"Far too many people are held back by their fear that they are not a born salesperson," says Deborah Meaden, the businessperson currently promoting her book on how to run a business. The fear of selling is the fear of being told No. It is the fear of having to push something unwonted on people. It is the fear that a No is a rejection of you. Meaden's solution is to say that if people are as passionate about what they do as they should be "it follows that they can't help but sell their dream to other people". What she recognises is that it is good to look at the "sale" from a different perspective so that what is important is not whether the person liked you or the product but whether they enjoyed the experience of the sale. People like to be asked for their custom because it gives them power, the power to say yes or no. Selling face-to-face requires you to have good knowledge of what you are selling, a belief in your product (or services) and the ability to listen. Even if the shopper says no, you need to find out what they do want. Coaching yourself and your team on the benefits of what your business sells is a weekly task that all good businesses need to do all the time.
“Twenty years ago I was driving boxes to the post office in my Chevy Blazer and dreaming of a forklift,” says Jeff Bezos in his most recent letter to shareholders. A blink later and he points out that the company has grown from 30,000 employees in 2010 to 230,000 now. But his ambition is the same. “We want to be a large company that’s also an invention machine. We want to combine the extraordinary customer-serving capabilities that are enabled by size with the speed of movement, nimbleness and risk-acceptance mentality that is normally associated with entrepreneurial start-ups.” Amazon is great at disruption because of its customers focus and the fact that the internet means it needs none (or very few) people between its warehouses and the shopper. The threat of Prime, its membership service, is the biggest challenge facing the UK retail market and the wholesale market by extension. It is both a direct threat and an indirect threat in that is inspiring countless numbers of othe...
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