From knives to trucks, Scott Henricks certainly knows what he’s talking about. It doesn’t really matter what you sell, it’s how you sell it.
Scott is a general manager for a diesel performance company specializing in engine re-calibrations for Duramax and Cummins trucks. Today, Scott shares with us some challenges he encountered and how he overcame them to give him the results that he aimed for.
Here are the highlights of my conversation with Scott:
Scott’s sales challenge:
Becoming a specialist from one product category to another product category and doing it quickly
Strategies Scott applied:
The benefits of forums:
Help people instead of selling. By helping the right people, these people are going to start selling for you and doing it from the goodness of their hearts.
Scott’s Major Takeaway:
Don’t be afraid to help. Even if no one’s asking for it, just get out there. Spread knowledge and try to find people who are enthusiastic about your product. Get involved with them and they’ll take care of you.
Greta Schulz is an entrepreneur, consultant, and a motivational sales speaker. She is the founder and president of Schulz Business, a sales consulting firm that provides sales training programs to small businesses. Having an extensive experience in sales, marketing, training, and sales management, Greta primarily helps people to stop selling.
For several people sales somehow ends up being a negative experience for them. Greta seeks to be able to shift that mindset in people, teaching entrepreneurs and salespeople the beauty of giving customers the option of saying ‘no’ as a doorway to better opportunities.
Here are the highlights of my conversation with Greta:
Greta’s coolest experience when she was the customer comes from the purchase of her first BMW.
Sales process, defined:
Why people don’t use a process
Poor communication as a huge problem:
Key principles of a sales process:
Bringing up price in the process:
The right place to talk about money: after issues, before proposal
Giving them a range of prices:
Staying disciplined to the process:
The importance of being in control of the process
Current projects Greta is working on:
Sales Success Kit – everything Greta teaches in a box (CDs, DVDs, workbooks, cheat sheet pad, online training, etc.)
To find out more about Greta, visit www.schulzbusiness.com
Greta’s Major Takeaway:
Set those ground rules at the beginning and make sure that you let people know that NO is okay.