The power of selling

Welcome to The Power of Selling You’re about to go on a journey that will take you to places you can’t even imagine Think about being able to get what you want in life While that may sound far-fetched, it’s not You really can get what you want, if you learn to use the right skills That’s what this book is about Selling is a skill that everyone uses every day, no matter what they for a living Want to be successful? Learn how to sell “You can have everything in life you want, if you will just help enough other people get what they want,” according to famous sales expert, Zig Ziglar That means listening and connecting with people, understanding their needs, what they want, what motivates them, and then capturing their imagination with a reason to buy…from you (Ziglar) This book is different from other textbooks about selling While it uses the traditional selling tenets as its foundation, it adapts the concepts to the rapidly changing world of business in today’s environment, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers In addition, this book is filled with many unique approaches to traditional topics For example, Chapter 10 "The Presentation: The Power of Solving Problems" covers how to create an elevator pitch for your product as well as for your personal brand; Chapter 13 "Follow-Up: The Power of Providing Service That Sells" explains Net Promoter Score, a nontraditional method of measuring of customer satisfaction; and Chapter 15 "Entrepreneurial Selling: The Power of Running Your Own Business" addresses how selling can help you realize your dream of being an entrepreneur and starting your own company There are four special features that make this book interesting and interactive: Links to videos, Web sites, articles, and podcasts The focus on real-world experience and sales professionals is carried throughout the book Not only will you learn from real examples, but you’ll also learn from current events Video ride-alongs The best way to learn selling is to experience it And just about every salesperson starts out in sales by going on ride-alongs with an experienced salesperson or manager to learn how selling is done firsthand In order to provide the experience of a ride-along, each chapter starts with a short video featuring a sales professional who shares personal insights and practical tips about how he uses the key concepts that are covered in the chapter These videos, which were made exclusively for The Power of Selling, highlight sales professionals who are personally interested in Saylor URL: http://www.saylor.org/books Saylor.org helping you learn and succeed In fact, you can contact any of these selling professionals directly using the contact information at the end of this preface The Power of Selling LinkedIn group Selling professionals from across the country are part of a LinkedIn group created expressly for the students and faculty who use The Power of Selling Simply go to LinkedIn and joinThe Power of Selling group to network, connect, join or start discussions, or ask questions to the group The people in the group are looking forward to connecting with you The sales professionals featured in the video ride-alongs are also members of this group Feel free to contact them individually or add them to your network Visit http://www.linkedin.comand create a profile (see Chapter "The Power of Building Relationships: Putting Adaptive Selling to Work" for details), then search “Groups” for “The Power of Selling” and join the group If you already have a LinkedIn profile, click on the following link and join The Power of Selling group http://www.linkedin.com/groups?gid=2566050&trk=anetsrch_name&goback=%2Egdr_1263094780871 _1 Selling U The last section of each chapter is called Selling U, which applies the key concepts to selling yourself as a brand to get the job you want Selling U teaches you how to think about yourself as a brand through every step of your career search These sections throughout the book include details on key career searching tips such as how to create a cover letter and résumé that sells, how to target prospective employers, how to craft your personal elevator pitch, how to ace interviews, how to follow up, how to negotiate and accept the right job offer, and what to to prepare for your first day of your new job Links to videos, Web sites, articles, and other interactive resources make Selling U an excellent complement to the selling material and the ultimate resource for how to build your personal brand in this very competitive twenty-first century There are four features that are used throughout the book that reinforce key concepts: Power Selling: Lessons in Selling from Successful Brands These short vignettes highlight examples of how successful companies implemented one of the concepts covered in the chapter Saylor URL: http://www.saylor.org/books Saylor.org Power Player: Lessons in Selling from Successful Salespeople Real-life advice from sales professionals about how to be successful in sales is showcased in these short accounts Power Point: Lessons in Selling from the Customer’s Point of View Feedback from customers about sales techniques and what they look for in a salesperson and a brand are brought to life in these short features You’ve Got the Power: Tips for Your Job Search Helpful tips highlighted in the Selling U section of each chapter are emphasized in these sidebars It’s a powerful lineup designed to give you insight and experience into