Do You Love to Sell? – Sales Series Part I

By Action Coach Dave Beam

I just completed a presentation on sales, and it was so much fun I decided to write a few articles addressing this very favorite subject of mine.

I absolutely love to sell my services.  However, I have observed many other business people that view sales as a necessary chore at best, certainly not something to enjoy.  Perhaps I love sales because I view salespeople and the sales process differently than most.  So what are your beliefs about sales and salespeople?

Creating the Foundation and Framework of a Great Sales System - Sales Series Part II

By Action Coach Dave Beam

This is Part 2 on my series on sales, and this week I am going to show you how to start building a great sales system that works!

You need to start by creating a great foundation and framework.  The foundation for a great sales system is a definition for sales. First, what it is NOT.  Sales is not just taking an order, nor pushing a product or service on people.  Professional sales is certainly not just throwing out a pitch and trying to persuade people to do something that they are reluctant to do.  In my opinion, these beliefs about sales are deficient and make a poor foundation for building an effective system.

Positioning: The Key to Great Outcomes – Sales Series Part III

By Action Coach Dave Beam

If you have been doing your homework, you have now defined a clear set of steps for your prospect to take, and you are ready to clearly position each step with them at the front end of every appointment or call.  Here is my recommended formula for creating a great positioning to open each meeting with your prospect: Permission, Process, Proposal, Permission – the 4 P’s of Positioning.

Connecting With Your Customer – Sales Series Part IV

By Action Coach Dave Beam

Once you have your customer positioned well (they know where you are going and have given you permission), then it is time to build some rapport and make them feel comfortable.  80% of the sales process is emotional, so setting the customer at ease is critical for a great outcome.  What I am about to share with you is one of the most powerful sales awareness tools available.

Are You Letting Your Business Grow?

By Action Coach Dave Beam

At Action Coach, we have a definition for a true business:  A commercial, profitable enterprise that works – without the owner!

Many business owners are taken back and even offended by this definition.  Others say it is a great concept but not realistic.  A few get it.  Please, set aside your “knowledge” and pre-conceived ideas for a moment, and find this “interesting”.  Once you “get this”, it opens your business mind to a whole new world.

Creating the Best Questions – Sales Series Part V

By Action Coach Dave Beam

One of the most powerful tools that a professional salesperson uses is questions.  Questions keep your prospect engaged with the process.  Great questions can help customers clarify their thinking and help you understand exactly what they want.  Remember, it’s not about what you have to sell; it’s always about what they want!

Presenting Your Products and Services – Sales Series Part VI

By Action Coach Dave Beam

Well, here it is at last.  You have established a great relationship with your prospect, positioned them well, and asked the best questions so that you have a great understanding of what they want and how they will buy.  Once you create an agreement with them concerning what they are looking for, it is time to present your solution; your proposal.

Asking for the Business – Sales Series Part VII

By Action Coach Dave Beam

Did you know that over 68% of sales people (or folks disguised as sales people) never ask for the business?  If you consider this interesting statistic, and change your ways and start asking for the business every time, your sales conversion rate will improve.

Working Through Objections and Stalls - Sales Series Part VIII

By Action Coach Dave Beam

Today I want to address a topic that every salesperson will appreciate – Working Through Objections and Stalls.  How do you respond when you get common stalls and objections like “Well, I really want to think about it” or “I’ll call you back first of the year” or “I really would like to go ahead, but I can’t afford it right now.”