PLEASE NOTE:

MyNews24 is a user-generated section of News24.com. The stories here come from users.

 
Stream of Gold
 
Comments: 2
Article views: 217
 
 
Latest Badges:


 
View all Stream of Gold's badges.
 

An extract from Snakes and Ladders

26 February 2013, 09:01

“Running a business without making a profit is like eating soup with a fork. You stay busy, but you stay hungry too.” - Unknown

I have seen businesses try and cut costs to survive, When you start focusing on saving a few cents and not on getting more sales you are already in trouble. It's all sales.  It's always sales. Without sales you don't have a business.  Sales are the life-blood of any profit-oriented organisation. Without sales there can be no profits.

I define profit very simply as the difference between what comes in and goes out. If you do 100 000 in sales and you spend 80 000, the 20 000 is profit. The Accounting types will tell you that this is not always true, because some expenditure is on balance sheet, other is off balance sheet. My opinion is that that is their problem. Cash in the bank that can be spent on luxuries or saved is profit. As long as there is more left over than is being spent you are making a profit. If not making a profit like described , you are already in deep brown sticky stuff. 

The only way to ensure that you are making a profit is to sell enough goods or services so that your income exceeds your expenditure. Like I said its Sales, always Sales and only Sales that will save your business. If you are doing all the sales and not delivering, that is a different issue. I once became a millionaire in 3 days selling generators online. Sadly the Generators were not available and thus we didn't deliver any. I lost the million rand profit in less than 5 minutes because there was just nothing available to deliver.

The natural born salesperson is a myth as is the person who can't sell.  Every person is always selling something be it a product, themselves or just a lifestyle.  Your padre or pastor is selling to you, I would bet you that if you asked them if they could be salespeople they would say no.  A housewife convincing her husband to enlarge her budget is selling.  A teenager trying to convince her parents to buy her a new pair of jeans is selling.  A young man trying to borrow Dad's car to impress his date is selling.  Any negotiation leading to a mutually-agreed settlement is selling.

Facts are that some people will tell you that they can sell ice to Eskimos and sand to desertdwellers.  These people are actually admitting that they are scam artists.  Anyone that tells me he can sell ice to an Eskimo, has in effect, told me that he is not to be trusted.  I personally could easily sell ice to desert-dwellers and probably better than most that would compete with me, as long as I knew that the ice was of the best quality available for the price.

The best salespeople in the world are small children.  If you have children of your own you will know that enough “Please Daddy's”  or “I will be good Mommy's” will generally get you the chocolate.  Children are fully aware that sometimes a tantrum will do the job faster than a quiet smile. The three-year-old you was probably the peak of your sales career.  Everything you need to know about sales, you learned back then already.  You had tenacity, you didn't give up for shit.  This is the prime requirement for a good salesperson.  Never giving up is the only way to achieve greatness.

There is a corollary to this though: sometimes the sale is not worth chasing because the reward does not equal the effort.
Don't tell me that you can't sell, because I have already told you about why you can, it's that simple. The sales process is reasonably simple. There are a number of steps that lead to a sale.  A sale will never be made if these steps aren't happening.  The first step is finding the customer and that is called prospecting.  Prospecting can be hard work or it can be simplified by following the steps in the prospecting chapter.  I am a big fan of tele-sales because I can very quickly weed out good prospects from poor ones.

A good prospect is someone that will listen to my presentation.  If I get negative vibes on the phone it is easy to put down the phone and make the next call.  Door-to-door canvassing is a lot tougher because the facts are that you will get rejected way many more times than you will get in the door. In the time that it takes to do three door-to-door calls you can make twenty telephone calls.

Economy of scale dictates that the more you get rejected, the more successful calls you make. The next part of the process is meeting the prospective client for the first time.  This is a crucial part of the process because if you make a poor first impression, you will have lost right from the wordgo. Dress, tidy hair and polished shoes can mean the difference between making the sale or not. Many years ago, when I was a Sales Manager for a small software company, I had some reps working for me.  One day one of the young ladies arrived ready for the beach (or so it appeared) She looked nice and probably could have parted someone from their money but more than likely would have been ogled, expected to make unsavoury offers and not taken seriously.  A professional look is just as important as being clean and neat.

Being taken seriously should always be your objective.  You can sit and make phone calls in your skivvies but arriving at a business meeting in shorts and slops will not achieve the desired results (unless you are selling surfboards to beach bums, of course).  The best recipe for successful sales is to dress to the same standard as your clients.  This shows that you have respect for them and understand their business.  If you are selling to an accountant a suit and tie would be appropriate, if you are selling to farmers, khakis and vellies would be good.

This is an extract from my book, Snakes and Ladders which is available as a Free Download from one of my websites. You can follow me on Twitter @guymclaren and I will happily point you at this masterpiece. It will not tell you how to get rich quick but it will show you how to avoid many of the traps entrepeneurs make and the best thing is the price, it's free.   

