Science Park & A Sales Mentality

We need to talk about the importance of creating a sales mentality throughout your entire organization.

But before I start, this Monday, I will be releasing my first Motivational Minute Podcast. This is exclusive to email subscribers. Each week, you’ll be getting one of these motivational minutes to supercharge you for the week. Also, I’ll be releasing details about my new keynote speech for 2009 “Beat The Recession With Warren Greshes,” a 90 minute hard-hitting, no-holds-barred presentation guaranteed to transform your organization. Now back to the topic at hand…

I don’t know about you, but many companies with services I need seem to have dropped off the face of the earth. Are they out of business, or just hiding because they’re afraid to sell, or, maybe don’t know how? It has forced me to give my business to people I wouldn’t normally deal with. Sure it might be tougher out there today, but everyone needs to know that when prospects say “NO” today it only means “NO” today. It’s not “NO” tomorrow, the next day, week or month.

I want to tell you a story about the first experience I had with an organization where there was no sales mentality, and why to this day I speak about ensuring that the sales process permeates your entire business culture.

Around 1987 or ‘88, not long after I had started my speaking business, I landed a new client in Connecticut named Science Park. Science Park was an incubator whose purpose was to bring together, under one roof, entrepreneurs and small business owners who were trying to get their fledgling companies off the ground.

Science Park not only provided them with office space, but also with administrative and consulting support. Most of these small new companies were high tech startups. Each and every one of them was started and owned by highly intelligent people who believed they had come up with the next great product or idea. And, in fact, many of them had come up with outstanding ideas.

Their one big problem was: while they all had a certain amount of technical knowledge and tremendous expertise, not a single one of them knew how to sell. On top of that, they thought selling was beneath them and they weren’t quite sure it was necessary.

These would-be entrepreneurs honestly believed, if you build a better mouse trap the world will beat a path to your door. Unfortunately, many of them ended up sitting in their tiny little offices waiting for that door to open and guess what: that’s right; it never did.

My job was to teach these business owners not only how to sell, but the importance of having a sales mentality, how critical it is for business owners to always be involved in the sales process, even if you have salespeople working for you.

As the economy continues to unravel, it becomes absolutely critical for business owners, and executives, who distance themselves from the sales process, to get involved; quickly.

Clients need to be hearing from the top dog on a regular basis. If you don’t know how to sell; learn! If you think selling is something dirty that’s beneath you, here’s your choice: sell or go out of business!

If you think you can’t sell or are afraid to sell, but still want to learn how, let me recommend two of my DVD’s that can get you started. One of them, Prospecting Skills That Work, will teach you how to bring in new business and the other, Make My Life Easier will teach you how to keep it and grow it. And remember, you still have one day to buy them at a 50% discount!

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