Docurated Quotes Jason Kanigan on Consultative Selling

Docurated Quotes Jason KaniganDocurated quotes Jason Kanigan on the best way to develop a consultative sales approach in this extensive panel discussion.

What's different about consultative selling? Docurated quotes Jason Kanigan alongside 25 other sales experts on the core transformational shift you must make to truly have a consultative sales approach. Mouthing the words "Let's find out if we're a fit," but lacking the true intention and complete willingness to qualify prospects Out when they really are not a fit, is not consultative selling. Nearly all salespeople are still trying to push their prospects into buying from them.

While it may seem counter-intuitive and perhaps even counter-productive, being willing to walk away gives you as the salesperson complete power in the selling situation. It is you, not your prospect, who chooses whether anyone gets to move from being a prospect to being a client. And for that to happen, it had better be a great fit on need, budget and personality.

Why Docurated Quotes Jason Kanigan

Why would you try to sell something to someone who didn't need or want it? Sure, they may not know they have that need or want when you meet them. But you should be able to uncover this need or want within a few minutes. If it's not there, move on.

Why would you try to sell something to someone who didn't have the budget for your solution? Do they have a problem big enough to warrant your involvement? Is your price in relation to anything, or is it just floating in midair--begging the "That's too much!" response? Are you emotionally satisfied with your price on a self-esteem level?

Why would you try to sell something to someone who didn't have a good personality fit with you? Anyone who's heard my "Hollywood Horror Movie" bit remembers for the rest of their lives what a bad client can do to your business...and how easily they can slip in the door when you allow them to.

Consultative selling means a whole lot more than a simple retread and upgrade of selling patter. It is a transformation of approach. You cannot go on the way you did before, slinging features and benefits at prospects and hoping something sticks. In this article where Docurated quotes Jason Kanigan, he explains the fundamental move that results in this transformation.

2019 EDIT: this post and the one from Docurated were from 2014. Five years later and things have changed...and this is not atypical. Many interviews, quotations, documents and other assets have disappeared as companies and marketers have disappeared with their websites or changed what they are doing. If you are an authority, make sure you get a screenshot, copy, download or other record as soon as the reference is posted. You'll thank yourself years later.

>> Jason Kanigan is a profit maximizer utilizing sales training, copywriting and operations improvement skills to create significant revenue increases for companies in the $5-10 million range. Visit jasonkanigan.com if you want to improve your results. Did this article help you? Please Like or Share to let others know. And if you have a question about consultative selling, please Comment below! <<


How To Value An Online Business: Interview with Jock Purtle

how to value an online businessHow to value an online business is a question I have asked over the last several years of running my own web-based company.

Without much in the way of physical goods, how does one calculate the assets of the operation? Fortunately, an expert who values, buys and sells online firms is here to help us out. His name is Jock Purtle and while he's a young guy, in two minutes flat he'll gobsmack you with the obvious fact that he knows how to value an online business backwards and forwards.

Jock Purtle On How To Value An Online Business

When we booked this interview, I wondered how serious Jock would be since I hadn't met or spoken with him before. I was also curious how 'out there' his business valuation methodology would be. As part of my operations management and business administration training, I had the fun of three years of accounting courses...all the way through finance and cost accounting. So I had expectations on the terminology to be used.

The first key factor Jock lets us know about as the key difference between valuing brick and mortar and web-based businesses is Goodwill. In place of physical assets, Goodwill appears as the major line item on the balance sheet. We continued the discussion through the critical factors in valuing a business. Jock surprised me with his obvious command of accounting methodology, and the fact that his process is completely grounded in the Generally Accepted Accounting Principles.

Maximizing the Value of Your Web-Based Business

If you are starting an online business and want to ensure it becomes as valuable as possible in a three-to-five year timeframe, Jock directs you to build in three factors: rising market, defensibility, and scalability. He reminds us the potential buyer of your business is really buying future profits--not you, your process, or your customer list.

For a guide on how to set up your online business for maximum value, Jock recommends The Star Principle by Richard Koch.

Concluding, Jock shares the two sides you must split your business into, and empower others to handle, to stop it from being dependent on its creator.

How To Value An Online Business: When You Should Call the Expert

A typical accountant is not the person you want valuing your online business--even if they are your CFO! In the interview, you'll hear why you would need three experts or one Jock Purtle to arrive at the right figure of how to value an online business.

When should you get in touch with Jock Purtle? He recommends six to twelve months out from when you'll be truly ready to sell your business. Why? Because in that time, he could increase the value of your business 20-100%! Visit Jock's site for free business valuation guides and more at DigitalExits.com.

Listen to the interview with Jock Purtle on How To Value An Online Business right here:

Click here to listen

>> Jason Kanigan is a business development expert. Did this content help you? Please Like or Share to let others know! Do you have a question about valuing an online business? Comment below to let us know! <<


Simple Plan for Sales Success

Simple Plan for Sales Success

Simple Plan for Sales Success - Not Always So Simple

This morning a Facebook friend's status appeared in my feed. I've had some dealings with this person and know he's a good guy who is working to uplift others. But he had a "life complaint", and needs a simple plan for sales success:

Despite spending more than $100,000 and twelve years on self-help, he is still working a 9-5 job...no better off financially...and still unsure what to do with his life.