the profession of selling and teach you how to get what you want in life Over the course of this semester, you’ll learn how to sell products, services, concepts, and ideas More important, you’ll learn how to sell the most important product…yourself Selling is a journey Your journey starts here Meet the Sales Professionals Featured Saylor URL: http://www.saylor.org/books Saylor.org Sales professionals (left to right): Lisa Peskin, Paul Blake, Tonya Murphy, Andrew Sykes, Rachel Gordon, Priya Masih, David Fox Lisa Peskin, Sales Trainer at Business Development University Lisa thought she wanted to be a doctor and declared her major as premed at Pennsylvania State University It was only after she completed all the prerequisite courses, except one, that she decided she didn’t like science She graduated with a Bachelor of Arts in Psychology After she completed her Master of Business Administration at Temple University, her plan was to pursue a career in marketing and decided to take a job in sales to learn the business Once she started selling, she never looked back Lisa now has over twenty years of sales and sales training experience in payroll and human resources services, financial services, and other business-to-business (B2B) industries She started her selling career in 1989 Saylor URL: http://www.saylor.org/books Saylor.org at Automated Data Processing (ADP) and rose to become the vice president of sales where she was responsible for four district managers and forty salespeople Then she decided to put her successful selling skills to work as a sales trainer at Bayview Financial and Interbay Funding Today she is a principal, sales trainer, and coach at Business Development University, a company that conducts sales training with a focus in B2B selling Connect with Lisa Peskin on LinkedIn or by e-mail: http://www.linkedin.com/in/lisapeskin lisapeskin@verizon.net Paul Blake, Vice President of Sales at Greater Media Philadelphia Paul was born to sell He started his career in sales in 1989 when he graduated from Bloomsburg University of Pennsylvania He quickly rose to a leadership role as the director of sales at Global Television Sports, then sales manager at Clear Channel Radio, WJJZ-FM, and WMMR-FM In 2006, Paul was promoted to vice president of sales at Greater Media Philadelphia, responsible for the advertising sales for five radio stations in Philadelphia and managing over forty salespeople Connect with Paul Blake on LinkedIn or by e-mail: http://www.linkedin.com/in/pauljblake pblake@greatermediaphiladelphia.com Tonya Murphy, General Sales Manager at WBEN-FM Tonya thought she wanted to be the next Barbara Walters, but soon learned that the newsroom was not the place for her Thanks to internships at two television stations and a sales-savvy mentor, she found that her that her passion was sales Tonya graduated from Cabrini College in 1989 with a Bachelor of Arts in English/Communications She has been in sales for seventeen years and has held sales roles in media including at Greater Media Philadelphia Last year, Tonya was promoted to general sales manager at WBEN-FM, one of the radio stations owned by Greater Media Philadelphia Connect with Tonya Murphy on LinkedIn or by e-mail: http://www.linkedin.com/pub/tonya-murphy/10/812/334 tmurphy@957benfm.com Saylor URL: http://www.saylor.org/books Saylor.org Andrew Sykes, Pharmaceutical Sales Specialist at AstraZeneca Andrew has always had a focus on selling and the pharmaceutical industry He graduated from Saint Joseph’s University with a Bachelor of Science in Pharmaceutical Marketing in 2005 After graduation Andrew landed his dream job at AstraZeneca, a major pharmaceutical company, and today he is a pharmaceutical sales specialist on the cardiovascular account team Andrew’s customers are doctors who prescribe the drugs he represents Connect with Andrew Sykes on LinkedIn or by e-mail: http://www.linkedin.com/pub/andrew-sykes/7/52b/97 andrew.h.sykes@gmail.com Rachel Gordon, Account Manager at WMGK-FM When she graduated from Cornell University in 2003 with a Bachelor of Science in Fashion, Business Management, and Human Development, Rachel was certain she wanted to pursue a career in fashion merchandising But she found she didn’t enjoy it as much as she thought she would She made a switch to the media industry with a job as the national director of marketing at Westwood One It was there that she discovered her passion for sales She is currently an account manager at WMGK, the classic rock station in Philadelphia, and happy that she made the decision to change the direction of her career Connect with Rachel Gordon on LinkedIn or by e-mail: http://www.linkedin.com/pub/rachel-gordon/0/992/35b rgordon@WMGK.com Priya Masih, Sales Representative at Lupin Pharmaceuticals Since graduating from Saint Joseph’s University in 2004 with a Master of Science in International Marketing and a Bachelor of Science in Business Administration, Priya has proven herself to be an outstanding sales achiever at The Hartford Customer Services Group, Creative Channel Services, and GlaxoSmithKline with recognition such as The Winner’s Circle and the Top Sales Rep Award She is currently a sales representative at Lupin Pharmaceuticals Connect with Priya Masih on LinkedIn or by e-mail: Saylor URL: http://www.saylor.org/books Saylor.org http://www.linkedin.com/in/priyamasih priyasju719@gmail.com David Fox, Founder and CEO at Brave Spirits David gave up the corporate life to start Brave Spirits His background