The Art of Selling - Joe Galea
Posted by Member Solutions on Thu, Dec 29, 2011 @ 07:00 AM
Selling is happening everywhere in your school. You can accelerate your growth even by providing your entire staff with a basic level of sales training. Too often though, staff is left to their own accord and opportunities for business growth are missed.
To get on track, I’d like to make three suggestions for your upcoming staff meetings:
1. Introduce the concept that selling (business development) is happening 24/7 at your business. Discuss how even the smallest task can relate back to sales. It’s a fun exercise and will drive the new philosophy home with your team.
2. Dispel the common misconception that selling is just the ability to persuade others to “buy” and overcoming objections. Show your team that true selling is an understanding of what your ideas, solutions, products and services will mean to those who should absolutely buy from you. This is a different perspective and does add some complexity to the sales function. It’s also the art of selling and when done well, your business will skyrocket.
3. Share with your team the Selling with Urgency article series. This series provides a summary of my interview with Andy Gole, the creator of the Urgency-Based Selling System® which will help you introduce the above concepts.
The series covers:
• Social versus Business Values: Identifies behaviors in the business environment that we learn from social experiences that negatively impact performance.
• The Change Process: Discusses the Three Paradigm Shifts (values, sales process and messaging) that are necessary for change to take place.
• Interest versus Urgency: Provides techniques to move conversations from a non-progressive state to one that enables decision making.
• Material Difference & "Defend"ability: Enables you to pin-point how your ideas, opinions, product or service can make a positive difference for someone in a unique way.
• The Standard Sales Call (process): Offers a step-by-step approach to take a prospect through a thought process which includes initiating and fertilizing the conversation, fact finding and problem solving, and managing the opportunity.
• Proving Kit & Payment in Kind: Helps you assemble supplemental materials and action steps to overcome skepticism.
• Must Have & the Reversal Curve: Prepares you to identify all the critical points required for the prospect to make a decision.
This hour-long interview with Andy Gole is also available in audio format. CLICK HERE to download the MP3.
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Joe Galea is President of Member Solutions.
Enhance Your Sales Process at Bootcamp 2012
Andy Gole, creator of the Urgency-Based Selling System®, and Joe Galea, President of Member Solutions, will present at Business Bootcamp 2012 - March 31st and April 1st at the ACE Conference Center in Lafayette Hill, Pa.
Attend their session to learn essential sales techniques and develop your skills through an interactive workshop. CLICK HERE to learn more and register for Bootcamp today!
