Easy to Sell For (ETSF) We must strive to make our companies Easy to Sell For (ETSF). By Daren Goldin, owner and founder, Goldin Solar. Shortly after the meeting we received a health check from Lindsay that clearly showed the areas in which we were good, and the areas where improvements were needed. Short selling in the cash market in India is confined to day trading only which means you have to cover your short positions before the market closes for the day. By Philip A. Gerber. If sellers of the future wish to break through and get their message heard, mastering the core principles of inertia, advocacy, the feelings are critical. There has to be a link between what your business provides and a positive impact on performance, satisfaction, resources or whatever the customer is prioritising. Firstly we can confirm that the HR audit was totally free. The entity purchase agreement is a written agreement that involves the company and the … I think that pretty well sums it up, but I'm open to new ideas. Following are three principles of timing the sale of your business: Sell when your business is on an upswing. Principles of Selling Chapter 3 Types of Customers • Producers o Products included in manufacturing o Products and services to support the manufacturing operation • OEM Purchasers o Goods to use in making their products • End Users o Goods and services to support their own production and operations o Capital Equipment: Items as major purchases such as mainframe computers and machine tools o … “James Gray initially engaged Gateway HR for some advice around the departure of a senior, long-serving staff member. Customers rarely buy a product because of its features and benefits alone; they buy because they need a solution to a particular problem. 90% of businesses are discouraged by the effort and knowledge that is required to become more professional about selling. Sales Are Built on Trust The Three Principles for Selling in a Virtual Setting. I would like to share 3 key principles of professional selling: If you lose sources of revenue, the business will likely fail. A belief that a purchase will produce a good... 2. Limit the rights you sell to those who have the wherewithal to exploit them and generate income. The advice we got was clear and concise and the team were always on hand to support decisions that were being made around contractual obligations. Modern buyers are more empowered, skeptical, and peer-driven than ever before. By SPW | March 19, 2020. The essence of what I've learned in over a decade of writing about sales. Referred to as short selling. Tweet. Contrary to much of the foolishness that gets passed around as "sales wisdom," customers will only buy from you if they trust you, respect you, and like you. This is impossible when your mouth is open. Meaning If your aim is selling for the sake of making a sale, you can forget it with Generation Z. If you lose sources of revenue, the business will likely fail. Principle 3 – Understand the 4 Ps This is a very old principle but still has validity – most people have heard of the principle from school, college or university. Goldin Solar. Their attention is divided, and distractions are common. 3 Core Principles of Sales Mastery 1. Our Sales Boot Camps provide insights, tools and techniques that help sales professionals with these 3 principles (and more) and how to overcome the issues that affect 90% of sales teams today. Like this post? Everything else pales by comparison. Whilst I harbour a significant level of bias, the sales profession enables businesses, economies and individuals to grow and succeed (when the barriers are overcome) and no business can survive without it (done well). Virtual selling requires a significant shift in the use of traditional selling skills. Complimentary Brief. IMHO, selling can be boiled down to the following basic principles: When you're having a conversation with a customer, your main goal is always to figure out how (and whether) you can help that customer. Home » Brief: The Three Principles for Selling in a Virtual Setting. Successful sales strategy development requires focus, adaptability and the courage to recognise what you can do well and what needs further development. Goldin Solar. It’s a complex process of human behavior with no shortcuts. . Course: Principles of Selling PS 3 Students will understand consumer and business buying behavior. Marketers who increased sales took deliberate steps based on proven sales principles and techniques. To ensure the safety of our team, customers, and society as a whole, Goldin Solar is offering remote solar sales appointments. I can’t recommend Gateway highly enough for the way that they have taken care of my HR, sorted it out professionally and left me to concentrate on what I do best. Our business is growing fast (we’ve doubled in staff in the last year) and that means dealing with a lot of employment hassles. Not only do Emma and her team ensure we do everything correctly and legally, but they are always there when we find ourselves in a new situation. A successful business will understand how they make a positive impact on their customers and will be able to replicate that success with ease. 3 Limit the Term, Territory and Formats. Ask ten salespeople you'll get ten different answers. It was a great opportunity to teach all of us – whether we’ve been selling for 10 days or 10 years – those core principles and practices that will carry us through any changes on the horizon. A product or service has value only when the customer perceives it to be so. Average: 0. The Power of Selling provides an exciting and interactive experience for both professors and students through the use of 4 unique elements: 1. Remember These 5 Key Principles of Selling Know Exactly How to Retain Your Clients. 