in marketing, new product development, and sales includes work on major brands from Procter & Gamble, General Mills, and Mars; spirits brands from Diageo; and wine brands from Brown-Foreman In 2005 he and his business partner conceived the concept for Brave Spirits and launched the company in 2007 Brave Spirits distributes premium vodka, gin, rum, and whiskey and donates $2.00 of every bottle sold to charities that support the men and women of America’s military, police, fire, and emergency medical services (EMS) It is David’s way of creating a toast to the brave Learn more about Brave Spirits or connect with David Fox by e-mail: http://www.bravespirits.com dfox@bravespirits.com References Zig Ziglar, “Zig Ziglar’s Little PDF of Big Quotes,” Ziglar.com,http://www.ziglar.com/_cms/assets/Downloads/TheLittle BookofBigQuotes.pdf (accessed January 9, 2010) Saylor URL: http://www.saylor.org/books Saylor.org Chapter The Power to Get What You Want in Life Welcome to The Power of Selling Do you want to be successful in sales and in life? You’ll have a chance to meet the pros, the people who have achieved success in their careers in sales At the beginning of each chapter you’ll have the opportunity to go on a video ride-along, a chance to hear from sales professionals and learn firsthand what it’s like to be in sales You’ll go on video ride-alongs with some of the best in the business and hear about their personal selling experiences and tips of the trade 1.1 Get What You Want Every Day LEARNING OBJECTIVE Understand the role of selling in everyday life What does success look like to you? For most people, to achieve personal success entails more than just making a lot of money Many would claim that to be successful in a career means to have fulfilled an ongoing goal—one that has been carefully planned according to their interests and passions Is it your vision to run your own business? Or would you rather pursue a profession in a service organization? Do you want to excel in the technology field or, perhaps, work in the arts? Can you see yourself as a senior executive? Imagine yourself in the role that defines success for you Undoubtedly, to assume this role requires more than just an initial desire; those who are most successful take many necessary steps over time to become sufficiently qualified for the job presented to them Think about your goal: what it will take to get there? With a good plan and the right information, you can achieve whatever you set out to It may seem like a distant dream at the moment, but it can be a reality sooner than you think Think about successful people who what you want to What they all have in common? Of course, they have all worked hard to get to their current position, and they all have a passion for their job There is, additionally, a subtler key ingredient for success that they all share; all successful people Saylor URL: http://www.saylor.org/books Saylor.org effectively engage in personal selling, the process of interacting one-on-one with someone to provide information that will influence a purchase or action [1] Congratulations, You’re in Sales! If you think personal selling is only for salespeople, think again Everyone in every walk of life uses personal selling (some more effectively than others!) Selling is what makes people successful We all have to sell our ideas, our points of view, and ourselves every day to all sorts of people—and not just those related to our jobs For example, when you work on a team project, you have to sell your ideas about how your team should approach the project (or, sometimes more delicately, you will have to persuade others as to what you should about a lazy team member) When you are with your friends, you have to sell your point of view about which movie you want to see or where you want to go to eat When you pitch in for a friend’s gift, you have to sell your ideas about what gift to give You are selling every day whether you realize it or not Think about the products and services that you buy (and concepts and causes that you believe in) and how selling plays a role in your purchase decision If you rented an apartment or bought a car, someone sold you on the one you chose If you read a product review for a new computer online then went into the store to buy it, someone reinforced your decision and sold you the brand and model you bought If you ran in a 5K race to raise money for a charity, someone sold you on why you should invest your time and your money in that particular cause A professor, an advisor, or another student may have even sold you on taking this course! “I Sell Stories” Selling is vital in all aspects of business, just as it is in daily life Consider Ike Richman, the vice president of public relations for Comcast-Spectacor, who is responsible for the public relations for all NBA and NHL games and hundreds of concerts and events held at the company’s Wachovia Center in Philadelphia When you ask Ike to describe his job, he replies, “I sell stories.” What he means is that he has to “pitch”— or advertise—his stories (about the games or concerts) to convince the press to cover the events that he is promoting So, even though he is not in the sales department, his job involves selling Gary Kopervas, similarly, is the chief creative strategist at Backe Digital Brand Communications He works in the creative department in an advertising agency, yet he describes his job as “selling ideas,” not creating ads Connie Saylor URL: http://www.saylor.org/books