Hard To Sell To?

Hard To Sell To: "Are {Insert Niche Here} hard to sell to?" is a common question I see; it was repeated again on an expert platform I'm a member of this morning.

The truth is that no industry is "hard to sell to."

hard to sell to wrestling block tackle pain hurt

If you are having trouble selling in a marketplace, an understanding of a key problem that niche has that you can fix is what you're missing.

Instead, odds are you're relying on pushing features of the product/service as most salespeople do. But I'll bet you're not even getting that far.

The problem that kills your prospecting process is more immediate.

Why Salespeople Say "This Industry Is Hard To Sell To"

I have trained many, many salespeople. These include so-called veterans with 20 or more years of experience in sales roles. Turned out they existed on soft referrals, though, and when times got tough and they had to start prospecting by phone, they quickly found themselves in trouble.

Two critical steps must be completed before any discussion with a prospect may be had that leads to a sale.

Your first step is to reach a decision maker.

Your second step is to start a conversation.

Most employed "salespeople" don't know how to do these two things.

If you can't reach a DM or start a conversation with them, what chances do you have of making a sale?

Is it any wonder salespeople say it's "hard to sell to" prospects in this niche?

You're not even getting that far—far enough to have a qualifying conversation!

Hard To Sell To: A Symptom of Larger Issues

I discuss these symptoms of a key problem further in this video:

Many large companies I've worked for didn't even have a consistent sales process, or any sales training materials. This is a rampant problem.

You would think sales organizations would have this all figured out, but the truth is they do not.

Customers don't buy because of features. If you want a better process, we should speak.

>> Jason Kanigan is a sales force developer and conversion expert. To book a call with Jason, click here.<<


Does GPA Predict Entrepreneurial Performance?

Does GPA predict entrepreneurial performance? This was a question on an expert platform I'm a member of.

And my answer?

No. GPA, or Grade Point Average, is a performance measure for academic pursuits. Memorization, rote, and perhaps a little critical thinking.

GPA predict entrepreneurial performance

It's the real world out here, unsafe and prone to sudden breakdown. Your ability to interact with people, deal positively with the unexpected, and handle ongoing stress are far more important than regurgitation of some process upon command.

GPA Tells You Nothing When You Try To Predict Entrepreneurial Performance

In the real world, you can always pay someone to learn or do the thing. Or take the time to look the thing up yourself. Memorization is not important. Problem-solving is.
Frankly if you were too methodical a person, I'd be more concerned about your entrepreneurial future than if you're spinny and prone to getting struck by new ideas. But any type of person can be an entrepreneur. The key issue is whether you can handle the stress. And no school can prepare you for that--even the one I went to, that made us wade through 10 and 11 courses a term, resulting in a 40% student failure rate.

Entrepreneurship is more than just hard work. Hard work is easy. If that's all it took, many more people would be rich. But the universe doesn't care how hard you work...nor how hard your competitors are working, either. Remember that on your journey.

Predict Entrepreneurial Performance With This Instead Of GPA

In my opinion and experience, the biggest predictor of entrepreneurial success is this...

Does the person have one or more examples of projects they've run where they had to:

  • do something nobody else wanted to do
  • run around to get support from other people to accomplish the goal
  • stick with the project until it was at least in shape to be handed off to someone else to maintain--or was done and over with.

Full completion is not critical, as business builders may start up a project, and then sell it once profitable.

Examples of such projects go all the way back to high school, if you and the candidate take the time to look. Swim meets, band class, art or theater projects...plenty of examples are available. If a person willingly takes on the unpleasant, convinces others to contribute, and gets the project into a workable shape, then in my opinion they have a good chance of suceeding as an entrepreneur. And GPA will tell you nothing about that.

>> Jason Kanigan is a business strategist focusing on conversion optimization for medium-sized manufacturing, software, and service businesses. To book a call with Jason to discuss your situation, click here. <<