This week at the Thrivetime business coach Show I have learned more about the importance of sales. Selling is the key part of any business if nothing gets sold then no money is made, if no money is made then no one gets paid. Therefore selling should be the number one priority. Unfortunately, there are many business owners and employees who oftentimes allow all other aspects of the business to get in front of the most essential part, selling. When it comes to sales, few are taught or trained up prior to starting their occupations.
Thankfully at the Thrivetime Show, selling is one of the first processes trained for all new business coach employees. When it comes to selling, everyone can sell, however, only some people choose to sell. It is up to the business owner to make sure when hiring and training that selling is the first lesson covered. Just like when making a S.M.A.R.T goal; the first step is to make the goal specific. It is imperative to clearly specify what service or product is being sold and to measure the number needed to be sold to make a profit.
When it comes to selling, everyone can sell, however, only some people choose to sell.
Once the service or product to be sold is clearly specified then it is important to measure the amount needed. This can be done by setting daily performance standards to be hit. After the specific numbers are given, set a time that the numbers must be met. Measuring sales are important in ensuring that the profit point gets hit.
Selling is about transferring energy.
The excitement the seller has about the product or service being offered must be transferred to the buyer in order to gain a purchase. This is where training comes in, many people operate on low levels of energy and are not used to bringing showtime to their face to face interactions. With the proper training given, showtime is hard work but can be achieved by employees.
The sales quota or profit point must be realistic. This means that the product or service being sold must be set at a price that will create a profit but won’t turn buyers off. The only way to find out what price sells and what doesn’t is by trying out the different price points until you find one that sells. Many business owners may think the idea of randomly changing the prices on service or product is insane. Let me ask this if you don’t experiment with what works how will you ever find out? Try one price one day and change it the next until the bills are paid and a profit is made.
To recap, remember that selling is the top priority of the business. The process to selling begins with providing a real product or service, the next step is to provide the service and/or create the product well enough that the business coach client wants to purchase. Remember to bring showtime to each and every encounter, the high energy brought must be transferred to the clients. Set measures to keep track of who is selling and who isn’t, take the steps needed to improve actionable and realistic. Finally, remember that the true purpose of the business is to serve the owner as a vehicle to pursue happiness.