Sales is something many executives won’t admit to but from my perspective, its a critical skill as the Chief Executive Officer of any company. You’re also (or should be) the Chief Executive Salesperson (CES). In some firms they’re just the Chief Sales Person (CSP).
I’m still not sure if sales people are born or educated or in fact a combination of both. In my own case, I think it’s a combination of both. Over the years I seem to have added certain skills to my ability to sell that make it easier.
Take patience. Not everyone has it but as a salesperson you must. By demonstrating patience you easily allow the prospect to tell you what you need to know in order to understand their needs. By excercising patience you’ll come to understand what they’re trying to accomplish, what’s important to them or simply what they need. Then, IF you understand your product or service, you should be help them by providing a solution that they (the prospect) will buy.
Solution Selling
I’ve never really thought of myself as a salesperson as much as I have a go to person for solutions. People come to me with problems, concerns, needs and then there’s always the daily crisis. In each case, it requires patience on my part to listen, really listen to the other persons words, the sequence, volume and frequency. Notice I haven’t said anything about their body language. So many of those that come to me for a solution are in cities and countries far from my own. Even more patience and understanding is required.
Are you trying to sell something or are you trying to solve a problem? May I humbly suggest the latter?
What do you think?
In Mid-July I’m going to be in South Africa providing a series of talks for the South African Government to budding Entrepreneurs. Personally, I think that Africa represents a fantastic opportunity for the African entrepreneur. Apparently a chap named Ernesto Sirolli agrees. His book was recommended to me by Althea Gardner from Zimbabwe. Althea is now an American moving to Florida. She is a great entrepreneur and has been recognized by many for her talent and skills. So, as part of my research, I’m going to read the book. It is available from Amazon if you’re interested.
Also . . .
I’m going to read “How to Change the World” by David Bornstein.
This book is also available from Amazon. We live in interesting and the most challenging of times in my 63 years of living. I remember that back in ‘75 I said, “if I can do business in the middle of a severe gas shortage, I can do business anytime, anywhere.” Nothing has changed except that today I’m smart enough to look for ideas everywhere. The people I talk with, the books I read, the programs I watch on TV, the movies I watch and even in the children I play with (grandchildren) and observe (at Disneyland with my wife and grandchildren).
Ideas are everywhere. As I listen to people talk about our global economic situation, I’ve noticed that everyone as an idea or two. The challenge is that few people have a forum to express their views. At our company, C4 we hope to change that and I’m confident we will. Until then, this bit of reading and my observations combined with my ability to listen will help me, help others.
So you understand, I’m not recommending these books, yet. I’m simply reading them in this month of April.
Now that you know what I like to read, what would you reccomend and is it available in an audio only format?
Husband, Father, Grandfather, Son, Brother, Uncle, 32 Degree, K.C.C.H. Mason, Serial Entrepreneur, Chairman & CEO, Leader, Speaker, Philanthropist, Veteran, and Friend.
A successful entrepreneur with 23 companies to his credit, Mr. Rawson is focused on solutions that provide sustainable answers to domestic and global issues. 
