Can’t Sell Your Way Out of a Paper Bag?

Can’t sell your way out of a paper bag?  Here is a question I received a few weeks back that may help you improve your own sales, by exploiting your talents. Not by trying to become great at something you’re naturally not strong at. 

Mike, 

I have so many questions for you, but I will start with one.  I started a decorative painting/faux finishing business five years ago and have had many ups and downs.  It's now starting to slow way down and I don't want to get in a mind-set that this???.  Where I'm falling short is that I've never had any proper sales training. I'm finding out that I'm lacking a lot of confidence in my abilities to sell and network my business.  I would like to know what books or audio CDs are the best for sales training.  Any advice would be greatly appreciated.  Thank you in advance.

Lucinda R. Henry

Shakti Space Designs 

Lucinda, 

I believe in training, but only in training to enhance what you are naturally strong at.  Training in areas where you are weak and are trying to “fix” rarely, if ever, brings about permanent change.  My philosophy is the same with sales.  If you are bad at it, don’t do it and don’t waste your time trying to train yourself.  Wait a minute - you’ve still got to sell though.  Your business can’t thrive, let alone survive, without it.  So how in the hell can you stop selling? Just stop using the selling methods that have proven to be unsuccessful for you, and start selling the part of you that is great. 

Selling has many different forms. Most people who say they can’t sell are simply saying that they are uncomfortable with certain components of selling, such as cold calling, persuasion, networking, etc.  I am here to tell you that you probably have selling strengths you can use to achieve the same result (new customers) that don’t involve the traditional means.  Are you good at teaching, demonstrating, educating?  Are you a good story teller? Are you funny or good at drama?  I suggest you “sell” by doing what you are good at.  Possibly you can give a free class to teach people how to paint their homes and show them the intricacies. Many will enjoy the experience AND realize that on a large scale they can’t do it themselves and will hire you.    

Discover the methods that you are strong at and seek training to make them even better.  When it comes to presenting on your strengths, public speaking is always a good asset to have.  Check out Toast Masters and Dale Carnegie’s Public Speaking course. I highly recommend both. 

I wish you continued progress and great business success! 

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Comments:

Lauren Benyola
Posts: 1

Selling
Reply #1 on : Tue May 06, 2008, 12:41:24

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When I first started my latest venture, Action Figure Woman, I was deathly afraid of getting in front of others and talking about what it is my company is based on. I had a wealth of knowledge at my finger tips regarding diet and exercise programs and am confident that I can change the lives of my clients, not just help them lose weight. In the past, I have always enjoyed doing the 'behind the scenes' work in every situation possible, but realized that in order to grow my business and attract the right customers I had to get over my fears. When I give a speaking engagement I simply talk about my own struggles with weight and self-image. Immediately women in the crowd identify with my story. This in-and-of itself is a powerful marketing tool.

Good luck with your painting business!

-Lauren Benyola