Are you ready to Sell Sell Sell - Rick Carter

Rick Carter - Your Business 2.0

www.yourbusiness2.live 

Introduction:

This week the focus on selling - why is it important that the Founder takes on the role as Selling is all about problem solving?

While our focus in this show is on Selling Selling Selling In every show we talk about what being an Encore Entrepreneur means to help you understand the what and the why before launching into the how.

To help with this we have 2 regular segments -

Opportunities for the Modern Elder in start up business - Part Mentor and part Intern 

In today's episode we cover how to find a Co Founder to complete your skills.  Often an Encore Entrepreneur lacks the breadth of Technical Expertise or Marketing or …..  Is it better to pay for these skills or is it better to share some equity to get the best possible ongoing support.

Future Back Thinking - how to plan today having some clarity (not certainty)  about future trends - leverage your past to plan the future of your business.

Today we look at how Portfolio Planning is vital in establishing the mid to long term vision and action plan.

Show Objectives:

Before getting far in planning your business you MUST focus on the who, how, what and when of selling. And you MUST commit as the Founder to be THE seller from the start - add a sales team later.  Selling in the early stages is great market 

Frank Bettger wrote one of the best books on selling ever! It’s called How I Raised Myself From Failure To Success In Selling. He describes how he was on the verge of giving up on a career in sales. He found himself deep in despair. Then he started to discover these secrets, one by one.

Ben Franklin chose 95 thirteen virtues (that he wanted to make 92 daily habits]. Frank Bettger, the pro baseball player turned salesperson, practiced these “secrets” to turn his sales career around.

Selling Skills for Startups-Entrepreneur- Skill Sets

The entrepreneur has to be a 10 headed avatar.Each avatar having a particular skill.

• Leadership
• Marketing – Selling
• Convincing - Negotiating
• Passion
• Persistence
• Networking Skills
• Creativity/ Innovation
• Listening
• Analytical
• Facing adverse situation( failure)

Key Issues
To make the process of making sales more comfortable it is vital to have a plan and a process to work with - SPIN Selling is one example and one I recommend having used it to 30 years.

What Is SPIN Selling?
SPIN Selling Background
Situational Question
Problem Question
Implication Question
Need or Payoff Question

You need the tools top back you up and SPIN has a number of these that helps you build client reference stories, Pain/Gain Sheets.   With these tools and the SPIN process you can build rapport and in confidence that you can solve the problem with your solution. 


What You Need to Do

Nuggets from Frank Betters Book
https://biggsuccess.com/2008/01/18/frank-bettgers-13-secrets-to-success-in-sales/

Learn the basics of SPIN Se;;imng
https://www.xant.ai/blog/spin-selling-sales-conversation/ 

Keep working on your Purpose Canvas 
https://www.leanservicedesign.ch/purpose-canvas/ 


Keep developing your  1 minute Pitch by analysing what Problems you plan to solve and why based on what you learned today 
 
Read Malcolm Gladwell's book "Tipping Point"


Shows
The Last - Leadership[ as an Entrepreneur?

The Next - Do you have a marketing strategy?

Written by Rick Carter
Connect with me at
www.YourBusiness2.live 

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