How To Be A Performance Seller

In this episode we talk about performance selling with Rick Day, an entrepreneur with over 25 years of starting, growing, and selling businesses. From meager beginnings, Rick spent 5 years in the Navy, put himself through college, and became an entrepreneur. Now at age 50, he’s a semi-retired investor, coach, blogger, and podcaster with practical business advice that works!

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In This Episode

Rick defines the four ways performance sellers can grow revenue:

Keep selling existing products to existing customers (1x cost)
Sell new products to existing customers (3x cost)
Sell existing products to new customers (7x cost)
Sell new products to new customers (12x cost)

Set your expectations when growing your business and leverage your existing clients as best as possible.

Items of Interest

I highly recommend following Rick:

Rick’s blog is www.businessbyday.com
Rick’s podcast is 5 Minutes To a Performance Business
On Twitter @RickAMDay

Rick also mentioned a number of tools:

Aweber email tool (so do I and this is an affiliate link)
Hootsuite (so do I and this is free)

Lastly he recommended a book I’ve not read:

Robert Shook – Hardball Selling: How to Turn the Pressure on, without Turning Your Customer Off

Breakthrough

Take a moment and reflect on his advice:

Keep adding to your tool belt and learn how to address different types of clients
Read voraciously and copy the habits of the best authors
Develop your own personal sales process, measure that process and continually improve it
Make sure to carve out time for prospecting.

We also had a great moment where Rick shared an example where a sales candidate. I mentioned a similar tactic in the blog post All Job Hunters Are Sellers

Announcing the Selling Secrets for Non-Sellers Workshop!

We’re offering a live workshop to teach selling secrets to non-sellers on on Thursday, June 26 at the IIT Rice Campus in Wheaton IL… Just west of Chicago. It’s all about learning a selling style that fits your personality and works.

The Sales Babble Workshop is a terrific opportunity for sales professionals to learn strategic selling styles in an interactive forum. Thid in-person workshop promises to provide actionable scripts, processes and practice that can be applied the very next day – or your money back!

Your resistance to selling will be directly addressed. You will learn that sales is not about pushing customers to buy, but instead a process of discovering and serving the customer’s needs and desires.

Click here to register on Eventbrite

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