"Could the more contemporary self-help stuff be a bunch of mumbo, jumbo?"

I want to share my response, because it's applicable to absolutely everyone who's in the same boat--and so many people are. Why? People get stuck doing non-revenue-generating activities. Tasks that will NEVER result in money coming in to you. Busy, but not effective. If you find yourself in this common situation, what do you do? How can you have a simple plan for sales success?

Everything I'm sharing below I have tried and experienced myself. I am not paid or encouraged or rewarded for my recommendations.

Here goes (and none of the links below are affiliate links):

Good for you for asking yourself the question. The answer is not about self-improvement, it's about your attention and how you are spending your time.

Four Step Simple Plan for Sales Success

1. I'll bet you already know everything you need to know in the self-help area. Stop buying books and going to workshops. You don't need any more and I suspect it's become an addiction ("The NEXT book, the NEXT workshop will be the thing that finally helps me figure it out"). And it's been a big money drain.

2. Write up a real budget and stick to it. Dave Ramsay's Total Money Makeover is a great start. Since you've been spending money on workshops etc., I'll bet you've been overspending on that gamble that "this is the thing that will bring me success". Back to the basics and recovering control of your money. If you haven't been interested in cash flow and money to this point, you had better get started. All successful people manage their money well...or they don't keep it long.

3. Why are you still working the 9-5? Be honest with yourself. Do you have a plan for becoming self-employed? Is that what you REALLY want?

I have recommended three books that will give you everything you need to know for setting up a successful business. Total cost will be under $20.

> How To Quit Working by Jeff Steinmann

> The Secret to Profitable Business Ideas by Dexx Williams

> Become the Influential Expert by Dave Newton

These three are the ESSENTIAL toolkit for anyone considering and running their own business. Even if you already do run a business, you will find tremendous value in these books. They will help you leap ahead YEARS over where you would be on your own...and I wish *I* had had them when I started out.

And here are two of my products that will get you in the right headspace to be making money. You can use them at your job right now and for your own business, and they're FREE:

The Small Business Sales Effectiveness Report (how to get more and better customers)

Pricing and Positioning to win in business (podcasts)

Easily $1000 course there if I turned it into a seminar.

4. If an activity doesn't lead to revenue, stop doing it. Either it gives you credibility and outreach to potential customers in a very direct way, like my blog at https://www.salestactics.org, or it ends. Do not create content merely for the sake of creating content. It has to have a PURPOSE. And that purpose is to help you connect with potential customers...and create credibility in their eyes. If it doesn't do that. stop.

How the Average Person Can Implement a Simple Plan for Sales Success

You'll see people who are less intelligent than you are doing better than you. Why? Because they put their nose to the grindstone and keep at it. That's all they know how to do. They don't doubt themselves. They don't look up or around. They keep at it. Whittling away, day in, day out.

20 years ago a Turkish man jumped off the boat in Vancouver, where I'm from. I know this man because he soon became the boyfriend of one of my mother's work friends, and they came over to my parents' house when I was a teenager. He was not a person of above average intelligence, but he knew how to work. For awhile he worked in construction...demolition, actually. After a couple years, he started his own business. It was not a complicated business. But it had all the right elements for success.

First, he went to where the money is. West Vancouver is the posh place in the area.

Second, he provided a straightforward product those rich people wanted: concrete fishponds in their yards.

Third, he charged a decent amount of money for what looked complicated to them but was simple to those 'in the know' like me: hole, liner, concrete, pump, pipe.

And repeat.

Guy was a millionaire in under three years.

I remember my mom got a call from the girlfriend...the girlfriend was upset because, for her birthday, the boyfriend had traded in her BMW for a Lincoln Navigator (remember, this was the time when Navigators were the big success symbol). She was nervous about driving such a large vehicle.

Compare with what you have been doing.

If you are fully honest with yourself, you'll find you haven't really had a plan...been chasing the next self-help thing...jumping from one idea to the next...and this has been going on for YEARS. Do these four straightforward things I've listed here, get your plan solid and ironed out and take control of your cash flow. Most of all, understand for yourself WHY you are still doing the 9-5. There's nothing wrong with that, especially if it turns out you really don't want the risks of running your own business, but you do need to understand the reason. You need that clarity.

A simple plan for sales success doesn't have many elements. It isn't complex. Your income must exceed your spending. As hard as it may be, set aside savings. Build profit, taxes and unexpected expenses into your revenue plan (this is from my Pricing podcasts). Be very clear about what you are doing, and why. Get in front of a hungry, money-plentiful market and give them what they want. Systemize your business. If you can only afford ONE tool beyond my free products given away on this blog, get Jeff Steinmann's How To Quit Working. The blueprint inside will take you farther than any other program I have seen.

>> Jason Kanigan is a Profit Maximizer, working with companies to position their Price in the right spot to create Power in the marketplace that leads to the increased Profit we all seek. Was this helpful to you? Please Like, Share or Comment to let others know! <<