Learning to sell

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toastking

  • #1
    A bit of background first... I worked for a few years, went back to education and got a business degree. I want to start my own business but think I need to get some more skills behind me and then a big idea first. So...

    I have been starting the ball rolling by working on some small projects and helping other people out with their businesses, whilst professionally I start as an Internal Account Manager on Monday...

    Basically, part of the role (or a lot of it) will be attempting to sell the services and accompanying products to the current client base in a more efficient manner. Now I am already working overtime in learning about accounting software, computers, servers, IT support etc (which the company sell), but I was wondering if anybody could give me any advice, or point me towards websites and books that have helped them in learning how to sell effectively.

    Although it won't be the whole of my job, its what I want to be good at as its the skill I want to perfect. Heres to hoping you can help me get kick started.
     
    B

    BristolSG

  • #2
    Hi, I used to sell IT services for a couple of years. When I first started, I went to meetings along with a technical person so if the conversation got technical I was safe! After a few months I got the hang of the technical stuff.

    The funny thing though is that decision makers don't really care too much about the technical stuff. They only get interested in technology that will save them money or allow their staff to work quicker i.e. make them more money!

    The good thing about selling IT is that there is sometimes a 'scare factor' involved e.g "if you choose not to upgrade / swap out your 20 year old server, in the event of its death, the business would be crippled and people would not be able to work"
     
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    T

    toastking

  • #3
    I won't be attending meetings to begin with, it will mainly be calling or emailing customers and dealing with incoming enquiries where the current clients are trying to get something they need.

    The company seem to sell a lot of support services and systems that report and resolve problems automatically, so its kind of like insurance and then maintenance in order to keep everything working well.
     
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    D

    danielmeade

    Free Member
    Aug 13, 2010
    151
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    London SE1
  • #4
    I was in sales for a while, can't say I liked it all that much but fortunately found myself to be fairly good at it (As I was on 100% commission at the time I sure needed to be!). One thing I would advice is to build rapport. Relationships are everything, Ok it can mean it'll take a little longer to close someone effectively, but the advantage being that this person is then likely to be in it for the long haul.

    Make good use of LinkedIn, I check in with past colleagues still in the sales field and they are using LinkedIn specifically as a tool to connect with, create leads and develop relationships with people.
     
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    T

    toastking

  • #5
    I already have a LinkedIn account so will make sure I use that. I have done a lot of research into the psychological side of business and so you have reminded me to pull out my books from my dissertation days. I really thought somebody would have a website or book that might be useful, looks like just getting on with it might be the only way.
     
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    B

    BristolSG

  • #6
    There are some pretty good books out there:

    'How to Win Friends and Influence People' - Carnegie
    'The Sales Bible' - Gitomer
    'How I Raised myself from failure to success in selling" - Bettger

    These are pretty good and give you an insite into how people make buying decisions and common things people do that can kill a sale.

    My favourite is the last one on the list as it's pretty much just a collection of stories so its a very easy read.

    Hope that helps
     
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    I

    InternetMarketingTrainer

  • #7
    Anything by Brian Tracy will get the ball rolling for you. If you head over to Amazon and search on selling books you will find many of his there..

    The psychology of selling and advanced selling strategies are 2 classic every sales person should have.

    Top tips

    1. Build rapport
    2. find out what they need and what is important to them
    3. Position your product if it is relevant ( align the feature to the benefit " which means that" )
    4. Then Close


    Hope this helps

    Denise:)
     
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    APC Nexday Overnite Ltd

    APC Nexday Overnite Ltd

    Free Member
    Nov 17, 2008
    282
    39
  • #10
    Im 21 and I started doing the sales side of the family business around two years ago.

    I didn't read any books I just got straight into it.

    Through doing other roles in the company such as the customer services side, going out with a driver, accounts etc (and being in work every time we had a six week school holiday) I knew the business inside out and so when I get asked a question which your general salesperson would then have to go and ask a department for I already knew it.

    I started off ringing round and the first customers I contacted were customers we delivered to. I then looked at our biggest customers and then rang other businesses which were in the same field as them.

    My first meeting ever was... bad but also brilliant. I was shaking, going red, nervous, stuttering etc but the first thing I did was tell the MD of the company I was seeing that it was my first time.. instantly "I remember the first time I tried selling our products", from that it enabled me to relax and then discuss our services in a more comfortable manner. It also was a good starting point of conversation and enabled me to find out a lot about his business.
    That was the first person I had ever been to...the first person that ever had opened an account with ourselves and although they don't send the most out them to me was definetly the biggest achievement.

