Sell the Sizzle not the Steak

At ActionCOACH we define selling as “Professionally helping people to buy”. Its based on the principle that people hate to be sold to but they love to buy things.

The most common mistake that people who go into sales make, is that they think that they have to be great at talking and that they have to talk all about their product and the features of their product or service.  The reality is that the customer probably does not actually want the product or service that you are offering but they may want what the product or service delivers. i.e when a person asks for a drill bit in a hardware store, do they really want a drill bit or do they want a hole in the wall?!!

I recently witnessed a presentation on a product which “featured” a lot of technical detail. I observed that the sales person had lost the crowd within 2 minutes because he was blinding them with technical information. The product he was selling could help the same business really increase their sales and profits but he missed the point and missed the sale. If he had asked them first about what they expected from the product and how they would measure their return on investment, he would have had a greater degree of success.

If your sales approach needs to change to reflect today’s market then take action now. Call us on 065 707 9873. You may not want to have a business coach but you may want what we can deliver – increased profits guaranteed.

Culture eats strategy for breakfast…

Have you ever wondered why so many business fail, even though they seem to be doing all the right tings to grow their business. The answer very often lies in the culture of the business – or lack of it.

At ActionCOACH we use the word culture to encapsulate the combined values of a business – the things that it stands for, the things that drives it on and the “rules” by which the business is run. The culture underpins the Vision and Mission of the business.

Take the time in your business today to really understand your culture – If you need help – please contact me.

Once you understand exactly what the business holds dearest, use this to communicate with your team. The culture of the business must challenge people to be better and have higher standards – If you need help doing this, drop me an email.

Over a period of time, communicate your vision, your mission and  your culture to your team by what you say and by what you do every day. Sustained and consistent focus on developing a culture is what allows it to exist and flourish. Remember there is always the gravitational pull of negative forces to work against to the culture has to be strong and empowering for you and your team. If you need help with this – call me.