Thursday, March 26, 2009

This is...

Can you quickly and confidently answer basic questions about your company? Sales and business coach Diane Helbig recently wrote about how important it is to know the basics, backwards and forwards. Take her test:

Can you answer these questions about your company?

-This is WHO we are

-This is WHO we work with

-This is HOW we do it

-This is WHAT we do

"I submit that if you don't know the answers to all of these questions, you can not sell effectively," says Helbig. "These questions speak to the core of your business."

"You must know who you are," continues Helbig. "Knowing who you are keeps you from making decisions that are bad for your company. When you know who you are, you know what your mission is, what your goals are, what you hope to achieve, and what you believe."

"If you don't know who you work with then you have no idea who your prospect base is. You'll find marketing very difficult and scattered because you won't be able to focus on a segment of people or companies."

"If you don't know how you do it, how can you explain it to a prospect? Would you buy from someone who couldn't articulate the process? And, hand in hand with this point is knowing exactly what it is you do. What is the result your prospect can expect? What is the benefit?"

"If you can't answer these questions you are not in tune with your organization, your clients, or your prospects," says Helbig. "I'd bet you are floundering and wondering why. Take a minute with a pen and pad to jot down answers to those questions. Craft your message around those answers. You'll probably get a killer 30-second commercial out of the exercise!"

Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at
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