About selling

I recently had a consultation with a tour operator. His business is young and competing hard for market share in the Western Cape. Let’s face it, Cape Town is hot property in the tourism arena. As the discussion unfolded and he shared his history and strategy with me, I could tick many boxes, so to say. This entrepreneur has many active marketing tools in place and they’re drawing attention. But, being young in the travel biz, he is a bit disillusioned by the winter slump. He really thought he was doing something critically wrong…therefore his cry for help to me.

Through our conversation I realised that my client, even though he has done his homework well and set up a structurally sound business, can improve on his personal selling skills. As I explained to him, prospective customers don’t always find businesses that meet their needs and wants – often businesses need to do some hard selling to reach, gain and retain clients. Selling is a skill that can be taught and learnt. It doesn’t come natural for everyone. Aptitude obviously helps, but with proper experiential guidance anyone’s selling skills can improve.

Selling is a personal affaire. It involves people selling products and services to people. Confidence is essential, but even more important is preparation – developing a sales pitch: an irresistible, convincing yet tactful, personalised plan. Yes, a pitch is a plan, but not memorised and not set in stone. A successful pitch is a combined product of the person delivering it and the information that is exchanged between the salesperson and the prospective client. Information alone won’t necessarily convince the client to purchase. It might, but sometimes the deal needs to be sealed by the charisma of a passionate salesperson.

In my opinion, passion cannot be taught. Passion develops when a person’s interest and talent meets in a conducive environment. That’s why entrepreneurs are often good salespeople – they create their own environment where they strive towards developing their interest into a successful business by applying their talent and energy. But, selling has no guarantee of sales. Competition is hard and consumers’ pockets are more limited than before. In short, its challenging out there! Many a salesperson has given up. My client, the tour operator, and many others alike, has chosen me as their soundboard, confidant and business consultant, because I’m well trained and an active, experienced travel practitioner myself. I know the challenges out there.

My passion is to help entrepreneurs fight through the rough patches in business towards greater heights!

Contact me on info@andrebreytenbachconsulting.com to book a consultation. I look forward to helping your business grow!