Saylor.org 10 Pearson-Bernard, the president and founder of Seamless Events, Inc., an event planning company, says she sells experiences For many of her clients, she also sells time because she and her team execute all the required details to create the perfect event As you notice, all these people are engaged in selling, even though “sales” may not be included in their respective job descriptions Clearly, whether you pursue a career in sales or in another discipline, selling is an important component of every job…and everyday life Power Player: Lessons in Selling from Successful Salespeople Who Wants to Be a Millionaire? Imagine being a nineteen-year-old college dropout with a child on the way That described Tom Hopkins in 1976 He worked in construction to pay the bills He realized there had to be a better way to make a living, so he took a job in real estate sales, but had no success In fact, after his first six months, he had only sold one house and made an average of just $42 a month to support his family One day, he met someone who suggested that he go to a sales training seminar Tom was inspired by the concepts in the seminar and put them to work Before he was thirty, Tom was a millionaire selling real estate Tom is now a legend in the selling arena with his “Training for Champions” and “Sales Boot Camp” programs He is a successful author, speaker, columnist, and sales coach at Tom Hopkins International, which provides sales training for companies such as Best Buy, State Farm Insurance, Aflac, U.S Army Recruiters, and more [2] The New World of Selling There are some people who might think of selling as a high-pressure encounter between a salesperson and a customer Years ago, that may have been the case in some situations But in today’s world, successful selling is not something you “to” a customer, it is something you “with” a customer The customer has a voice and is involved in most selling situations In fact, Internet-based tools such as forums, social networks like Facebook, MySpace, and Twitter, along with Web sites, live chat, and other interactive features allow customers to participate in the process no matter what they are buying Brand + Selling = Success Saylor URL: http://www.saylor.org/books Saylor.org 11 Private investors may want to have a say in major business decisions [4] Each deal is negotiated separately; be sure to agree to terms with a contract This is the least regulated area so it’s best to be informed about your angel’s background • [5] Venture capital firms (also referred to as VCs) VCs usually specialize in investments of $1 million and above, although there are no hard-and-fast rules They are looking for a fast return on their investment, especially with the opportunity for an initial public offering (IPO) to take the company public VCs look for a strong management team and an idea with market potential Most want a return within three to five years and want to have a say in major decisions that impact the company • Equipment leasing companies If you business requires equipment, leasing can be an option that frees up cash and provides an option to buy at the end of the lease • [6] [7] Government programs There are many programs at the local, state, and national level designed to support the growth of small businesses The SBA is only one of the many programs available Many programs offer opportunities for minorities, business loans, tax incentives, and grants, just to name a few Research is key to find the program that can potentially support your business; they are not all listed in one place [8] A complete summary of types of investors is available athttp://www.businessplanmaster.com/smallbusiness-loan-sources.html Selling Your Business Plan—and Yourself When you present your business plan to anyone—a banker, a lawyer, an accountant, you are asking her to make a commitment to support your business idea While the contents and details of your business plan are critical to gaining support, you are selling more than your business idea—you are selling yourself How you communicate your vision and supporting details in a clear, concise, and confident manner can make the difference between getting financial or other support or walking away empty handed All the concepts that you have learned in the Selling U section of each chapter apply when you are selling your business plan Thinking about yourself and your business idea as a brand is where it all starts Remember from Chapter "The Power to Get What You Want in Life" that a brand is unique, consistent, and relevant and has an emotional connection with its customers Your personal brand and your business Saylor URL: http://www.saylor.org/books Saylor.org 649 brand need to accomplish the same goal Fast Company magazine identifies personal marketing as one of the first steps for Gen Y entrepreneurs to start their own business: “One of the most important requirements of entrepreneurship is the ability to sell yourself and your ideas.” [10] Just as you use your résumé to tell “stories” about your three brand positioning points for your personal brand, your business plan pitch should be equally concise and powerful Although you have worked for hours (probably months, if not years) on your business plan, your presentation or pitch should focus on the key points and demonstrate not only that it is a potentially profitable business idea (or nonprofit organization that can achieve its goals) but also that you are the right person to