    That's another thing. Don't go in there and straight away say our service is this and that we can do this and that for you. Instead find out about that company FIND OUT ABOUT WHAT THEY NEED! Then demonstrate how your services and products will help them.
     
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    T

    toastking

  • #11
    I managed to find a good copy of 'sell to win' on amazon for £3 inc postage and packaging so that was a bit of a bargain (take a look if you haven't got it because there were some bargains on there).

    I unfortunately don't have the same situation as the last post, I am going into the role without having learnt the company or the business. I passed the little set of tests they made me take to examine my knowledge of computers, servers, software etc and see if I would research things I didn't understand... So I guess just read that book and get on with it... Thanks one and all
     
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    T

    toastking

  • #14
    It turns out I am doing some very interesting stuff, I have a lot to learn about, but in the future it might be that I can help some of the other members here out whilst earning brownie points at work, which would be a good.

    The company sell complete It solutions, selling support, software and hardware inc payroll, accounting, point of sale, CRM etc.

    Its been a good few days of pure learning, I get released on my customer base next week. Bought the book by Richard Denny which seems like a good read so far, already about 40 pages through it and I only got it this morning!
     
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    captaincloser

    captaincloser

    Free Member
    Mar 20, 2010
    2,754
    1,130
  • #16
    Actually, in serious business, and it's all serious, the very last thing you need is the Del boy attribute mentioned above.

    I imagine you know that ? Very clean shoes, and smart clothes and the most polite and endearing voice you can muster may however help you greatly. The shoes are key as many could confirm. Be single minded and determined...

    Also a good ear for listening and the ability not to 'talk past the sale' are important. I am sure others can give you good advice on here too...but nothing 'Del boy' will get you anywhere in business. It was a comedy show....
     
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    T

    toastking

  • #17
    I didn't want to say but the very good book I am reading (after a recommendation from here) said almost to the word not to have the 'del boy' persona and my boss has already said not to just gabble on like a london market seller... thanks for all the advice though everyone.
     
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    D

    David Berry

  • #18
    Are you really passionate about what you are selling? Are you excited by the products the company offers? Would you buy what you are offering? If yes, then brilliant. All you need to do is share your passion and sell the benefits? Focus on benefits not features and you will be fine.

    If you are not passionate about what you are offering and it is just another job then, it is more tricky to be successful.

    If helping people by showing them the benefits of your product is what drives you, you will find it a whole lot easier then if it is the commission that you need to earn from the same - any sale.

    If you would like to supplement your income and create a safety net, I can introduce you to remote freelancing - it is a whole lot easier than cold selling, I promise you. Get in touch.
     
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    L

    Lorro2

    Free Member
    Dec 29, 2009
    175
    30
  • #20
    Frankly the world doesn't need any more marketing and managements consultants, sales gurus and all the rest of it. What we need in Britain is to get back to making things and providing services that people want and they will effectively sell themselves.
     
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    internetspaceships

    internetspaceships

    Free Member
    Sep 7, 2009
    6,918
    2,320
    York UK
  • #21
    danielmeade said:
    I was in sales for a while, can't say I liked it all that much but fortunately found myself to be fairly good at it (As I was on 100% commission at the time I sure needed to be!). One thing I would advice is to build rapport. Relationships are everything, Ok it can mean it'll take a little longer to close someone effectively, but the advantage being that this person is then likely to be in it for the long haul.

    Make good use of LinkedIn, I check in with past colleagues still in the sales field and they are using LinkedIn specifically as a tool to connect with, create leads and develop relationships with people.
    Click to expand...

    Linkedin as great if you use it properly but whatever you do don't link to your clients.

    Your competition has absolutley no problem linking to them all too and then messing with them. It's one of the biggest uses of Linkedin going.

    Imagine the scenario. You are in the same trade as me and looking to expand your client base. We get along ok, and I add you to my links. You then have free access to my clients- -

    I cannot believe how many people are green enough to do this.
     
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    G

    galewinters11

  • #31
    In my personal experience, books and online sources have never really helped me with my selling skills. What you need to do is attend a marketing class. You can even go to a personality development class so that you can build the confidence needed to actually sell a product.
     
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    M

    MarkAndrews IMCopywriting

    Free Member
    Nov 16, 2010
    41
    10
  • #32
    A little tip, literally...

    Find out what the story is behind whatever it is, the product or service you are trying to sell on behalf of your clients.

    Good story lines capture the public imagination and believe it or not, will help you to sell more product and overcome buyers objections much more easily.

