Sell Like An Entrepreneur; The Power of Mindset Shift and Winning More Deals
You may sell in technology space or SaaS market and engage with fortune 1000 companies, or simply provide services for smaller businesses and SMB players. You may work for a established business or a startup. This simple mindset shift will guarantee better performance and winning more sales.
Selling is simply advocating change. When you are in the position of sales, you try to influence people to do something better. Either to improve something in their business, or to add something new to their lives for their own good. In essence, it is that simple. Now if you are in B2B enterprise selling, things can become a bit complex. You are not dealing with a single point of contact and there will be wide range of stakeholders to influence and win.
If you want to act as just another “salesperson”, you are selling yourself short and this will not do any good for your clients as well. Nobody needs yet another salesperson to push them products and services for the sake of commission check. Organizations needs value adders and business leaders peering with them on solving business problems.
Entrepreneurial approach to sales is one of the key techniques that I personally use as well to make sure I can drive maximum value to my clients. The way I see myself is as Houman Inc. and I see my job as my own business.
Salespeople should see themselves as business owners, country managers or CEOs to their client based or territory. They are in charge of profit and Loss and shaping the market to their own vision. If you have a great vision of becoming #1 in the market, let’s communicate that with your clients and partners. Plan for success and deliver on your promise with the tools you have.
Let’s not forget that businesses are becoming more constraint on resources that can provide for the sales team. Including marketing and branding budget, entertainment budget etc. So this will fall on salespeople creativity to solve these challenges for themselves and also for their customers as well. It is the matter of being accountable and responsible for the outcome they promised.
Nobody has all the answers, but everybody have all the answers.
So, here is some steps that you can take and move towards Entrepreneurial sales:
1. Create a vision
Have a look at the state of business and come up with a grand vision for the business and where you want that to be in 3 years time. I will not come up with longer term vision as many things will change in the span of 3 years and you need to definitely re visit your priorities. If you are not number one in your niche, there is nothing wrong with having a vision to become #1 in your field. All you have to do is have a grand vision and plan accordingly. I personally believe the main difference between entrepreneurs and regular salespeople is that entrepreneurs are having their own version of future and try to shift people’s behavior based on their version of future. The sell their vision to the world even if their product is not fully functional. Every salesperson should get inspired by their own vision and inspire their client based.
2. Write a business plan
This is a no brainer. However, it is not simply about listing your targeted accounts or sector. Your business plan should be aligned with your vision for your business. If you want to become #1 in your sector, you need to reflect that in your business plan and design activities that get you there. This include, state of competition, where your existing target market is, where you think or guess your next target market will be, what branding and marketing activities you want to do and which influencers you want to utilize to deliver your message to the market.
I personally get advice from my coach as well to make sure that I get another fresh perspective into the game.
I will go deeper into the business plan in my future posts.
3. Own it
If you are type of person who expect things from other people and bring excuses for your performance, this is not for you. Sales in not for you. If you keep nagging about product performance, marketing budget, competition, life, market economy and Trump, sales is not for you.
You must own all the process and take the responsibility of your performance. If you are not hitting your own targets, set new targets or double down your activities. Get a coach and ask for advice. Remember, nobody has all the answers, but everybody have all the answers.
4. Invest on personal development
Those who know me, know that I am obsessed with personal development. I went to college again when I was 35 to get a Masters degree in Business, I read a book every week, I sign up for sales and branding workshops and webinars and recently got a amazing coach to help me through my journey. If you are not investing on yourself, you are dying! Period.
Do not assume you have all the answers. Go out there and become an entrepreneur who seeks answer to new questions.
About Author:
Houman Asefi is world authority and visionary and B2B technology channel sales strategist, award finalist blogger, focusing on building and scaling sales strategy and making sure companies achieve their targeted revenue.
Contact Info: Houman Asefi
Phone Number: +61 452 219 022
Email: houman.asefi@gmail.com
Blog: http://www.houmanasefi.com/
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