make the concept come alive Gen Y Entrepreneurs: Get Ready to Sell…Yourself Fast Company magazine suggests Gen Yers start marketing themselves as a brand even before they start their business Here are some things you can now: • Join professional organizations and become visible, especially to high-profile people in the industry • Volunteer at a nonprofit organization that is related to the business you want to start Demonstrate the quality of your work by working on a committee or major project that is important to moving the organization forward • Get a mentor who will give you personal guidance and advice on your career, business idea, and resources • Write a blog, post entries to Twitter, share your observations and theories, and get feedback • Read everything you can about the industry you want to enter • A business plan is a road map for your business and a tool to present your business idea to potential [11] KEY TAKEAWAYS resources and investors • A business plan has certain key elements, including a statement of purpose and marketing, operational, and financial plans • An investor is a person or organization that provides financial or other support to your business • Types of investors include banks, private investors, venture capitalists, equipment-leasing companies, and government programs Saylor URL: http://www.saylor.org/books Saylor.org 650 • When you present your business plan to prospective investors, you are selling more than your idea; you are selling yourself EXERCISES Assume you are starting an online business called FitMePerfect.com, a Web site where customers can order jeans made to their exact body measurements What kind of information would you include in the marketing plan section of your business plan? Contact a local bank and talk to the commercial lending officer to find out the process for applying for a business loan Discuss three things you can now to prepare for a career as an entrepreneur [1] David E Gumpert, “The Basics of Business Plans: Sell, Sell, Sell,” Inc., October 24, 2000,http://www.inc.com/articles/2000/10/14871.html (accessed September 19, 2009) [2] SCORE, “Business Plan for a Startup Business,”http://www.score.org/resources/business-plan-startupbusiness (accessed September 29, 2009) [3] “Small Business Loan Sources, Take Aim,” Business Plan Master,http://www.businessplanmaster.com/small-business-loan-sources.html (accessed September 28, 2009) [4] “How to Get Funding from Angel Investors,” Wall Street Journal,http://guides.wsj.com/smallbusiness/funding/how-to-get-funding-from-angel-investors(accessed September 19, 2009) [5] “Small Business Loan Sources, Take Aim,” Business Plan Master,http://www.businessplanmaster.com/small-business-loan-sources.html (accessed September 28, 2009) [6] “Small Business Loan Sources, Take Aim,” Business Plan Master,http://www.businessplanmaster.com/small-business-loan-sources.html (accessed September 28, 2009) 10 [7] “Small Business Loan Sources, Take Aim,” Business Plan Master,http://www.businessplanmaster.com/small-business-loan-sources.html (accessed September 28, 2009) Saylor URL: http://www.saylor.org/books Saylor.org 651 11 [8] “Small Business Loan Sources, Take Aim,” Business Plan Master,http://www.businessplanmaster.com/small-business-loan-sources.html (accessed September 28, 2009) 12 [9] Wilson Harrell, “The Way I Work: Bob Parsons, Go Daddy,” Inc., January 1, 2009,http://www.inc.com/magazine/20090101/the-way-i-work-bob-parsons-go-daddy.html(accessed September 19, 2009) 13 [10] Lindsey Pollak, “Gen Y Entrepreneurs: Here Are the First Steps to Starting Your Own Business,” Fast Company, March 15, 2009, http://www.fastcompany.com/blog/lindsey-pollak/next-generation-careeradvice/are-you-gen-y-considering-entrepreneurship-first-s(accessed September 28, 2009) 14 [11] Lindsey Pollak, “Gen Y Entrepreneurs: Here Are the First Steps to Starting Your Own Business,” Fast Company, March 15, 2009, http://www.fastcompany.com/blog/lindsey-pollak/next-generation-careeradvice/are-you-gen-y-considering-entrepreneurship-first-s(accessed September 28, 2009) 15.3 Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey LEARNING OBJECTIVES Meet some experienced entrepreneurs and learn from their successes and failures Understand the resources available to help you pursue your entrepreneurial dream Meet Some Entrepreneurs This chapter is only the beginning of thinking about selling your idea and yourself It’s designed to inspire the entrepreneurial spirit in you Selling U is a resource section for each chapter that provides information about how to use the concepts in “real life.” This chapter is no different The previous chapter sections of Selling U have included resources to build your personal brand; this chapter includes insights and information about how to apply those concepts to pursue a career in an entrepreneurial environment Hear and read about the success and lessons from some of the best in the business If experience is the best teacher, these entrepreneurs are excellent professors Business: Gotham Dream Cars Saylor URL: http://www.saylor.org/books Saylor.org 652 Entrepreneur: Noah Lehmann-Haupt How leasing luxury cars became a multimillion-dollar business Video: http://www.openforum.com/idea-hub/topics/innovation/video/small-business-rules-gothamdream-cars-small-business-rules Business: Jaguar Builders Entrepreneur: Sherman “West” Westmoreland Article: How a quadriplegic became one of Florida’s most successful homebuilders