Hi,
Who handles the selling in your business?
If you’re directly involved, it reduces your business’s value. Investors and buyers prefer companies where the owner isn’t the primary salesperson.
Research by the Value Builder System™ of over 70,000 businesses shows that companies where the owner can step away for three months are more than twice as likely to receive a premium acquisition offer (over 6x pre-tax profit).
In short, to boost your business’s value, delegate the selling to others.
But that’s easier said than done.
Why Employees Struggle to Sell Like the Owner
It’s common for new salespeople to struggle compared to the founder. As the owner, you have years of experience and authority. Your customers trust you because you’re the expert, you manage the team, and they know you’ll solve any problems.
When new salespeople try to leverage the company’s reputation for excellent service, it can sound unconvincing. That’s why Matt Dixon, author of The Challenger Sale, suggests training them to answer this critical question: “Why should prospects buy from you?”
And here’s the catch: their answer can’t hinge on customer service.
A strong sales proposition needs three elements:
- It must resonate with customers.
- It must set you apart.
- It must be believable.
Equip your sales team with a compelling differentiation point, and they can sell independently, increasing your business’s value.
P.S. I work with information-based service business owners who started the business to have a better life, only to find themselves falling short and then getting frustrated by the broken promises and lack of results when they sought help elsewhere.
That’s when they find me and I show them exactly what path to take when investing their time and money to get the business and life they want.
I do it through 1;1 consultations, group master round tables and workshops and other collaborations whose insights are personalised 100% and can easily be implemented.
But don’t take my word for it, find out more by clicking here to check out our different services and resources.