Rick Carter - Your Business 2.0
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.
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.
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
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
Learn the basics of SPIN Se;;imng
Keep working on your 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"
The Last - Leadership[ as an Entrepreneur?
The Next - Do you have a marketing strategy?
Written by Rick Carter
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