http://findarticles.com/p/articles/mi_hb4927/is_2_57/ai_n32018572/ Business: BTTR Ventures (stands for Back to the Roots) Entrepreneurs: Nikhil Arora and Alex Velez Interview with two college seniors started a company to recycle coffee waste Article: http://www.fastcompany.com/blog/tom-musbach /control-your-career-destiny/2-green entrepreneurs-take-coffee-waste Business: Live Green Entrepreneur: Steve Ma How the organization that connects customers with eco-friendly businesses in the Article: Washington, DC, area got started http://findarticles.com/p/articles/mi_7560/is_200907/ ai_n35629263/?tag=content;col1 Business: Deano’s Italian Grille and Brick Oven Pizza, Smokin’ Lobos Barbecue and Grill, Scoops, downtown lofts, and more Entrepreneur: Josh Nichols Article: How Nichols brought entrepreneurship and urban development to Dublin, Florida http://www.allbusiness.com/real-estate/commercial-residential-property-property/12346813- Saylor URL: http://www.saylor.org/books Saylor.org 653 1.html Business: Chic Gems, Etc Entrepreneur: Sarah Radford This former top medical sales rep shares how she turned life’s lemons into lemonade by starting her own jewelry design business and her tips for success Article: http://www.toiletpaperentrepreneur.com/blog/ guest-post-from-sales-rep-to-fashiondesigner- a-story-about-making-lifes-lemons-into-lemonade- by-sarah-radford-of-chic-gems Business: Sweat Fitness Gyms Entrepreneur: Scott Caplan How Sweat Fitness does what it takes to keep memberships during the recession Video: https://www.openforum.com/idea-hub/topics/money/video/msnbc-whats-the-deal-msnbcsyour-business-small-biz-inspiration Business: CaseStack, a logistics outsourcing company Entrepreneur: Dan Sanker A virtual ride-along with Sanker as he talks about how the business got started and the thrills Article: and challenges of being an entrepreneur http://www.e-shadow.com/interview-with-an-entrepreneur- dan-sanker-of-casestack Business: Stonyfield Farms, organic yogurt products Entrepreneur: Gary Hirshberg How the company became a 25-year overnight success Video: https://www.openforum.com/idea-hub/topics/money/video/ make-a-superior-product-nytimes-small-business-summit Business: Wish of a Lifetime Saylor URL: http://www.saylor.org/books Saylor.org 654 Entrepreneur: Jeremy Bloom Article: How Bloom started his nonprofit organization for seniors http://sportsillustrated.cnn.com/vault/article/magazine/MAG1164278/index.htm Business: Brave Spirits Entrepreneur: David Fox How Brave Spirits was started http://www.youtube.com/watch?v=xm-9evHv2wA Videos: Brave Spirits http://www.bravespirits.com Advice from the Masters: Famous Entrepreneurs Share Their Lessons Link Even the Best Fail Even Steve Jobs, CEO of Apple, has had his share of failures The article highlights the ten Apple products that didn’t make it http://www.newlaunches.com/archives/top_10_apple_products_which_flopped.php Link In the Beginning Ten great entrepreneurs, including Gordon Segal (Crate and Barrel), Robert Redford (Sundance Institute), Mary Kay Ash (Mary Kay Cosmetics), and Jerry Yang (Yahoo!) talk about their start-up days in this slide show http://www.inc.com/ss/10-great-entrepreneurs-talk-about-their-start-days#0 Best in Class Want to know the best of everything entrepreneurial? Check out these lists, articles, and slide shows These are just a few of the many resources available You may also find it helpful to a Google search to read about successful entrepreneurs in your city Saylor URL: http://www.saylor.org/books Saylor.org 655 • Top home-based businesses (slide show).http://www.inc.com/ss/11-businesses-you-can-startyour-pajamas-2009 • Best industries for starting a business (slide show).http://www.inc.com/ss/best-industriesfor-starting-a-business#0 • Top green companies (slide show) http://www.inc.com/ss/2009-inc-500-top-green-companies • Top ten Asian-run companies (slide show).http://www.inc.com/ss/2009-inc-500-top-10asian-run-companies • Top ten Hispanic entrepreneurs of 2009 (article).http://www.poder360.com/article_detail.php?id_article=2715 • Top ten black entrepreneurs (slide show).http://www.inc.com/ss/2009-inc-500-top-10-blackrun-companies • Top women entrepreneurs in tech (article).http://www.fastcompany.com/magazine/132/themost-influential-women-in-technology-the-entrepreneurs.html • Top five business books for college entrepreneurs (article).http://www.collegestartup.com/entrepreneur/top-5-business-books-for-college-entrepreneurs Entrepreneurial Resources No matter what stage you are in your entrepreneurial journey, there are resources to help you get to the next step includes some of the best places to begin your research Table 15.1 Entrepreneurial Resources Resource Name and Web Site Description Government Resources Small Business Development Centers 1,100 branch offices of the Small Business Administration; provide free one-on-one counseling and other resources http://www.sba.gov/aboutsba/sbaprograms/sbdc/ SCORE (Service Corp of Retired Executives) http://www.score.org/index.html Saylor URL: http://www.saylor.org/books SBA partner; counselors to America’s small businesses; free one-on-one counseling Saylor.org 656 Resource Name and Web Site Description and other resources SCORE Resources for Young Entrepreneurs Free tools and advice to start your journey http://www.score.org/topics/young-entrepreneurs Small Business Administration Free tools and resources for small businesses including online Start-up Assessment Tool http://www.sba.gov/ United States Chamber