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Question for I am Nameless

by bluecoyotemedia
11 replies
I am nameless

Merry Christmas

a while back we had a discussion regarding the selling of higher priced services as opposed to selling low entry service.

my feeling was that selling a higher priced package always needed higher end salespeople and you mentioned you were going thru the hiring of salespeople to sell your packages

now that your moving into a new office

congratulations by the way

have you found a way to replicate yourself in the sales process????

or are you still doing the selling yourself??

again congratulations on your new office space

I myself was contemplating moving out of the house into an office but I love taking quick breaks throughout the day and spend time with my kids.

make sure you post some pics of the new space.

here is a diary of a new start up which was done so well it re motivated me to replicate this model myself

you may find it useful

Diary of Opening A New Business
#nameless #question
  • Profile picture of the author iAmNameLess
    Hey, I missed this..

    Merry Christmas.

    I think higher priced vs. lower really depends on the sales team and how they're trained. I'm still new at this and learning so I may be wrong. I feel that the first step in having a decent sales team is the team needs to be sold. They need to feel that what we offer is the best, and businesses need it in order to expand and succeed in 2013. Then again, I don't think my sales team is going to be selling 10...20..30k projects.

    I have not figured out a way to replicate myself. I will continue to do sales but I need to focus on bigger picture stuff as well. I will need to find the right balance in order to do that I suppose. I'm still not in the office fully yet, ALMOST there!

    There is going to be a lot that I need to get used to.... a lot of adjustments.

    Small breaks throughout the day... working in my PJs... learn how to manage sales people, learn how to hire the right people, day to day operation type stuff and a lot of other things.

    The biggest thing I've learned SO FAR is to switch my thinking from all the money I'm spending into the thinking that it isn't money spent, it is money invested.

    Lots of learning man... every single day I'm learning something new.

    Thanks for the link. I thought about starting a blog to document everything, but thought it might be too time consuming. However, I think people could probably benefit from it, what do you think?
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    • Profile picture of the author John Durham
      Originally Posted by iAmNameLess View Post

      I feel that the first step in having a decent sales team is the team needs to be sold.

      Most valuable offline statement of the year!

      If you build it they may come, but if they feel shady they will run back away. Many offliners feel that just because they built a website people should be privileged to sell for them.... No you have to SELL your agents. Whenhn you start hiring your job turns from selling a servic e to recruiting, and letting them do the selling. Youur job is now to keep your people SOLD on your vision. Absolutely. This is such a Golden statement.

      I hate to say it but its true....the nicer office you have the more they believe... Its a fact. I have seen people sell off card tables in a shack...but, if you want to keep 90% of the people you hire and have them in a mentality that wild horses couldnt run them away, and they WANT to do a good job.... give them an office that says you mean business...or [present them with an image that says you mean business.... They have to be SOLD that where you are taking them is a place they want to go.

      If you cant sell your product, you have to be able to sell your people. In any event you have to be able to SELL yourself.

      Nathan, this is awesome....absolutely....deserves a whole six week course of teaching. You MUST understand the importance of SELLING yourself and your opportunity to your salespeople.

      If they are sold- you are golden.

      -John
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    • Profile picture of the author DaniMc
      Originally Posted by iAmNameLess View Post

      I feel that the first step in having a decent sales team is the team needs to be sold. They need to feel that what we offer is the best, and businesses need it in order to expand and succeed in 2013.
      Like John, I keyed right in on this statement. I agree 100% with the first sentence...only partially with the second. Your product does not need to be the very best to be sold well. Even more important is that your service is unique.

      That doesn't mean you are selling completely different services. It just means that the complete marketing mix of the company is different than any other. You can differentiate in many, many ways like location, delivery (schedule, method, media, quality), service, personality, specialty (we only service x,y,z companies), and lastly price. I put price last because it can be the most difficult way to differentiate.

      ONLY - That's a powerful word. If you can come up with three or four (or more) ways you can say "we are the only company that..." you will have a much easier time attracting your perfect clients and selling them. If you can sell your sales team on the idea that you have high quality services and are the only company that does x,y,z...then they will have no problems selling.

