Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes that nothing happens until someone sells something. I had never really understood how absolutely true that was until I got into franchising and saw how one franchise sale could add jobs to the economy, provide great service to a community and change the quality of life for the franchisee and their family. Sales people have an advantage over other folks in business. Our top performing franchisees were always the best sales people. Our toughest competitors, well their founders were great sales people too. To this point I would like to recommend a book to you, that makes this point:

"The Force" by David Dorsey.

This is an interesting book on the psychological turmoil associated with a sales team. How it transfers itself into the personal lives of team members and how companies like GE, Xerox and IBM develop team leaders and sales people to excel. Remember many great sales people have gone on to be great entrepreneurs. Ray Kroc, Ross Perot come to mind. It discusses the motivations and the inner drive of these people. We have many former sales people on our team doing very well. It appears that sales ability as it relates with people is a key ingredient in being a successful franchisee. Now we have successful franchisees, who are not sales people, however I have noticed a higher degree of success with people who have had sales experience.

This book should be read by those who do not want to be sold something by a sales person and by salespeople who think they are missing something or do not understand what their purpose is in their current job. Sales people who are quitting their job should read this book and those thinking of getting out of sales into a business should also read it and think about it.

"Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs

---

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

Use Bundling To Increase Your Profits And Sales

Use Bundling To Increase Your Profits And Sales An effective... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

Voice Mail That Sells

As a business owner, I receive my share of sales... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with... Read More

Selling To Women - Selling To Men - It Isnt the Same

Selling To Women - Selling To Men - It Isn't... Read More

Picture Yourself a Winner

In the work place, the amount of good things that... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

The Art Of Cold Calling

I know, don't groan. You have to do them if... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

First, Fast, And Foremost . . .

First - being before all others. Fast - moving or... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way

Sean works for a major telecom company.During one of our... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

The Problem With Technology At The Point Of Sale In Financial Services

BackgroundThere's a conundrum that currently exists between the customer and... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Money Does Talk!

When buying something, you can buy in one of two... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Unique Selling Propositions

If you have competitors, then you should have at least... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Prepare to Sell!

Sales is a critical part of any business, including non-profits.... Read More