Thursday, 12 February 2009

Self Limiting Beliefs

So we understand the value of our product or service and how it stacks up with the competition. Sometimes we have to admit it is not always favourable and we may have a long way to go, to be a market leader. One of my biggest frustrations is with salespeople who are convinced their poor sales performance is down to their competitors products or services, in most cases this is a lame excuse. Lets face facts, if you did not need sales people to sell a product and our services walked out of the door on their own, we probably would not hire them, or pay them as much.

The truth is, we are sometimes selling our services against superior competitors products, or certainly ones that have a well established brand (perceived or reality) and we have to market ourselves accordingly.
  • Sell our product or services by focusing on our strengths
  • Know our competitors weaknesses and exaggerate our strengths in these areas
  • Do not give up
  • Listen to our customers - existing or potential
  • Build relationships with potential customers
  • Do what we say we will do
  • Be the first to respond
  • Do not let self limiting beliefs to rule us

There are some cases where things are difficult to sell and you only need to watch the Dragons Den to see the range of daft ideas that people feel are worth bringing to market. I have only ever sold one product that had such a poor offering against the competitors (Ours cost money and the competitors was free) and the market was so niche (Only 150 potential customers) that we had to review the whole offering.

Suffice to say, we need to sell our services, they do not sell themselves and to do that, we need to believe in what we do for others to believe us.

Graham Price

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