      I thought about starting a blog to document everything, but thought it might be too time consuming. However, I think people could probably benefit from it, what do you think?
      I think it might be useful, but...do you really have time?
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      • Profile picture of the author iAmNameLess
        Originally Posted by Prevalent View Post

        Like John, I keyed right in on this statement. I agree 100% with the first sentence...only partially with the second. Your product does not need to be the very best to be sold well. Even more important is that your service is unique.

        That doesn't mean you are selling completely different services. It just means that the complete marketing mix of the company is different than any other. You can differentiate in many, many ways like location, delivery (schedule, method, media, quality), service, personality, specialty (we only service x,y,z companies), and lastly price. I put price last because it can be the most difficult way to differentiate.

        ONLY - That's a powerful word. If you can come up with three or four (or more) ways you can say "we are the only company that..." you will have a much easier time attracting your perfect clients and selling them. If you can sell your sales team on the idea that you have high quality services and are the only company that does x,y,z...then they will have no problems selling.



        I think it might be useful, but...do you really have time?
        I agree with you, I think I may have phrased that wrong. I meant that I think it is important for the sales team to believe that what we offer is the very best.

        I think it was Bob Ross, or maybe Claude that made a post saying he had some sales people quit when he explained that it wasn't that the product was the best that they were able to make sales... that just kind of stuck with me, and made sense. There are seasoned sales people that can sell whatever they want without believing in it. I just believe it will help my team if they were sold on it believing we were the very best.

        ONLY... yeah, you're definitely right. Gave me something to think about. I have never really had a problem with selling, but now it isn't just going to be me selling.

        And you're probably right again... not going to have the time. I haven't had time just to do stuff on a blog for one of my sites that is currently pulling in money. How can I find time with all this to do a completely new one? Perhaps though, I can fit in a monthly report... that isn't very daunting. If I can do more, great, but I should be able to set aside an hour a month to put something together not just for other people on here, but for myself to reflect.

        Thanks Prevalent.
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        • Profile picture of the author kenmichaels
          Originally Posted by iAmNameLess View Post

          I think it was Bob Ross, or maybe Claude that made a post saying he had some sales people quit when he explained that it wasn't that the product was the best that they were able to make sales...
          It was Claude, and Nathan, please take this to heart bro.

          Read what he has to say every chance you get. Heck. Reach out to him if you
          can. He is old school / new age / true understanding.

          He has what you want and he loves the process and from what i can see
          loves to pay it forward and share the building blocks.

          He might not be the mentor i suggested you get, but i am positive
          you can learn a shit ton, if you just allow yourself the luxury.

          I may be wrong but i have a strong feeling that you can obtain his knowledge, simply by asking.

          More important then all of that. You can tell he loves what he does,
          any time you can get some one to talk about their passion,
          you cannot help but learn.
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          Selling Ain't for Sissies!
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      • Profile picture of the author Claude Whitacre
        Originally Posted by Prevalent View Post

        Like John, I keyed right in on this statement. I agree 100% with the first sentence...only partially with the second. Your product does not need to be the very best to be sold well. Even more important is that your service is unique.

        That doesn't mean you are selling completely different services. It just means that the complete marketing mix of the company is different than any other. You can differentiate in many, many ways like location, delivery (schedule, method, media, quality), service, personality, specialty (we only service x,y,z companies), and lastly price. I put price last because it can be the most difficult way to differentiate.

        ONLY - That's a powerful word. If you can come up with three or four (or more) ways you can say "we are the only company that..." you will have a much easier time attracting your perfect clients and selling them. If you can sell your sales team on the idea that you have high quality services and are the only company that does x,y,z...then they will have no problems selling.



        I think it might be useful, but...do you really have time?
        What an intelligent post. Yes, Unique. I would go further than that. It must be unique in a way that you can hinge a sales presentation on.

        For example...for years I sold a vacuum cleaner that was good quality, but it had one feature no other vacuum had. You could custom adjust the height of the nozzle to fit any carpet. By itself, not a big deal.

        But I created a presentation and demonstration around that one feature. I made height adjustments the most important feature of any vacuum cleaner. I had no competition, because no other machine could do what mine did. And I had a small crew of salespeople. They had to believe the presentation. Everything we said was true, but we focused on that one unique difference. Very successful.

