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By Professional Academy Sales Tutor and Amazon Bestselling Author Niraj Kapur
Covid-19. Coronavirus. The Lockdown. Call it what you like. It has changed sales and how we do business.
In the beginning, it was a major panic.
As we adapted to the new working world, it evolved into:
The last three are what I’m doing and the last two are how I’ve achieved business wins in April and May - having lost 80% of my earnings from cancelled speaking slots at business events and my corporate clients going on furlough in March.
When you do great work, people talk about it. Word of mouth is powerful. Kindness is contagious. I strongly urge everyone to consider online courses, free webinars, podcasting, prospecting and helping others as much as you can, focusing most on the latter.
So many so-called “experts” are popping up, especially on LinkedIn. They’re known as Lead Gen, 6-7 Figure Selling or Business Growth Experts, all are equally sleazy and claiming to be the best at what they do.
The biggest mistakes they’re making, which I see many people make when they’re selling, can be seen in the image below.
When you start telling someone how to improve their business without being on their website or engaging with them on social media, you lose credibility and have no chance of winning their business.
In the example below the person has said: “I have a limited and crippled marketing arm online.”
How could they possibly know that without knowing my business?
I actually have a great marketing arm, it’s called my personal assistant, Nicola.
In addition to doing my invoices, she arranges and designs my weekly sales newsletters, questions everything I do with an outside perspective and markets my two bestselling books, ensuring I have 5 sources of income: newsletter upsell, book sales, LinkedIn enquiries, 121 coaching and group sales training.
I currently receive 30-35 messages per day by LinkedIn, email and text from businesses claiming they can fix or improve business without asking a single question. You can’t sell without asking questions, you can never help your client without asking questions and you don’t build trust without asking questions.
Nobody needs more emails. If you’re working at home and staring at the screen, you welcome a phone call. If people are introvert (accountants or IT for example) then you need to email first and then follow-up by phone.
My brother took many years to become a tennis coach. My mother took years to become a physio. My father spent 5 years to become a doctor then two further years to become a GP.
Please stop giving your staff a few hours training and expecting them to perform miracles. You generate more revenue with regular sales training from an expert sales coach and trainer.
Niraj is an expert sales coach, trainer and author of the Amazon bestsellers Everybody Works In Sales and The Easy Guide to Sales for Business Owners. Niraj has delivered group training for over 160 companies from Barclays, Sainsbury’s, to SME’s. Contact him today through Professional Academy or LinkedIn to get results for your business. https://uk.linkedin.com/in/nkapur
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