Constructive selling points for entrepreneurs
Mark Keating is the CEO of Sales Guru and an international speaker.
KICKING off the Durban Entrepreneurs Club meeting at the Durban Country Club recently, founder and chairman of the club, Grant Gavin told members and guests that the monthly interaction among local entrepreneurs had seen many member businesses thrive since the inception of the club almost three years ago.
The quality of guest speakers that Grant introduced at the club over the months has seen a swell in membership.
Introducing the July speaker, sales guru, Mark Keating to the over 200 members and guests present, Grant said that it was enormously gratifiying to see how well supported the event was and this was testimony to the importance of the topic – sales.
Grant pointed out that in life you will have two types of pain – either the pain of discipline or the pain of regret. In sales, top performers are disciplined with their habits and activities. Instant gratification is not realistic.
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Mark Keating is the CEO of Sales Guru and an international speaker. His personal journey in entrepreneurship saw him right at the bottom of the pile, working as a waiter and a cleaner. Mark explained that there should be an apprenticeship programme in sales, just as there are apprenticeships in many other professions.
Mark said that the number one way that people engaged with each other was through referrals, and these would come if the company gave a fantastic service.
“Be a five star company and give six star service” he suggested. He told the audience that they needed to ask themselves the question “can I improve my customers situation?” Manipulative sales pitches don’t work. Sales people need to take 100 per cent responsibility with zero excuses. When you take responsibility you’ll win – and the money will follow!” he concluded.
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