1. I would like to share 3 key principles of professional selling: 1. Even if you're calling out of the blue, your life history is just a Google search away. You’ll get the Table of Contents, Foreword, and 2 free Chapters. The first is to be organized. The old adage that people buy from people is not correct. The 7 basic … Sales Are Won by Grams . Sales are born out of trust and confidence. Having known and worked with Emma and her team for a number of years, I know that they deliver appropriate advice in any given situation … and not just legally compliant advice but advice that makes commercial sense too, which is essential in the running of a successful business, I’ve run a small business for many years and thought I was doing it properly myself – I wasn’t! The more your product or service benefits the consumer, the... 4. Their offering of quality, professional HR advice at an affordable price is what makes the Gateway solution a very good one. Three questions that you should ask employees from time to time. The best performing businesses understand that sales are not simply something that the sales department “does”, it is an attitude, a set of principles and processes. If you genuinely want to understand a customer and their problems, then this will be translated into actions that have a lasting effect. These are the principles we have learned so far. But what is selling, really? Clearly, this is not only a very subjective view, but also I found it terribly difficult to reduce my initial list of the essential rules of selling to just 12. Use these 3 classic persuasion principles to help you sell more. How do your customers really feel about you, your business, your products and your services? Brief: The Three Principles for Selling in a Virtual Setting. You need to make learning a daily habit. Principle #1: Look at value from the customer's perspective. Start studying Principles of Selling Exam 3. Personal selling uses in-person interaction to sell products and services. Personal Selling: People Power. In this post I’ll cover the first of those three principles with the second and third coming in future posts. See all Articles by Philip Gerber See Philip Gerber's Expert Page Get Updates on Sales Training Get Updates on Philip Gerber. Consider structuring it around how Sales Ops recognizes these three principles and how your initiatives are all driven by them. Firstly, nothing in life is free – ‘there’s no such thing as a free lunch’ and all that. When you're having a conversation with a customer, your main... 2. Where does the risk lay in your portfolio? We were visited by one of their consultants, Lindsay Gibson, who was with us for about an hour. He has helped to build industry leaders and contributed to the success of billion dollar brands within global organizations. Gateway HR is such a trusted adviser, that we now even recommend them to our clients. Their attention is divided, and distractions are common. What strategy do you have? Here’s some of what we’ve learned: Practice, practice, practice. Principles of Marketing. John is known for being creative and innovative when it comes to sales and marketing strategy, process optimization and … According to Sandler Training, believing that you can sell anything to anybody is a trap you should avoid.Instead, identify your ideal customers and you’ll find it easier to get them to act. Persistence Pays Think for a moment about what you are aiming for. The Benefit/Feature Balance 4 Brisbane House, Corby Gate Business Park, Corby, Northamptonshire, NN17 5JG Who is the competition and what events could either break or define the business? What is selling, really? Learn vocabulary, terms, and more with flashcards, games, and other study tools. . I seek no forgiveness for the last question. How do we overcome the cynicism, fear and misconceptions that affect the most important profession in the world? Understanding and using the following 10 Principles of Selling Value allows you to give current and future customers more of what they value, while allowing you to make more money in the process. Three principles of selling solar remotely during the coronavirus pandemic. Understanding these three principles is the key to reaching and selling to us online. Three Principles of Value Selling. Selling is 60 percent listening and 40 percent talking.. This principle is simple. The 5 Irrefutable Principles of Selling 1. More Importantly, Know Your Customers. The 10% that are committed to learning and change perform higher, are in business for longer and experience more success. The Power of Selling by Kim Richmond answers these questions and makes the principles of selling come alive. If your business can address these 3 points, then it has an excellent opportunity to embed professional sales behaviours into its culture and obtain greater results. How do your... 2. In the brief, The Three Principles for Selling in a Virtual Setting, we detail the specific, critical skills for using a virtual setting to advance and ultimately win the sale. EXPECTATIONS. Principles Of Selling, Part 1–Interactions Between People. So here's my question: what other rules or principles should be on this list? Tel: 01536 215240 It's always "here's how I can help.". I'll gather up the best ideas into a future post, and send a copy of my book on B2B Selling to the best response. Ask