During this interview, I was honored to interview Niel Guilarte about his experience in selling for a corporation to now as an entrepreneur. With over 25 years of sales experience, Niel has worked for large organizations such as AT&T, Sprint and OfficeMax in the capacity as a sales professional, sales training and marketing.
Niel is currently the owner of Wildstyle Media Group, a video production firm working with high end organizations developing movies. He is also the host of the “All Things Post” podcast, which focuses on the behind the scenes world of post productions.
During this episode we discuss some of the difference between corporate selling and selling as an entrepreneur.
Here are some of the major takeaways:
- When selling for a cooperation focus on volume, but when you are an entrepreneur you need to build relationships because that needs to last for the long run.
- The principle of the “Invisible Sale” is to do the best job on every project you are working on and as a result, your client will give you referrals.
- Start selling your expertise as oppose to your services. Look for ways to offer what you know to your prospects and as a result they will buy from you over others who sell on features/benefits.
- Seeds you planted in the past will grow when you least expect it.
- Continue to do activities such as speaking at events, going to networking groups, helping others connect without any expectations in return.
- Fake the funk! (Don’t quit because you don’t know something…just keep moving forward)
- Seek to offer quality over quantity.
- You can’t hide behind your logo as an entrepreneur because you are the brand!
- The best sales experience is to LISTEN! Real recognize real.
- Sometimes not selling is the best sales experience.
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Mentions: Tampa Bay Business Owners
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