Disclaimer: All articles and letters published on MyNews24 have been independently written by members of News24's community. The views of users published on News24 are therefore their own and do not necessarily represent the views of News24. News24 editors also reserve the right to edit or delete any and all comments received.
 

Read News24’s Comments Policy

24.com publishes all comments posted on articles provided that they adhere to our Comments Policy. Should you wish to report a comment for editorial review, please do so by clicking the 'Report Comment' button to the right of each comment.

Comment on this story
2 comments
Add your comment
Comment 0 characters remaining

Read more from our Users

Submitted by
ruffieb
Go Gauteng,Go!

Allister Sparks published an article in the Cape Times (09.04.2014) covering the proposals that the DA rising star in Gauteng Mmusi Maimane, made before a packed audience of 8000 people. Read more...

2 comments 203 views
Submitted by
Johan Kruger
To vote or not to vote - that is ...

The right to vote is one of the most basic and fundamental rights in a democracy, but to vote or not to vote (with apology to Shakespeare), seems to be the question. Read more...

1 comments 74 views
Submitted by
The Last Contrarian
Mystery: Spontaneous Human Combus...

There are nights, indeed entire days, where I willingly become a candidate for spontaneous human combustion.  Read more...

5 comments 661 views
Submitted by
Tyronehster
The Greatest?

There are always debates about who the greatest batsman is, the greatest golfer, the greatest footballer and so on and I think, with one exception, that of Don Bradman, the jury will remain perpetually hung. Read more...

12 comments 202 views
Submitted by
MAVERICK
Why even the Constitutional Court...

On Monday the Con Court knocked back the application by the Africa Unite Party to challenge the IEC on the right to stand for public office, section 19. Read more...

15 comments 1076 views
Submitted by
Celeste Maxime Lackay
Managers, Leaders and Politicians...

I have resigned from a job I really loved and held down with pride for 4 years.  Read more...

6 comments 1027 views

Jobs in Cape Town [change area]

Property [change area]

Travel - Look, Book, Go!

Escape winter, head to Mauritius

Escape winter by spending 7 nights in Mauritius' tropical bliss from R13 215 per person sharing. Includes return flights, airport transfers and accommodation. Book now!

Kalahari.com - shop online today

Get many eggs in one basket!

Gaming bundles: 2 Super Hits games for R99, 3 Disney games for R99 and more + exclusive accessory bundles only available on kalahari.com. While stocks last. Shop now!

25% off bestselling books!

The Real Meal Revolution by Tim Noakes, Jeffrey Archer’s Be Careful What You Wish for, Man’s Search for Meaning by Victor E. Frank and many more titles. Shop now!

Up to 25% off electronics

Buy top electronics and save up to 25%. Such as kalahari.com’s 1# selling product the gobii eReader, Patriot X Porter flash drive, Asus Nexus 7” 3G tablet, Samsung Galaxy SIII, Lenovo G580 Notebook and many more. Shop now!

DStv HD PVR Decoder now R949

The DStv HD PVR Decoder has further revolutionised the television experience with lifelike viewing, sharper images, more vibrant colours and precision picture quality. Now R949, save R550. Offer valid while stocks last. Shop now!

Up to 30% off appliances & homeware

Save up to 30% on appliances and homeware this Easter! Offer valid while stocks last. Shop now.

OLX Free Classifieds [change area]

Samsung Galaxy s4

Mobile, Cell Phones in South Africa, Western Cape, Cape Town. Date October 24

Best bargain in big bay

Real Estate, Houses - Apartments for Sale in South Africa, Western Cape, Cape Town. Date October 25

VW Golf 6, 1.6 Trendline (Excellent condition)

Vehicles, Cars in South Africa, Western Cape, Cape Town. Date October 25

 

services

E-mail Alerts The latest headlines in your inbox

RSS feeds News delivered really simply.

Mobile News24 on your mobile or PDA

E-mail Newsletters You choose what you want

News24 on your iPhone Get News24 headlines on your iPhone.

SMS Alerts Get breaking news stories via SMS.

Blogs Your opinion on you, me and everyone.

Calais Website keywords automated by OpenCalais.

 
Digital Media & Marketing Association
 
© 2014 24.com. All rights reserved.
There are new stories on the homepage. Click here to see them.
 
English
Afrikaans
isiZulu

Hello 

Create Profile

Creating your profile will enable you to submit photos and stories to get published on News24.


Please provide a username for your profile page:

This username must be unique, cannot be edited and will be used in the URL to your profile page across the entire 24.com network.

Settings

Location Settings

News24 allows you to edit the display of certain components based on a location. If you wish to personalise the page based on your preferences, please select a location for each component and click "Submit" in order for the changes to take affect.








Facebook Sign-In

Hi News addict,

Join the News24 Community to be involved in breaking the news.

Log in with Facebook to comment and personalise news, weather and listings.