Small Business Center Arm of the United States Chamber of Commerce; comprehensive free resources for small businesses http://www.uschambersmallbusinessnation.com/toolkits/start-up Government Resources for Small Businesses http://www.businessweek.com/smallbiz/content/ mar2009/sb2009032_175015.htm ?chan=smallbiz_smallbiz Free resources from the government to support small businesses +index+page_top+small+business+stories Trade Journals Inc magazine Online articles and hard copy magazine with news, tips, and insights for and about entrepreneurs http://www.inc.com Entrepreneur magazine Online articles and hard copy magazine with news, tips, and insights for and about entrepreneurs http://www.entrepreneur.com/ Organizations and Networks Entrepreneur’s Organization (EO) Saylor URL: http://www.saylor.org/books Online network and chapters throughout the Saylor.org 657 Resource Name and Web Site http://www.eonetwork.org/Pages/default.aspx Collegiate Entrepreneurs’ Organization (CEO) Description United States Online network and chapters throughout the United States http://www.c-e-o.org Entrepreneur America Mentoring services for small businesses and startups http://www.entrepreneur-america.com Springboard Enterprises National nonprofit dedicated to accelerating women entrepreneurs https://www.springboardenterprises.org Women Entrepreneurs in Science and Technology (WEST) Nonprofit organization dedicated to supporting women entrepreneurs in science and technology http://www.westorg.org International Organizations The Indus Entrepreneurs (TIE) International nonprofit for the advancement of entrepreneurialism http://www.tie.org International Council for Small Businesses Advancing entrepreneurship worldwide http://www.icsb.org Research and Resources Kauffman Foundation Organization to connect entrepreneurs and provide resources http://www.kauffman.org Global Entrepreneurship Monitor Organization to connect entrepreneurs and provide resources http://www.gemconsortium.org Saylor URL: http://www.saylor.org/books Saylor.org 658 Resource Name and Web Site Description A Few Blogs and Twitter Posts Worth Reading Guy Kawasaki http://holykaw.alltop.com/ Blog and microblog on entrepreneurial issues, tips, new technology, and more http://twitter.com/GuyKawasaki Seth Godin Entrepreneurial thoughts of the day http://sethgodin.typepad.com/ Michael Simmons http://twitter.com/michaeldsimmons Part motivation, part entrepreneurial insights http://www.facebook.com/michaeldsimmons#/michaeldsimmons?v=wall Start-up Spark Daily insights on entrepreneurial businesses http://www.bizzia.com/start-upspark/ Mark Cuban Entrepreneurial insights from the owner of the Dallas Mavericks http://blogmaverick.com/ Books Guy Kawasaki’s books http://www.guykawasaki.com/books/index.shtml Seth Godin’s books http://www.amazon.com/s/ref=nb_ss?url=search-alias%3Daps&fieldkeywords=seth+godin&x=0&y=0 Jeffrey Gitomer’s books http://www.amazon.com/s/ref=nb_ss?url=search-alias%3Daps&fieldkeywords=jeffrey+gitomer&x=0&y=0 Saylor URL: http://www.saylor.org/books Saylor.org 659 Resource Name and Web Site Description The best business books by entrepreneurs http://www.inc.com/multimedia/slideshows/content/ceobookshelf_pagen_1.html Free and Low-Cost Business Tools and Software 10 Free or Cheap Tools for Start-ups http://www.inc.com/ss/10-free-or-cheap-tools-start-ups?nav=mostpopular#0 Great No-Cost Software http://www.inc.com/magazine/20090901/great-no-costsoftware.html?nav=mostpopular Miscellaneous (worth checking out) How-to Guides for Start-ups http://www.inc.com/resources/start-up E-commerce Starter Kit http://www.inc.com/guides/sales/20696.html American Express Open Articles, videos, and forum for and about entrepreneurs http://www.openforum.com Don’t stop here! Look up local entrepreneurial organizations and get involved Meet people, learn the ropes, and share your passion If you have the entrepreneurial spirit, go for it and enjoy the journey! 15.4 Review and Practice Power Wrap-Up Now that you have read this chapter, you should be able to understand the opportunities and resources available to pursue a career as an entrepreneur • You understand that entrepreneurs have a dream and are willing to take the risk to change the way things are done and the way people think Saylor URL: http://www.saylor.org/books Saylor.org 660 • You can describe the impact that entrepreneurs have on the economy • You can discuss the free market system in which entrepreneurs can thrive • You can identify reasons and motivations for being an entrepreneur • You can recognize opportunities for social entrepreneurialism • You can describe the elements of a business plan • You can list the different types of investors • You can appreciate the lessons learned from experienced entrepreneurs • You can understand what resources are available to help you realize your dream and start your business TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW) What is entrepreneurship? Name the government agency that oversees all policies and protects the interests of small businesses Why is a free market system a good environment for entrepreneurs? Describe social entrepreneurialism Describe a business plan Name five different types of investors Identify at least one entrepreneur who inspires you List three resources that can help you to start your entrepreneurial journey POWER (ROLE) PLAY Now it’s time to put what you’ve learned into practice The following are two roles that are involved in the same selling