Guest Blog: Discovering Your Authentic Sales Process

August 16th, 2010

Starting a business isn’t the same as growing a business. When my business partner, Leslie Wiser, and I decided to join forces in zline media group, we knew our combined years of experience and industry acumen would be an asset. But we also knew it would take us only so far before our business growth would peak.

I am confident in my work in interactive media and the design world. Respectively, I also recognize that I do not have extensive experience in developing a sales system. I knew that I could benefit from sales training, but to be perfectly candid, I found the notion pretty intimidating. Over the years, I had worked with, and been prospected by, many sales people. Based on that exposure to the traditional way of selling, I had developed an image in my head of what a “top salesperson” was. How could I to learn to become this aggressive sales shark with killer instincts and unflappable confidence? Picturing myself cold calling or walking into a busy office unannounced was more than just a little intimidating, it was downright scary. I felt that I needed more than just a seminar or a weekend retreat. As growing our business was the objective, after considering all options, Leslie and I concluded that the tactical move was to increase our sales expertise through Lushin & Associates.

One of the most pleasurable and rewarding aspects of the entire Lushin training process has been developing a one-on-one relationship with my personal coach, Chuck Zimmerman. Our time together, coupled with their intensive sales classes, has enriched my experience as a business owner. It has taken me from my comfort zone of being overly reliant on previous business relationships to developing confidence in my sales prowess. Because my coach is intimately familiar with my personality and my specific sales challenges, we have been able to create an effective sales process that is natural and authentic to me. With that comes the confidence to get in front of decision makers and the ability to help them see the benefits of our design and development process.

At zline media group, we stress that strategy and design are not commodities. But what does that mean for the client? It means helping each client identify and solve their specific business goals by asking the right questions.

Our process is never about the portfolio. We work with each client to bridge the gap between their objectives and our solutions by using research and testing in our strategy and planning process. We then test, measure, and seek to improve the product before providing maintenance and support. We gain credibility with our industry experience and new sales ability by helping clients see the value in ideas and strategy; by helping them see that they may not even know what they need yet.

By Kevin Wood

Kevin Wood is a Principal and the Creative Director for zline media group, inc (www.zlinemedia.com) which specializes in helping clients identify and solve specific business goals through custom web development and interactive media solutions.

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Since joining the Lushin training personally I have found a system that works to the core, this is not a “quick fix” or band-aid philosophy and the staff is always accessible to help with the underlying issues we sometimes are unaware we even have.We invited Chuck to speak at our national conference during that time [...]

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