Optimizing Profits

header photo

Sales Success Step 1

By Chuck Groot

Of all the key elements of business, number one is SALES. With sales, your company will not exist! We have been selling ever since man was created, when Eve sold Adam on the forbidden fruit. But has the art of the deal ever changed? Is selling the same as it was then? In many ways, yes; but not in all ways. Selling is much more complex than ever before.

For starters, people are much more savvy to sales methods. Most techniques are falling on ears that pick up on them and get turned off quickly. Using any techniques that come across as hard sell gives the client a bad taste in their mouth and your company’s name will probably be damaged; not to mention that it also makes you seem desperate. Hype is now wasted on the prospective client, they want truth, honesty and fact. Finally, there is much more competition and selection, due to the global economy.

Competition can be found in every aspect of life. Top athletes from all over the world all want to play in the best professional league of their sport. The top actors from all over the world want to be in movies produced in America. You can’t get away from competition. if you are going to compete you might as be the best that you can be

What is step one?

As simple as it may seem, be the expert in your field, know your product inside and out. Know what it can do and what it can’t. By being the expert on your product, service, or idea you are now elevating yourself above being a salesperson to being a consultant. By using a consultative approach to your selling, you will set yourself far apart from the pack.  

Here are the basics you need to know:

What will your product do for your client?

Know your product inside and out; size, shape, colour, function, benefits.

How can the customer buy it, get access to it, and receive it.

What is the price?

How long will it last?

History of the product?

How to use the product?

This will set you apart:

Are there any special manufacturing processes?

Why should the client buy from you?

Is it a good investment?

Is it safe?

Is it environmentally responsible or socially acceptable?

Servicing, warranty and repair information.

Would you buy it?

What does your competition offer?

You must be the totally invested in your product and its number one champion.

Why are these items so important?

How can you be enthusiastic and believable if you don’t believe in your own product?

Having all this knowledge at your fingertips allows you to talk freely and confidently.

Your customer wants answers and wants them now, they will have much more confidence in you if you can answer them immediately. If they do stump you, they will trust you even more when you tell them you will get them the answer quickly.

You build trust faster.

How do you get this product knowledge?

Beside reading the literature the company produces, you can talk to the manufactures, designers, repair personnel, and field people. Try out the product or service yourself. If you can’t try it out, go talk to people who used your product or service. Finally, if there are more salespeople in your company, ask them to describe the value your products and services deliver.

Product knowledge is an essential sales skill. Understanding your products' features allows you to present their benefits accurately and persuasively. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.


To sum up, by being the expert you can not only truly serve your client extraordinarily, you can also write articles for newspapers, magazines, trade journals and websites, or be an expert on the radio or television, bringing clients you for what you know not trying to impress them. By being an expert you truly separate yourself from the pack.

Your Success – Guaranteed!


How would you like:

- An increase in productivity (by 53%)

- Increased customer service (by 39%)

- Increased retention of senior people (by 32%)

- Reduction in costs (by 23%)

- Increased bottom line profitability (by 22%)

Coaching is one of the most powerful ways of developing people and adding to bottom line business performance. A study of Fortune 1000 companies using coaching showed the above results from the coaching they received.

(Source: Manchester Review, 2001, Vol. 6, 1; and Executive Coaching - With Returns A CFO Could Love, Fortune Magazine February 19, 2001)

58% of organizations say they have increased their use of coaching in the past year. They say it helps:

• Increase revenue and profits

• Learn specific marketing and business skills

• Extend reach and find new customers

• Craft a cohesive action plan for growing your business

• Boost clarity about your business vision and big projects

What is stopping you?

There comes a point in time when you realize you can’t do everything or know everything and need advice. Particularly – impartial, outside advice from people who have been there!

If you keep trying to do it yourself, asking the same people the same old questions; you are going to get the same tired answers.

Do these nagging questions sound familiar:

1. What can I do to get more customers, clients or patients?

2. How can I make more money?

3. How can I use social media effectively and cheaply?

4. How can I increase cash flow?

5. I put in so many hours and I am bagged – what can I do?

6. What can I do to motivate my employees and keep them happy?

7. My overhead is killing me, what’s the answer?

8. I just don’t have enough time to do what I need to do, help?

9. How can I go from working in the business to working on the business?

10. Marketing and advertising, there is so much out there and it is so expensive, what’s the best use of my money?

Well you are not alone. My team went out and talked to business owners and over 85% of all business owners ask the same questions.

At first glance, it might seem as if only a struggling business would hire the services of a professional business coach. But we can do a great deal more for successful businesses and individuals, we can bring you to the next level.

The will to win, the desire to succeed, the urge to reach your full potential... these are the keys that will unlock the door to personal excellence. 

By having a "Sober Source of Second Thought" you will make fewer costly mistakes. Imagine what it would be like to have an advocate to test your company decisions. Having been where you want to be I become your third eye because I have learned by experience and coached others in similar situations and know what it takes to get where you are going.

You will make more money because you are focused on success. When you are actively involved in making your life what you want it to be, you will naturally attract what you desire. Life becomes less of an effort and more of a success when you have effective business coaching.

Why wait? Let's work together to create an easier and brighter life for you - guaranteed.

That’s right – I guarantee your results 100% for both companies and individuals!

Yours in Health, Happiness, and Success!

Your Friend and Coach,

Chuck Groot CPA,MPA,MBA

Mr. Chuck Groot


Displaying all 3 comments

You have got superb info on this site.

My homepage {link://}for more information{/Link}

Keep up the excellent job and delivering in the crowd!

Here is my weblog: {link://}visit website{/Link}