I think the most difficult challenge in sales is maintaining an appropriate perspective and emotional distance from deals: balancing fear, greed, and frustration to maintain empathy and a clear understanding of business objectives.
Some of the technologies employed in the sales process are changing rapidly but they impact the tactics, not the substance. Selling for entrepreneurs is about establishing rapport, project management, and acting as a change agent. The need to listen, communicate clearly, and build trust over time has not changed.
I have been selling my expertise since I started a photography business when I was 16. But I have always looked at myself as an entrepreneur not a salesperson or a consultant…or an employee for that matter –in my own mind I was getting training to be more effective as an entrepreneur in my own business.
To a first order sales people worry about making quota, entrepreneurs worry about making payroll. It’s a different mindset.
We have two workshops on offer in March, one that’s focused on discovery driven sales and one about lead generation–getting the phone to ring. We have offered both for more than 7 years now and they have each undergone considerable change and improvement.
But what hasn’t changed is that entrepreneurs need to generate leads and close deals if they want to build a business.
||Improve your Sales Pitch with Cohan’s Great Demo! Workshop
March 5&6, 2014 “Great Demo!” San Jose, CA
||Getting More Customers Workshop
March 25, 2014 9am-12:30pm Sunnyvale, CA
Update Wed-Feb-26 Great Demo Mar 5-6 has sold out.
Please register for May 21-22 workshop