The Salesby5 Blog

Yesterday was about focusing on one or two things and maximize them by figuring out how to become the best in the world at it.

Today: Telling the story!

Selling more with less effort: Pictures tell a thousand words. A thousand words is a lot. Pictures are remembered when viewed and words are remembered when read. Stories are forever. Stories move people, products, and services. What story are you telling? We know that most sales people show up and throw up, which is the problem. If they aren’t, they are taking facts, figures, features and faux reality. What people want is the story of how this worked, helped, solved pain, created revenue, eliminated the problem or as we call it, the real reason to believe. When you were a kid, stories were gold. Today, stories are gold too, we just forgot to master telling the great ones of what we do and how we do them. Great stories start inside the company and go out. They are the news in the huddle at 9:15am each morning and the topic at lunch.

Summary: write your story, tell it well, tell it true, and tell it to many!

 Photo by marklarson – flickr

Yesterday was all about future focus being 10x more predictive of success.

Today: The ability to dominate your market!

You have it or you do not. The data proven number one reason people do not sell is they talk too much, and number two, they have no true value that they offer. It happens to us weekly and sometimes by people interviewing with us. The most (sadly) remarkable, are the ones you have two and three meetings with and you still have no idea what value they offer or what benefit they provide.

This reinforces the importance of your message clarity verbally and in writing.  If you advertise, does it work?  And how do you know?  We have seen our clients, prior to us getting involved, spend $30,000 in one business journal without ever getting any response or business from the advertising. What you say and what you do must have a dramatic difference to make an impact.  Just to be clear, you have a 370% greater chance of success and profitability if you have dramatic difference. What is dramatic difference?  Let’s say you are selling a Honda Accord that gets 21 mpg in the city, meanwhile the Toyota Prius is getting 48 mpg in the city. Though both brands are great, Honda becomes low value and Toyota, high.  You now have to find a way to make your offer twice as valuable as your competitor’s. Get serious about value.  What can your customers not live without?  What can you make available that hasn’t been done yet?  That is your start and your finish to the dramatic difference!

Summary: Get serious about where you can dominate your market. What can you really offer? Focus on that for all of your customers. Do not try to be what you are not.  Just focus on one or two things and maximize them by figuring out how to become the best in the world.

Fuel Economy Source – http://www.fueleconomy.gov/FEG/bestworst.shtml

Photo by flickrsquared