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As Business Goes From Zero to 100, How Do You Stand Out as a Sales Leader?
“Are you B.U.D.? Better, Unique and Desirable?”
Thomas Ellis is the President and Chief Sales Coach for EWC Consultants. With over 30 years’ experience, Ellis is known as the Expert “Sales 101” Trainer. Here is a summary shared for our Sales Leaders:
Thomas Ellis is the President and Chief Sales Coach for EWC Consultants. With over 30 years’ experience, Ellis is known as the Expert “Sales 101” Trainer. Here is a summary shared for our Sales Leaders:
The culture of sales has changed in the last century. We live in the information age where businesses and consumers alike can access information with the click of their mouse. What does this mean for the modern sales representative? It means that you must be Better, Unique and Desirable. The B.U.D. Factor represents the characteristics you need to embody to serve your customer and ultimately close more sales.
What does this mean though? How can you be better, unique and desirable? It starts with your mindset. Are you selling to make your number, or are you selling to help your customer? If you start with the customer in mind first, this will guide you to the right actions, but it’s easier said than done.
Let’s start with Better. One of the ways that you can be better than the rest is to spend time on proper preparation. It’s hard work, but if you prepare yourself properly for a sales call, a follow up or a networking meeting, you will get the most value out of each experience and save yourself time and effort in the long run. Because it’s hard work, most sales professionals don’t properly prepare.
Unique, isn’t everyone unique? Yes, but let your personality shine through. Most people are taught that being professional means not sharing your personality. You can do both at the same time. People like to do business with those they like. Give your potential customers a chance to get to know you in a professional way.
Finally, what about Desirable? It’s not what is desirable to you, it’s what is desirable to your customer. Put your customer hat on for a moment. What do you appreciate when buying a product or booking a service? What do you look for in determining who to do business with? Chances are your prospects value those things as well.
What does this mean though? How can you be better, unique and desirable? It starts with your mindset. Are you selling to make your number, or are you selling to help your customer? If you start with the customer in mind first, this will guide you to the right actions, but it’s easier said than done.
Let’s start with Better. One of the ways that you can be better than the rest is to spend time on proper preparation. It’s hard work, but if you prepare yourself properly for a sales call, a follow up or a networking meeting, you will get the most value out of each experience and save yourself time and effort in the long run. Because it’s hard work, most sales professionals don’t properly prepare.
Unique, isn’t everyone unique? Yes, but let your personality shine through. Most people are taught that being professional means not sharing your personality. You can do both at the same time. People like to do business with those they like. Give your potential customers a chance to get to know you in a professional way.
Finally, what about Desirable? It’s not what is desirable to you, it’s what is desirable to your customer. Put your customer hat on for a moment. What do you appreciate when buying a product or booking a service? What do you look for in determining who to do business with? Chances are your prospects value those things as well.
This process was part of my inspiration for creating my recently published book. It comes from years of experience and success in sales and sales training. Are you B.U.D.?
Follow this link for more information on Thomas Ellis – Sales Coach (tellissalescoach.com).
Interested in writing an article? Have Leadership content suggestions or looking to enhance your skills, consider joining the MPI Potomac Leadership Committee. Contact Leila Beltramo or Carolyn Patterson-Kemper.
