Regardless of the size of your company, thinking like the CEO of a larger company will help you better visualize where you are going and how you’re going to get there.
Vicki Antonio is a business consultant and life coach. She started working for startup companies when she was just 13 years old. Her experience with startups taught her the pattern of growing pains which she then used when she fell into the real estate industry. Vicki’s work helped her gain a deeper knowledge of the entrepreneurial spirit and gain business acumen. At one point, she went into upper management and real estate but when the industry came back, she ended up being a business developer for a global real estate franchise.
That work allowed her to manage 30 shops where her main role was to develop the shop, make it brand-compliant, and develop partnerships with brokers. She was a business coach for these shops and helped these businesses become profitable. All the skills she learned from working came into play. The experience eventually led Vicki to launch her own coaching business.
Top problems faced by small businesses
Small businesses must overcome fear. It comes into play when the business has been built to a certain point and then gets stagnant. It can feel like the same fear that parents get when they take their kids to daycare for the first time. There’s apprehension because of the emotional attachment parents have for their children. When a business has to relinquish what it knows, it’s like turning over the reins to someone else. Instead of trusting the people who’ve come to help, these businesses fear them. Even when it’s just a system they need to engage with, fear can be a major hindrance to advancing.
Entrepreneurs are self-employed salespeople. There are a lot of things that are in play in order for goals to be met. Oftentimes, entrepreneurs don’t have clarity about what these things are. Sometimes they don’t have enough components to reach the end. Other times, they have too many components and can become confused about which ones to use.
Even the best athletes, like Michael Jordan and Tiger Woods, head coaches. Their coaches gave them a bird’s eye view of the areas that they couldn’t see themselves. Their coaches critiqued them and analyzed what they were doing. They could then help these athletes change little things to help them improve.
The same is true in sales. Sales coaches help businesses with the things they need to see. They are the ones who analyze the system they’re currently using, analyze the tools and make sure they are being used correctly. In this stage, it is imperative for businesses to trust the process.
F.E.A.R. can be seen as an acronym – false evidence appearing real. Sometimes salespeople can get in their own heads. This is the result of not having clarity about the direction they are going or if they are doing things the right way. A lot of times, salespeople are presented and marketed outside of what they know to be right. They are presented with various services that try to rush the process. Trying to rush through, and not developing any real, advancing skill, can keep them from moving forward.
Most of Vicki’s clients are already leaders in their fields. They’ve been accepted by their clients. but they know how difficult the climb has been. It’s when they reach a certain pinnacle that they start to fear: do we trust this new product, this new technique, this new person?
Attacking your fear
Everyone has a level of fear they aren’t willing to go beyond. There can be a great reward waiting for the risk-takers but everyone has to calculate the risk to the place of comfortability and faith.
Build the trust
The business is an entrepreneur’s baby. They’ve put their hearts into it and invested so much. It’s their responsibility to keep it growing and cared for. It gets difficult when someone comes in claiming that they will take care of their business just as well and ensure its growth. Trusting people isn’t an easy thing to do but if you have people who have your same core values, and people who have a successful track record of being able to do what they promised, there’s a better chance to trust when doing business.
Getting to know these people and engaging with them will help build trust. It’s important to build relationships, vet who they are, and check their track record. If they were able to do it for themselves and other companies, it is more likely they can do it for you too.
Big companies can also prove their credibility to clients with third-party validation in order to encourage the use of their services and offerings. Using testimonials and LinkedIn recommendations is another referral opportunity. Social media platforms such as Facebook, Instagram, and Twitter to market your services have also proven effective.
Clarity comes with knowing who you’re working with and what they’ve been able to do and it’s also about knowing who and what you are as a business. This requires knowledge of:
- Your niche
- The market
- The strength of your business
- What you want to highlight about yourself
Knowing who you help you figure out how to work with others. You can’t just hop in a car heading to a destination without mapping out how to get there. Business is the same way. Startups tend to think they can be all things to all people but this is just not possible.
For someone to advance it may be that they need to let go of an old mindset. Once they are clear about where they want to be it will be easier for you to know the best way to support their goals. It is important to know your niche and know your ideal customer.
Salespeople can be a jack of all trades who see the opportunities because they are in sales. In truth, whenever you say yes to something, you’re actually saying no to something else. You are literally impeding your progress. You can only spend money and time once so pick the thing that will maximize your investment. Your time has more value than the actual money you’re trying to make.
Clarity is knowing where you are heading and that means knowing the season you’re in. When you’re in an elevator and headed to the beach, you don’t get offended when somebody wearing an overcoat step on the elevator with you. You don’t feel like you’re missing out because you know you’re going in a different direction.
“Think Like A Large Company CEO” episode resources
As a salesperson, just trust the process. There will be blind spots in the process but you need to have faith. Know that if you’ve done the preparation, you’re clear about where you’re heading, you’ve done the training, and checked that your system is working then all that’s left to do is take that leap of faith.
Get in touch with Vicki via her digits: 561-7741-333. Her website is also getting ready for launch at www.victorious.com and Victoria’s Lifestyle Strategies. If you are interested in more sales stories, you can talk to Donald about it. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
This episode is brought in part to you by the Sales Success Summit, an event put up by Scott Ingram in Austin, Texas. The Sales Summit will be on October 14-15 this year. Get a chance to meet and interact with successful entrepreneurs and salespeople.
This episode is brought to you in part by the TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.
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