Start Before You're Ready by Mick Spencer

Author:Mick Spencer
Language: eng
Format: epub
ISBN: 9780730366270
Publisher: Wiley
Published: 2018-08-28T00:00:00+00:00

JOT DOWN YOUR THOUGHTS HERE

You’re not in sales? Think again.

We’re constantly selling ourselves; it’s not just salespeople who need to sell. In employment we need to sell our ideas, get backing for initiatives, sell ourselves to get a pay rise, and so on. As an entrepreneur you’re selling non-stop. As a parent you’re selling ideas, behaviours, and better decisions and life strategies to your children. As a spouse you need to sell constantly to get your own way, right? So what is selling?

Let’s say the world is ending — it’s about to explode, and Richard Branson has a rocket ship, but he’s only got one seat left. You have two minutes to tell him why you should get that seat. People often think selling means a pitch like this:

‘I’ve achieved X and Y. I’m a positive person. I’m young. I’ve got great ideas and know how to execute. I’d be a great addition to your team.’

But this isn’t a very good sales pitch. Instead, you could say:

‘Richard, I know you’re going into space and you’re not coming back. Where are the gaps on your team? What don’t you have to successfully live in outer space?’

‘We have all the engineers and technicians we need, sorry.’

‘Okay, and how are you planning to eat? Do you have a chef, someone to cook for everyone and organise meal plans?’

‘Well, actually, we don’t have a chef …’

‘Cool. Hi, my name’s Mick and I’m a trained chef. I’d love to complete your team so we can survive out there.’

Selling is about asking questions to find out the problems people have, and then listening to their answers. From there, find the win–win. No matter how innovative and amazing a product, service, idea or strategy is, if it’s not what the other person is looking for, there’s no sale. The art of the sell is to build a relationship and find out the other party’s needs. And remember: sometimes people won’t buy what you do, they’ll buy why you do it and who you are.

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