    Best,


    Mark Andrews

    toastking said:
    A bit of background first... I worked for a few years, went back to education and got a business degree. I want to start my own business but think I need to get some more skills behind me and then a big idea first. So...

    I have been starting the ball rolling by working on some small projects and helping other people out with their businesses, whilst professionally I start as an Internal Account Manager on Monday...

    Basically, part of the role (or a lot of it) will be attempting to sell the services and accompanying products to the current client base in a more efficient manner. Now I am already working overtime in learning about accounting software, computers, servers, IT support etc (which the company sell), but I was wondering if anybody could give me any advice, or point me towards websites and books that have helped them in learning how to sell effectively.

    Although it won't be the whole of my job, its what I want to be good at as its the skill I want to perfect. Heres to hoping you can help me get kick started.
    Click to expand...
     
    Upvote 0
    T

    toastking

  • #33
    Thanks for all the advice, this thread has really taken off and I have taken a lot from it. I have learnt about the product big style but spent even more time developing myself and working on learning about the customers and developing information on them so that I can remember what to say and what I think I can approach them with. I am not doing as much selling as I thought I would be, a lot of its order fulfilling which is a lot easier and is good for boosting confidence. I can tell its becoming easier just because I have the confidence in myself, the product (and my knowledge of it), the companies and of the team I am working with.
     
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    V

    Vicarious

    Free Member
    Dec 5, 2010
    91
    20
  • #34
    OldWelshGuy said:
    the best sales book I have ever read is 'selling to win' by Richard Denny. it really is a step by step guide for people who want to succeed in sales. I always bought a copy for anyone I took on.

    If you buy 1 book, then make it this one :)
    Click to expand...

    I had never heard of this guy then he was a speaker at a Chris Cardell conf and he stole the show for me. Nice and simple, no fancy jargon.

    My favourite was, if you go to B&Q for a drillbit, what are they selling you? A hole in the wall - that is the product
     
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    T

    toastking

  • #35
    Vicarious said:
    I had never heard of this guy then he was a speaker at a Chris Cardell conf and he stole the show for me. Nice and simple, no fancy jargon.

    My favourite was, if you go to B&Q for a drillbit, what are they selling you? A hole in the wall - that is the product
    Click to expand...

    Yeh this example was mentioned in the book, I finished it in a week or so, this alongside learning intensively about products and services so it was definitely a good book! I don't agree with some bits of it, but the vast majority of it sounds great and today it even helped me with my profressionalism which I believe is why an order went through! Definitely a great recommendation.
     
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    V

    Vicarious

    Free Member
    Dec 5, 2010
    91
    20
  • #37
    bitesoftwarecom said:
    I don't get it.. what does it mean?
    Click to expand...

    It means people buy a solution not a product. No one is interested in the merits of a great drill bit, they are willing to pay for a solution to putting a hole in the wall and the how it is done often is not interesting.

    It puts the old selling benefits not features into context and helps you think about what a customer wants to achieve. It also helps you to ask the question, what do you want to do with this kind of product instead of regaling a customer with 'this is what it does'

    Nice fellow too Denny - only speaker (who wasnt selling something) who hung around to speak to people afterwards.
     
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    M

    MASSEY

  • #38
    Vicarious said:
    It means people buy a solution not a product. No one is interested in the merits of a great drill bit, they are willing to pay for a solution to putting a hole in the wall and the how it is done often is not interesting.

    It puts the old selling benefits not features into context and helps you think about what a customer wants to achieve. It also helps you to ask the question, what do you want to do with this kind of product instead of regaling a customer with 'this is what it does'

    Nice fellow too Denny - only speaker (who wasnt selling something) who hung around to speak to people afterwards.
    Click to expand...

    Well when i buy a drill bit if it has not got the merits of long life then i do not buy it. So your analogy is a bad one.
     
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    Vicarious

    Free Member
    Dec 5, 2010
    91
    20
  • #39
    MASSEY said:
    Well when i buy a drill bit if it has not got the merits of long life then i do not buy it. So your analogy is a bad one.
    Click to expand...

    Its not my analogy it is Richard Dennys and just means you dont get it. You could be offered a screwdriver with a long life but that wouldnt put a hole in your wall.

    To carry through his point, the salesman comes up to you in B&Q (ha ha that is the bit of the story that doesnt make sense). The saleman thinking about the product will offer you the long life diamond tipped drill bit with the carry case.

    The solution based salesman will say how deep is the hole, how big is the hole, what material are you drilling, do you drill lots of holes like this and will offer you a product for the solution you need.
     
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