        Yeah, your people have to be sold. They have to drink the Kool Aid. (Thanks Reardon) And never think you can confide in them that you think anything different.

        Price and terms are another way to be unique. Most expensive, longest terms, lowest interest rate, fastest delivery, best guarantee. Whatever you have.
        Personally, I would take the best unique feature you have and concentrate on that.
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        • Profile picture of the author iain1066
          Webinar selling is good for new salespeople. Have them send out the invitations and follow up for attendees, which is a low resistance way to ease them into telephone prospecting, and then have them watch you make the en-masse pitch. This way they can hear the questions you are asked and how you handle them.
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    • Profile picture of the author bluecoyotemedia
      Originally Posted by iAmNameLess View Post

      Hey, I missed this..

      Merry Christmas.

      I think higher priced vs. lower really depends on the sales team and how they're trained. I'm still new at this and learning so I may be wrong. I feel that the first step in having a decent sales team is the team needs to be sold. They need to feel that what we offer is the best, and businesses need it in order to expand and succeed in 2013. Then again, I don't think my sales team is going to be selling 10...20..30k projects.

      I have not figured out a way to replicate myself. I will continue to do sales but I need to focus on bigger picture stuff as well. I will need to find the right balance in order to do that I suppose. I'm still not in the office fully yet, ALMOST there!

      There is going to be a lot that I need to get used to.... a lot of adjustments.

      Small breaks throughout the day... working in my PJs... learn how to manage sales people, learn how to hire the right people, day to day operation type stuff and a lot of other things.

      The biggest thing I've learned SO FAR is to switch my thinking from all the money I'm spending into the thinking that it isn't money spent, it is money invested.

      Lots of learning man... every single day I'm learning something new.

      Thanks for the link. I thought about starting a blog to document everything, but thought it might be too time consuming. However, I think people could probably benefit from it, what do you think?

      Iamnameless


      I think you should definetly post a diary of your adventure

      BUT

      you need to charge for this and DO NOT do this for free.

      I think when you have paying customers it will keep you disciplined in keeping the journal going.


      I myself am contemplating doing the same with a new start up. and take and initial budget of $15000 seed money build system to generate $25000 a month initial goal in 12 months which I think is a reasonable goal.

      I had just ended a bad partnership ( NO MORE PARTNERS LOL) and I want to replicate this model for 2013

      the only difference

      I want to work ON my business NOT in it if this makes any sense.

      this thread was very inspirational.

      Diary of Opening A New Business

      my biggest weakness in whatever I am doing I always seem to have that bad programming

      if you want something done right than you have to do it yourself

      which is totally wrong and limiting.

      I look forward to your updates on your progress

      2013 will be an exceptional year for those that take action.

      Eddie

      PS. you should come to costa rica for a few days I have a great place that's nestled in the mountains of heredia. you have an open invite. as well as john Durham
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      Skunkworks: noun. informal.

      A clandestine group operating without any external intervention or oversight. Such groups achieve significant breakthroughs rarely discussed in public because they operate "outside the box".
      https://short-stuff.com/-Mjk0fDExOA==

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      • Profile picture of the author iAmNameLess
        Originally Posted by bluecoyotemedia View Post

        Iamnameless


        I think you should definetly post a diary of your adventure

        BUT

        you need to charge for this and DO NOT do this for free.

        PS. you should come to costa rica for a few days I have a great place that's nestled in the mountains of heredia. you have an open invite. as well as john Durham
        I would agree with you but I know a lot of members on this forum would probably like to read it, and would likely love to pay for access. I just don't want to charge for it. I'm a big believer of free access to knowledge and information. I definitely won't charge for it, but anything along the way that I find may be useful to readers maybe give them affiliate links so the site can pay for itself. I'll make money when I publish a book or start speaking at conferences, lol.

        And I would definitely take you up on the offer to come out to costa rica. Sounds pretty awesome. Only question is, when could I set time aside? Jan 2014 is looking good, lol.
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  • Profile picture of the author Rearden
    Brew the Kool-Aid...
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  • Profile picture of the author uriegas52
    I think that having a unique product would take you a long way. There are to many people out there selling the same products or ideas. You need something that people will say hey I never heard of that. Or something that most people can use that's an improvement vs the old idea. Just my opinion.
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