Be an absolute expert, don’t worry about being a great sales person, the people will grab a take to you, they will recognize your knowledge and you’ll be the one that closes!

Intro

Welcome to Entrepreneur Sales School! My special guest today is Frank Cottle.  

Frank Cottle is the CEO of Alliance Virtual Offices and Chairman of the Alliance Business Centers Network. He is a recognized expert on flexible working, the virtual office movement and ‘third place’ working. Over the years he has worked with tens of thousands of business owners and coupled with a unique global management perspective, he has become the go-to authority on flexible and remote work.

3 Key Points

• If you are passionate about what you do, you don’t have to be the world’s greatest salesman, you just have to have a tremendous amount of product knowledge which is what’s lacking in many sales people. They think they can learn how to sell, but they don’t understand the customer’s needs or the products they are trying to sell. Be an absolute expert, don’t worry about being a great sales person, the people will grab a take to you, they will recognize your knowledge and you’ll be the one that closes!
• You should never make a sale to someone that you don’t expect is going to be a friend for life. If you go out of your way to really listen and understand and think first of relationship, then your product, and then your issue. First think of the relationship; how are we going to get along, how are we going to solve problems. Problem solvers are the ones who keep the clients not the salesman.

A long term relationship with a client is like a marriage. You are going to run in their interesting times, rocky time, and you’re not going to agree on everything. But if you remember to always return their calls, to think of them first and to find solutions, you don’t have to go out and make sales because referrals will come to you, clients will stick with you, relationships will grow that’s more than a vendor and provider.

• There’s a difference between having a good idea and having a good company. A lot of it comes around with strategic planning on how to capitalize. Many entrepreneurs are willing to sacrifice everything except they also sacrifice good planning. Don’t let your passion get ahead of your performance.

Mentions

Connect with Frank Cottle om LinkedIn, Facebook, Twitter

Visit Frank Cottle’s company website at https://www.alliancevirtualoffices.com/

Chris Spurvey's Website  http://www.chrisspurvey.com/  

Entrepreneur's Sales School - http://salesschool.io/