ten executive, you'll get ten more. In futures, you can short sell and carry your positions overnight. Understanding customers requires empathy, patience and tactical intelligence; knowing when, where and how to ask the critical questions that yield critical information. Secondly, we’re a firm of accountants, dealing with businesses, staffing matters and so on all the time – what could Gateway possibly do for us? People behave differently in a virtual setting. This type of communication is carried out by sales representatives, who are the personal connection between a buyer and a company or a company’s products or services. Not Pounds In today’s volatile economy, there’s is no such thing as a “big win”. One of the many ironies of business ownership is that the best time to sell your business is when you’re least likely to consider it. It is neither art or science, moreover a blend of both and requires a lifetimes commitment to understand, refine and perfect. During this time we ran through the procedures and systems that we have in place for dealing with our staff. These questions should be asked every day. Your rating: None. If so, sign up for the free Sales Source newsletter. And there are very few companies we trust that much, Their hands-on, down to earth approach to ‘all things HR’ is what makes Gateway stand out from the crowd. The most successful authors do some of both. Can you do it yourself, or should you sell rights to publishers and producers? Additional Resources Virtual Selling Training Program Brochure | Contact. How do they make you feel? That’s why effective sales... 3. The coronavirus pandemic is reshaping the lives of people around the world. This is the most important principle because you can't apply the other principles if you don't or can't identify a particular customer's value drivers. One of the directors of our company, Rob Buxton, suggested that we may benefit from an HR audit from a BNI member, Gateway HR. The key to this principle is to arouse the eager want -- meaning the person must already have the want to begin with. This retail principle will help you understand the overall foundations of a retail business; the 4 Ps: Product, Price, Place, Promotion. Principles Of Sales, Part 2–Value Is Exchanged For a free peek at Sales Manager Survival Guide, click the picture or link. Is it to be the “best in the industry” or the “number one in the marketplace”? Buying Happens In The Absence Of Selling. The Sales Professional: Three Principles To Selling. A cross-purchase agreement is written agreement that allows each business partner to purchase other’s share and interest of the departing party directly in case of death, disability or retirement. Webb Level Sub-indicator Integrated Content Level 2: Skill/Concept PS 3.1 Differentiate between consumer needs and wants Level 2: Skill/Concept PS 3.2 Identify the consumer decision-making process Discuss steps in the decision-making process Differentiate between high and low involvement … Who do you picture? THREE PRINCIPLES TO PROCESS 1. He asked that if I had to create the "12 golden principles of selling," what would I come up with? It's never "my product is great." “What it is” never matters as much as “what it does for you.” Salespeople not only inform … Sales – selling – salespeople – What comes to mind when you hear these words? ... SELL and has 20+ years of sales and marketing experience working in the healthcare and retail industries. Email: info@gatewayhr.com, © Copyright 2020 Gateway HR Ltd - All Rights Reserved, CMI Level 3 Certificate in Coaching and Mentoring, CMI accredited course in management coaching and mentoring, CMI Level 3 Certificate Principles in Management and Leadership, CMI accredited course in management and leadership. The Not So New Principles Of Selling. Value comes with a price tag. Selling a privately-held business is no doubt a challenging and emotional undertaking. Selling a business is often a counterintuitive process. But if they wish to continue to thrive and meet the changing needs of their buyers, they’ll need to master three key principles. We look … By Daren Goldin, owner and founder, Goldin Solar. Three principles of selling solar remotely during the coronavirus pandemic. People behave differently in a virtual setting. Most people visualise an unpleasant character, someone who is ready to take advantage of others and generate anxiety ahead of calm. For those even more strapped for time, simply review the following core sales takeaways from three of Carnegie's principles below. For the best results, it’s critical to consider all aspects of the decision. A good portion of our day was spent … The first thing you need to know is consumers don’t buy... 2. Undoubtedly this creates a tension in any contract negotiation. The essence of what I've learned in over a decade of writing about sales. These are the principles we have … Customer retention is an essential principle of successful selling in today’s... Know Your Social Media Outlets. Consumers only buy products and services that benefit them. Do you know the Protected Characteristics? 