Sales
Jordan Belfort, The Wolf Of Wall Street, talks about success, sales and the elements required to build a multi-million dollar company
In the 1990s, Jordan Belfort soared to the highest financial heights, earning over $50 million a year as the notorious “Wolf of Wall Street,” and then sunk to the lowest societal lows, succumbing to a massive drug addiction and spending twenty-two months in a federal prison camp. In this Q&A interview with Alex Pirouz, he talks about the elements necessary to be successful in business, growing a company, and how to motivate sales staff to perform at their optimum level.
Need to sell but not a sales person?
In today’s world a good product is only one part of a sale, not the sale itself. A good salesperson is also not enough to secure a sale. Nowadays, many business people, business owners and individual professionals need to be able to make a sale but aren’t what we would traditionally call a ‘salesperson’.
Are you confusing your customers with too much information?
When it comes to selling, the internet means that consumers are now more aware, than ever before, of the different options available. But while new information enhances the power to choose, it also increases the power to confuse.
How to increase your customers desire to buy… by 60%. Get physical!
Albert Einstein may have said “Imagination is more important than knowledge”, however, modern western society still tends to value what can actually be ‘seen’ (in the physical sense) more highly than ‘un-materialised’ ideas or visions alone. This raises a very important question: “How can we leverage the power of the ‘physical’ to raise our own or your product’s perceived value, so you can sell more, charge more and ‘become’ a key influencer within your marketplace?”
Morale versus Execution: What’s more important to your team?
Morale — the esprit de corps or “spirit of the body” — is the capacity of a group of people to hold a common spirit of loyalty and comradeship. We think of morale as being deep-seated in the psyche of the individual or group. Execution, on the other hand, is the process of reaching an objective as the result of performance. A team’s ability to execute is more of a surface measurement that’s easily evaluated by an outside observer. Morale and execution are the cornerstones of any organisation.
The ABC of effective selling [going back to the often-forgotten basics...]
Bold statement alert: Everybody lives by selling something. Why then do so many of us leave the sales process to chance? It’s interesting that the majority of Australian business leaders – whether from big business or the SME sector – all experience similar challenges with sales planning, sales prospecting and sales communication. Many businesses lack robust sales processes for its products, services and people – this is a big business blunder.
Create a unique selling point (then deliver on your promises…)
When promoting your product or service, it’s easy to miss a key trick by failing to make what you’re selling unique. The term ‘Unique Selling Point’ (USP) was first coined in the 1940s, and first defined in print by advertising executive Rosser Reeves in 1961. A good current example of a clear USP is the well-known brand Head & Shoulders’ “You get rid of dandruff.”
What sort of customer are you? Aggressive, expressive, passive or analytical?
Have you ever wondered why you seem to hit it off with some customers, while with others it’s like oil and water? It’s because we respond intuitively to the natural chemistry — or lack thereof — between temperament styles. Research in the field of psychology tells us that we’re born into one of four primary temperament styles: aggressive, expressive, passive or analytical. Each requires a different approach and selling strategy.
Five sales mistakes guaranteed to dampen morale and make your business less money
Having been part of many sales teams throughout my career, I’ve noticed five common challenges with the power to dampen morale and reduce sales performance. Found to some degree in almost every organisation, savvy management teams are aware of these challenges and work to avoid their potentially destructive impact. Here are five sales mistakes guaranteed to make your business less money.
Five startup and investment lessons from Entrepreneurs’ Night Out Sydney
Recently, I attended Anthill’s Entrepreneurs’ Night Out event in Sydney. The event featured four panelists — Domenic Carosa, Sebastien Eckersley-Maslin, Ian Lyons and Katey Shaw — and a room of enthusiastic entrepreneurs. Here are five lessons, in particular, that stood out.
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