Why Businesses Struggle to Sell

Become A Highly Effective Salesperson

Do you often find it challenging to sell the value of your services to clients and avoid fee-based conversations?

When I make reference to “Seller-Doers”, I am referring to Architects, Engineers, Consultants, Contractors and anyone else that spends years learning their profession or trade. They are now being tasked to sell to their ideal target market as they have specific industry expertise and credibility.

In the past 27 years I’ve been in sales, I’ve observed first hand the trials and tribulations of what it takes to transition from a highly skilled technician into being a highly effective salesperson. If I can do it, anyone can.

So what is the secret?

When I make reference to “Seller-Doers”, I am referring to Architects, Engineers, Consultants, Contractors and anyone else that spends years learning their profession or trade. They are now being tasked to sell to their ideal target market as they have specific industry expertise and credibility.

In the past 27 years I’ve been in sales, I’ve observed first hand the trials and tribulations of what it takes to transition from a highly skilled technician into being a highly effective salesperson. If I can do it, anyone can.

See how we guarantee your firm 300% ROI in 12 months

Navigate Inconsistent Sales Results

This FREE One Page Sales Plan is the foundation of our award-winning sales coaching. It will make it easy to grow sales, without tearing your hair out and feeling stressed and frustrated.

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3 Reasons Businesses Have a Hard Time Selling

1

Mindset

Most professional “Doers” don’t consider themselves as salespeople. Sales often has a negative connotation. We often think of ‘sales’ as being pushy as we may have had a bad experience of being sold to by a stereotypical salesperson.

Here is the good news, sales is not about being pushy or manipulative, it is about being client centric and serving your clients in order to add value.

We need to change our paradigm as to what sales is. So instead of thinking of sales as a negative word, we need to reframe our thinking to sales being a positive thing you do to help others and add value to those you serve.

2

Sales Process

When I moved from skilled professional into sales I felt I was not being productive. As a professional you can see what you have done at the end of the day, as a new salesperson all I felt I was doing was having conversations with people and getting nowhere.

Then years later I realized that sales is a process and you have to recognise what part of the sales process you are in i,e Prospecting, Discover meeting, presentation, closing.

Once you understand these key milestones and how they relate to a sales pipeline, then you can start to build momentum.

Whenever a firm underperforms in growth, I always ask “Is it the people or the process”? More times than not it is a process issue, or lack thereof.

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Every firm should map out their business development process. Then you can get clear on the specific milestones in the process which enables people to follow it. They can also draw confidence in knowing they are following a system.

Learn How To Fast-Track Growth

We help Firms grow profitable revenue. Request a demo to see if our Growth Transformation Program is a good fit for your firm.

During your Growth Transformation Demo we will demostrate our structured methidology and discuss your top priorities for growth.

We’ll share specific examples of how we have helped Firms achieve transformational growth.

pathway

3

Methodology

Common mistakes technical people make is that they are heavily depend on “Relationship” selling and/or “Feature and Benefits” selling.

The problem with these two methodologies is that having a good relationship is table stakes and does not always win you new business. Most firms have similar features and benefits and therefore it is difficult to differentiate your offer, therefore the conversation tends to lead to price instead of value.

Technical people have a tendency to talk about solutions too early in the process. They often fail to ask great questions to truly understand the client’s compelling needs.

A Consultative Selling methodology is founded on asking great questions about the client, goals, challenges and outcomes. Understanding not only what they want but more importantly why they want it, is the key to selling on value.

See how we guarantee your firm 300% ROI in 12 months

 

Start Growing Right Now With These Free Resources

Here are some free resources to show you just how committed we are to helping you succeed.

SalesStar

At SalesStar AEC, we combine proven go-to market strategies, business development and sales coaching to deliver long term results that align with your vision and purpose.

SalesStar’s program helps Firms grow profitable revenue.

We guarantee your results so you don’t have to worry if our program will work for your firm. We guarantee to grow your Firm.

Ready To Grow?

When you have the right ATTITUDE to grow your firm, ACCOUNTABILITY to do what you say you will do to go to the next level, and take ACTION in a structured methodical way, your firm will grow rapidly and achieve true transformation.

If you want help getting there, find out if your firm qualifies for our Growth Transformation Program.

Results You Can Expect

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"50% topline growth"

"In the last several months we've exceeded our goals each and every month by approximately 50% of our monthly goals. But more importantly, is that a higher percentage of new sales now are with new clients, that was one of our goals going into the process."

"Tailored to our specific needs"

"What I liked most about working with SalesStar, is that it's not a cookie cutter approach to selling. It's really tailored to our specific needs. We can break off if we have a target that we're really actively pursuing. We can turn on a dime and really focus our efforts on achieving our goal for that week. But also continuing to keep the long-term vision in play."

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"Doubling of our revenue"

"In the last several months and we are on tap to have a doubling of our revenue for 2022 over 2021. We had set some goals in 2020 & 2021 of increasing our billings and our revenue and I can say categorically because of the training and guidance we received from SalesStar, we have had our largest billing month in the history of the firm."

Here Is An Example Of The Results You Can Expect To Achieve With Your High Performance Coach:

If you’re wondering if we can actually help you make your firm more profitable, just take a look at the numbers our clients typically achieve.

Average results in the first year of coaching, according to our coach reviews:

+ 0 %

RFP Conversions

+ 0 %

Projects’ Net Profitability

+ 0 %

Month On Month Revenue

+ 0 %

Revenue Per Employee Within 24 Months

We've helped over 600 business owners make $1BN in Profit

And we can do it for your Architecture business too. Take a look at these videos from some of our Boardroom members to hear for yourself the impact Boardroom has on their businesses (and their lives!)

Play Video

Gene McHugh

“In the last several months we’ve exceeded our goals each and every month by approximately 50% of our monthly goals. But more importantly, is that a higher percentage of new sales now are with new clients, that was one of our goals going into the process.”

Play Video

Brent LaCount

“What I liked most about working with SalesStar, is that it’s not a cookie cutter approach to selling. It’s really tailored to our specific needs. We can break off if we have a target that we’re really actively pursuing. We can turn on a dime and really focus our efforts on achieving our goal for that week. But also continuing to keep the long-term vision in play.”

Play Video

Ray Manning

“In the last several months and we are on tap to have a doubling of our revenue for 2022 over 2021. We had set some goals in 2020 & 2021 of increasing our billings and our revenue and I can say categorically because of the training and guidance we received from SalesStar, we have had our largest billing month in the history of the firm.”

Start Growing Right Now With These Free Resources

Here are some free resources to show you just how committed we are to helping you succeed.