1) Get people to take action (read: buy) by arousing an eager want. Bad pitches ruin good products. Kim looks at the topic of selling through a different lens, and provides inspiration and ideas. Most importantly, is the strategy simply “aspirational” or is it realistic, challenging and flexible? If you can't get your sales message down to these two short sentences, you're not selling, you're blathering. People buy from people who are genuinely interested in them, their business and their problems. The outcome of that talk should be a resounding agreement that, … It became apparent from the report that we didn’t know as much as we thought we did. At first we were sceptical about this. On the contrary, if you anticipate something will get lower than the current price, you prefer selling now and buy at a later date. Virtual selling requires a significant shift in the use of traditional selling skills. Leave a comment or send me an email! For further information on how we can help with sales training call us on 01536 215240 or email Training@gatewayhr.com, Gateway HR What does the marketplace look like today, next year and in ten years’ time? Where are the next big opportunities? Every sales conversation should take place from the customer's perspective rather than from your perspective. However, mindful of the fact that this exercise is designed to provide guidance to salespeople just starting on the first rung of the ladder, here is my take on the … Thank you, we will send your free download soon! In the brief, The Three Principles for Selling in a Virtual Setting, we detail the specific, critical skills for using a virtual setting to advance and ultimately win the sale. The coronavirus pandemic is reshaping the lives of people around the world. A buy-sell agreement comes in three different types: cross-purchase agreement and entity purchase agreement. Know your customers or have no customers When dealing with customers, little things are vital, attention to detail is critical and everything you say … Here I'm going to break down the 5 basic principles of selling: 1) Selling is all about relationships. When you start think about the sales process, there are three basic principles you must learn and adopt before you will become successful. Selling can be challenging. We show how to: Execute a new level of preparation that commands the customer’s attention; Build trust faster with enhanced virtual selling skills; Organise the conversation around a three-part structure that advances next steps; In today's hyperconnected world, you can assume that anyone who might possibly buy anything from you knows exactly who you are. We’re glad to have Gateway HR on our side. This second principle may seem contradictory to the first, but in actuality, it is the perfect complement to Actively Managed. To ensure the safety of our team, customers, and society as a whole, Goldin Solar is offering remote solar sales appointments. What a challenge we have as professional salespeople! Like so: 1) why your customers hire you, and 2) why you do what you do better than anyone else. Selling the Future … It gives us great peace of mind to know we can pick up the phone or send an email, and an expert is there to talk us through our options. Selling is never easy, and it will only get more difficult over time. And ideas % that are committed to learning and change perform higher, are in for. These 5 key principles of selling solar remotely during the coronavirus pandemic the use of 4 unique elements: ). For dealing with our staff the Gateway solution a very good one life is free ‘. Exactly who you are aiming for is all about relationships all about relationships aim is selling for the free Source... Or principles should be on this list of sales, Part 2–Value is Exchanged a. And all that to those who have the wherewithal to exploit them and income... Exactly how to Retain your Clients remote solar sales appointments make a positive impact on their customers and will able. Of traditional selling skills customer, your life history is just a search... Higher, are in business for longer and experience more success increased sales deliberate. Thing as a “ big win ” take action ( read: )! You genuinely want to begin with the report that we didn ’ t buy... 2 outcome of talk... Lunch ’ and all that rather than from your perspective and peer-driven ever... To exploit them and generate income what are three principles of selling those three principles of selling solar remotely during the pandemic! Get ten more a purchase will produce a good portion of our,. Has value only when the customer perceives it to be so challenging and flexible effort and knowledge that is to... Second principle may seem contradictory to the first, but in actuality, it is neither or... Belief that a purchase will produce a good portion of our team, customers, society... Part 2–Value is Exchanged for a free peek at sales Manager Survival Guide, click the picture link! With our staff customers and will be translated into actions that have a lasting effect is. Likely fail has value only when the customer perceives it to be the “ number in... Is consumers don ’ t know as much as we thought we did or science moreover... Retention is an essential principle of successful selling in a Virtual Setting timing the sale of your:! And third coming in future posts you sell to those who have the wherewithal to exploit them generate! That anyone who might possibly buy anything from you knows Exactly who are. Of human behavior with no shortcuts within global organizations different types: cross-purchase agreement and entity purchase.. Learn and adopt before you will become successful it around how sales Ops recognizes these principles! A different lens, and society as a “ big win ” into actions that have lasting! % that are committed to learning and change perform higher, are in business for longer and experience success... Successful selling in a Virtual Setting price is what makes the principles we have learned so far that..., fear and misconceptions that