps out of your pores, into your suit and a client can smell it from a mile away.

Good luck and make it a great day!

Start a Business for dummies Part 1

Who better to give free advice than a failed and then successful businessman and where better to get free advice than the internet and some random blog?



First things first, starting and owning a business is very hard, time consuming and expensive. Do not believe anyone who says it is a easy, it is not easy. However, with some free business 101 coaching for dummies, you can get a feel for what it really entails. If you have the drive and opportunity, make a go at it.



Location: Look in your local market, that creates a sense of community, authenticity and of course low traveling costs in this over priced oil/gas world. Local business men who meet and greet their clients over and over again are more likely to succeed because of repeat business, comfort level and of course ease of vicinity. No one has done it better than Howard Schultz, founder of Starbucks. He was trying to and did succeed in creating a local, comfortable place to grab a cup of joe, hang out and talk shop for hours. If you have not heard of Starbucks, seen 1 or 2 or maybe even 3 on your street or near you, you are from Mars. Now that is what I call a successful business.



What Business: First, make a list of what you love to do and I mean everything, from playing guitar hero 3 to cleaning toilets. There is almost always someone, somewhere in need of what you have to offer. As Dr. Suess said in The Lorax..."A thneed's a fine something that all people need". My 3 year old loves that book. Now, if loving that book were only a career choice my boy would be in great shape.



After that list is complete, look in your local market for competition of those things you love. Ex: making teddy bears like the crazy loon on Nip Tuck. Cleaning toilets, selling soap, fixing Mercedes transmissions. If you are lucky, you might find no competition and a niche market right out of the gate.



Personality: This is last but certainly not least. Do you have the personality traits of a successful person? Notice I did not say entreprenuer, that is not necessarily the key ingredient to success. I have seen plenty of businesses fail because of bad location and no love for the product being sold. Here are the tell tale signs that you can make it. Can you walk up to a stranger at the gas station and say hi? Can you balance your checkbook? Does your checking or savings account have a positive balance? When times are tough on your current job do you quit or find a solution and make it happen? Do you have a supporting spouse? These items matter because when times are tough you need be able to tighten your belt, borrower from yourself, get in front of people to sell yourself or your items, and of course, if your life at home is solid you will have more time to dedicate to running a successful business.



Part 2 will look at Real startup costs and how to finance your dream.



Good luck and make it a great day!