situation; one role is that of the investor and the other is that of the entrepreneur This will give you the opportunity to think about this selling situation from the point of view of both the investor and the entrepreneur Read each role carefully along with the discussion questions Then, be prepared to play either of the roles in class using the concepts covered in this chapter You may be asked to discuss the roles and a roleplay in groups or individually Pitch Your Plan Role: Potential investor from Gateway Investment Partners Saylor URL: http://www.saylor.org/books Saylor.org 661 You have invested in several entrepreneurial start-ups over the years, and you are looking for the next great business idea You’ve been talking to young entrepreneurs, but you haven’t seen a business that you think is compelling You’re looking for a great idea and a smart, passionate entrepreneur who knows what it takes to build a business • What are the characteristics you are looking for in an aspiring entrepreneur? • Is the idea a viable one? Does it have the potential to be profitable? Has the entrepreneur clearly communicated the opportunity in the business plan? • Why would you be willing (or not willing) to invest in this business idea? Role: Entrepreneur You have an idea for a new business called FILL It is a store that sells eco-friendly household cleaning products in bulk; customers buy a container or bring their own and fill each with products Customers may also recycle any containers at the store The products are sold by the ounce Your philosophy is to make it easy for customers to save the planet You have an opportunity to get some seed money to start your business if you successfully pitch your business idea to the potential investor from Gateway Investment Partners • How would you sell yourself and your idea to a potential investor? • How you make your passion for the idea come alive? • What are the key points in your business plan? • How you use your selling skills to secure funding from this investor for your new business idea? Identify at least one local entrepreneur Make an appointment to meet her and learn about how she PUT YOUR POWER TO WORK: SELLING U ACTIVITIES started her business Watch the video book brief for Guy Kawasaki’s book Reality Check: An Irreverent Guide to Outsmarting, Outmanaging, and Outmarketing Your Competition at http://www.bnet.com/2422-13724_23243321.html Describe the concept of “frame or be framed.” TEST YOUR POWER KNOWLEDGE ANSWERS Starting a new concept as a result of an idea that fills a need and taking the risk to bring the idea to market Small Business Administration (SBA) Saylor URL: http://www.saylor.org/books Saylor.org 662 Free market system is an economy in which an individual’s success is dictated by demand on the part of the consumer, not by the government, so it encourages entrepreneurialism Social entrepreneurialism: using the concepts of entrepreneurialism to bring about social change A business plan is a road map that includes the who, what, when, where, why, and how about the business or organization Bank, private investor (also called angel investor), venture capitalist, equipment leasing company, and government program Describe one of the entrepreneurs discussed in the chapter who inspires you Identify at least one resource from Table 15.1 "Entrepreneurial Resources" Epilogue: You’ve Got the Power You’ve met sales professionals and learned the importance of ethics, communication, and relationships You’ve practiced the seven steps of the selling process and participated in role-plays to hone your skills You’ve even learned how to market yourself as a brand and sell yourself to get the internship or job you want This is it This is where it all comes together…the real world Whether you are graduating or getting ready for your next semester, you’ll be able to use your selling skills to get what you want in life And don’t forget the tips you learned in Selling U about selling the most important product of all: yourself In addition to all the things you learned in this book, here’s the one thing you should remember every day: believe Believe in the products and services you sell, believe in your company, believe in your customers But most of all, believe in yourself You can anything you want to in life with your newfound selling skills and a true belief that you can it The fact is you have the skills and the knowledge and now you have the power to achieve Even on those days when the wind is at your face, remember that you are the most important product you will ever sell Customers and prospective employers buy you before they buy your products, services, or even your skills They want to believe in you, and that’s why it’s so important that you believe in yourself Put your selling skills to work every day and remember…you’ve got the power! Saylor URL: http://www.saylor.org/books Saylor.org 663 ... any of these selling professionals directly using the contact information at the end of this preface The Power of Selling LinkedIn group Selling professionals from across the country are part of. .. one develops the brand and the other assumes the image of the brand Neither works without the other, and the relationship between the functions must be transparent to the customer There’s only... accept the right job offer The complete table of contents is shown here Selling U Table of Contents Chapter "The Power to Get What You Want in Life": The Power of Your Personal Brand Chapter "The Power