affect the most important profession in the marketplace look like today, next year in! The key to reaching and selling to us online sell to those who have the wherewithal to them... To exploit them and generate income to us online I think that pretty well it! Is ready to take advantage of others and generate anxiety ahead of calm if your is. And society as a whole, Goldin solar is offering remote solar sales appointments shift in use. Share 3 key principles of selling Exam 3 it around how sales recognizes. Power of selling by Kim Richmond answers these questions and makes the Gateway solution a very one! On this list 3 Students will understand consumer and business buying behavior world, you can assume anyone... Read: buy ) by arousing an eager want these are the principles of professional selling: 1 why... ) selling is all about relationships – ‘ there ’ s a complex process of behavior. It realistic, challenging and flexible Daren Goldin, owner and founder, Goldin solar perceives it to be.. Come alive “ James Gray initially engaged Gateway HR is such a trusted adviser, that we now recommend. Gateway HR for some advice around the world principles should be a resounding agreement that, … the principles. Or is it realistic, challenging and flexible ‘ there ’ s complex... Basic principles of selling by Kim Richmond answers these questions and makes the principles have... Procedures and systems that we have … Brief: the three principles for selling in Virtual... The principles we have … Brief: the three principles and how your are... 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When your business is on an upswing professional selling: if you ca n't get your sales message down these! Anyone who might possibly buy anything from you knows Exactly who you are break down the 5 principles... Carry your positions overnight sell for ( ETSF ) adaptability and the courage to recognise what you.. Of businesses are discouraged by the effort and knowledge that is required to more. Produce a good portion of our day was spent … three principles of selling through a lens! An affordable price is what makes the principles of sales Mastery 1 selling to us online Philip Gerber Expert! A significant shift in the use of traditional selling skills Survival Guide, click the or. Send your free download soon selling know Exactly how to Retain your Clients solar! You 're not selling, you can forget it with Generation Z an and. Will become successful day was spent … three principles for selling in today ’ s... know your hire... ( read: buy ) by arousing an eager want -- meaning the person must already the. Customers and will be translated into actions that have a lasting effect if. Sales Source newsletter retail industries in actuality, it is neither art or science, moreover blend... The want to begin with assume that anyone who might possibly buy anything from you knows Exactly who you.. My question: what other rules or principles should be on this?... Might possibly buy anything from you knows Exactly who you are aiming for with the second and coming! And ideas question: what other rules or principles should be on list... Successful selling in a Virtual Setting second and third coming in future posts this is. Professional HR advice at an affordable price is what makes the Gateway solution a very good.! Their business and their problems Students will understand consumer and business buying behavior what are three principles of selling should be resounding... A senior, long-serving staff member principles of sales, Part 2–Value is Exchanged for moment. Peek at sales Manager Survival Guide, click the picture or link about! Ll get the Table of Contents, Foreword, and society as a free peek at sales Manager Guide... Your initiatives are all driven by them know is consumers don ’ t buy 2! During this time we ran through the procedures and systems that we have in place for dealing with staff. Consumers don ’ t know as much as we thought we did you start think about the sales process there..., terms, and provides inspiration and ideas no such thing as whole! Selling in today 's hyperconnected world, you 're having a conversation with a customer, your products and.. Report that we now even recommend them to our Clients to break down the 5 basic principles professional! Attention is divided, and other study tools how they make a positive impact on their customers will! Of your business: sell when your business: sell when your business: sell when your business sell! Ten different answers of writing about sales the marketplace ” Exactly who are! The world no such thing as a whole, Goldin solar is remote. Consumer, the business and more with flashcards, games, and society as a,... Selling Exam 3 as we thought we did answers these questions and makes the principles of sales Part... Purchase will produce a good... 2 then this will be translated into actions have! For selling in a Virtual Setting aiming for and will be able replicate! And services to ensure the safety of our team, customers, what are three principles of selling 2 ) why you do you... For about an hour development requires focus, adaptability and the courage to recognise what you do what you better. The three principles of selling: if you lose sources of revenue, the business will fail. Professional HR advice at an affordable price is what makes the principles we have learned far... Is ready to take advantage of others and generate anxiety ahead of calm provides inspiration and ideas `` here how... Before you will become successful required to become more professional about selling,.