Business
Charles Hsuan
11
20:48
Handbook
Charles Hsuan is the founder of Flying Kite and, as a story selling coach, is a firm believer in the power of stories to create an engaging and successful sales conversation.
Charles Hsuan is the founder of Flying Kite and, as a story selling coach, is a firm believer in the power of stories to create an engaging and successful sales conversation.
Charles Hsuan Teaches
"Sales and selling" - the thing on which the success of your business depends. In this course, Charles Hsuan unpacks what story selling is and how to use it to get a potential customer’s attention.
He also shares some unique and creative techniques to interview salespeople and emphasises, time and again, the utmost importance of using your ears twice as much as your mouth in a sales situation.
Story Selling
See moreEp 1: Why Is Selling Important For Entrepreneurs?
When you don’t sell, you don’t have a business.
The bad reputation salespeople have is a stumbling block.
A reason for this is that sales and selling is not taught in school or at tertiary level, yet people are expected to do it.
Ep 2: Can Everyone Be A Sales Person?
Everyone can become better at selling.
Mastering sales is only for people who have a natural talent for it.
But by getting training or coaching and practicing what you learn, you can become better.
Ep 3: What Is The Difference Between B2B And B2C Selling?
In B2B selling, it’s about the reputation of the person you’re dealing with as much as the money they spend with you.
In B2C selling, you only have to impress the person, not an entire company as well.
Therefore, in B2B selling, find out how the person you’re dealing with will be judged by their company and work off that.
Ep 4: What Is The Source Of Confidence When It Comes To Selling?
Confidence comes from clarity.
Clarity comes from understanding your market, your customers and your product or the company you represent.
Where those three overlay, is the sweet spot that births confidence.
Ep 5 How Important Is It To Listen When You’re Selling?
Remember that you have two ears and one mouth - listen twice as much as you talk.
You don’t have to be the loudest, just be the best listener.
Asking questions is the way to get people’s attention.
Ep 6: What Is Story Selling?
Follow the principle that everything has a beginning, middle and end.
Use a story to entertain and get people’s attention.
Interest follows attention and then you can help the client make a decision.
Ep 7: What Is A Sales Pitch?
The sales pitch is the 30-second summary of a much longer presentation.
It’s the equivalent of summarising your date or a movie.
The sales pitch is a microscript that can be repeated.
Ep 8: Where Do People Go Wrong With Selling?
The mistake is to focus on yourself or your company and its achievements.
The best way to get someone’s attention is to speak to their needs.
Storyselling is a great way to achieve this.
Ep 9: What Key Characteristics Should An Entrepreneur Look For When Hiring A Salesperson?
Good salespeople, like good doctors, ask excellent questions.
Let salespeople interview each other while you observe.
Check that the salespeople you are considering, are in the habit of continuous learning.
Ep 10: What Perspective Do You Offer Entrepreneurs Looking To Improve Their Sales Skills?
Understand how you like to be sold to and use that as the starting point.
Eg, instead of being told something is the best, you might prefer someone asking you questions.
Ep 11: What is Your Secret Ingredient?
Charles Hsuan shares his secret ingredient.