Updated: Mar 4
Hello! Welcome on board!
This blog will be published every week and I want to use it to give you some tips and tricks for boosting sales (with integrity - no sleazy tactics here!), tell you more about me and give you an insight into my life in the commercial cockpit.
Who am I?
I'm Paul, Commercial Airline Pilot, Sales Coach and consultant. I set up my sales consultancy firm in March 2020 after losing my dream job in the cockpit. Over the past few years I have helped business of all shapes and sizes engage, convert and sell better using methods from the commercial cockpit. Anyway, thats enough about me....
Let's talk about sales...
We are now (hopefully) back into the swing of things as we are firmly into 2022. This week I wanted to talk a bit about changing habits and doing things a bit differently. Now I am not a huge fan of the whole 'new year, new me' thing but following any period of time away from my business (like Christmas), I like to take a look at how the business operates.
When we talk about sales a lot of people immediately think about the sleazy car salesperson - you are probably doing that right now, I know I am! My immediate thought turns to the Roald Dahl book Matilda. Matilda's dad is a used car salesman - he uses a drill to wind back the mileage on cars so that he can charge more for them. This is where my mind goes every time I think of sales - doing what it takes to get money out of people... how terrible!
Sales isn't about tricking people into buying from you, it also shouldn't be about convincing people that they want to work with you. Sales is more about having open and honest conversations in which you are focused on what your prospect wants to achieve rather than what you want them to do.
Taking the time to understand what your client really needs is the key to giving them the perfect offer.
"The way to get started is to quit talking and begin doing" -Walt Disney
It is really easy to sit behind your computer emailing your ideal client through your mailing list, especially after a launch, hoping that they will either buy from you or book a call to find out more. But do you know what I have found?
Your ideal client is waiting for you to speak to them... actually speak to them. They want to feel valued, to feel like they matter to you... and you can't do this properly via email. You need to call them.
So, it's time to take action...
When working with my consultancy clients, I teach them to pick up the phone and call 10 potential clients (if you don't have phone numbers then we will talk about how to collect them in a future newsletter). Call them and have a conversation - ask them what their goals are for 2021 and see if they have a plan to achieve that goal. You don't have to coach them in how to achieve that goal, but show an interest in them - you'll be amazed how many will ask you for a solution... which is when you can explain to them how you could help. Keep it natural, like you are talking to a friend and I promise this will change your approach to sales.
Good luck and let me know how you get on!