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How do you fight back when your competition has a huge sales organization and marketing budget? That’s the question we address in this episode.
Today we interview Orvel Ray Wilson, the author of Guerrilla Selling, unconventional weapons and tactics for increasing your sales.
Guerrilla Selling
Guerrilla sales is based on the metaphor of Guerrilla warfare. It deals with the question: how to fight back when your out numbered, outspent, and out gunned by the competition.
Guerrilla’s fight back with time, energy, and imagination. They do this to counter the brute force of a huge sales organization or marketing budget.
To compete use what you have, do the best with meager resources, be generous with your customers and stingy with your time. Do a better job out thinking, out smarting and out selling the competition.
Examples of Guerrilla Selling
- Sending a lottery ticket “You may have one $10M, can I have 10 minutes”
- Show up the night before and have dinner with executives
- Sitting in a lawn chair in the CEOs parking spot coffee and donuts.
- Show up in a Easter bunny outfit, delivered 32 Easter eggs, 30 became accounts.
Rules of Thumb
- It’s easier to sell a solution to a problem vs a feature or benefit
- Ask “how did you decide to buy your last time?”. People buy the way they buy, not necessarily the way you sell. Understand the psychology behind their purchasing habits.
- Focus on how you are unique. It’s better to be different than to be better.
- Don’t disparage the competition.
- Put your picture on everything you print. You are the product.
You’re the only one. The sale is you!
Learn More About Orvel Ray Wilson
He welcomes your call at 800-247-9145
Get your 30 minute consultation on Skype at orvelray
Sales Training
I’ve launched the new Selling With Confidence Academy, a self-paced course that teaches you how to be yourself, add value and make sales.
Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to
- Be Yourself
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This is not a time to be shy. You too can start the new Selling With Confidence Academy today!