Nicholas Bate: Being the Best: The AZ of Personal Success: The A-Z of Personal Success
Nicholas Bate: JFDI: The Definitive Guide To Realising Your Dreams
Nicholas Bate: Have It Your Way: 52 brilliant ideas for getting everything you want
Nicholas Bate: Beat the 2008 Recession: A Blueprint for Business Survival
Z is Zen and the Art of Selling
Zen and the Art of Selling. Love selling: it's an art form. Don't let anyone be dismissive of the skill you are developing: we all sell, all of the time. Decide to be brilliant at it. Read to learn more. Listen to learn more. Do to learn more.
Y is Year-end.
That's what really counts: the end-point. Perhaps it is the quarter, perhaps it is the year-end. Whatever: are you focused on the ultimate target? What will you bring in? Where is it coming from? Are you certain? What would increase your certainty?
X is XS (excess)
Don't do it to excess. Know when to turn away, when to move on, when to decide that the account is not profitable. Know when to look after yourself, when to take a walk. When to get to sleep. Don't do it to excess; it's simply not worth it.
W is Who?
Who can help you develop your career? Develop your skills? Find new prospects, expand the account? Develop your network? Spend time with the best people. Ensure that you invest in relationships. But above all, don't be afraid to ask for help.
V is Value
Sell value, sell results. Stay away from pure price as a reason beacuse you cannot win the price war. Sure, you might win some short-term business, but what happens next? Absolutely: they will want an even better discount.
U is Up
Sell 'up'. Higher up the organisation, that is. Lock into the account at higher and higher levels of decision making. Keep asking for introductions to more senior and more senior people. Learn how to talk their language and what they need to know. Sell 'up'.
T is Today
What action can you take today to further 'lock in' and build value in each of your accounts? Who can you call? What sales book can you read? What slide-deck can you over-haul? Today would be a great day to do it, don't you agree?
S is Sell
Too much selling revolves around qualitative information coupled with relationship building. While valid, you will stand out from the crowd when you build your differentiators, you will create your argumentation when you build your quantitative side.
R is Rapport
If they don't trust you, if they can't 'get along' with you, then it doesn't matter how magical your product and argumentation is, they'll always feel wary. Build trust. Do what you say you are going to do. Give them attention. Never assume.
Q is Questions
What do you need to know? So, what are your questions? You certainly need to know what they want. And what would cause them to choose you and who will make the decision and how they will make those decisions and who else they are looking at. So, get to it. Ask questions. But with skill. Not an interrogation: a professional consultative business conversation.
Ask quality questions.
