As an ESTP (the persuader) I’m a natural-born sales person. I’ve been doing it since I opened my first Kool-Aid stand as a six-year-old. In my teens I started selling food at restaurants and I made it a game to see if I could persuade diners to choose certain entrées. In college I formalized my persuasion education with a degree in “Writing, Rhetoric, and Communication” (or liberal-arts-ese for influencing people).
After front-line sales in restaurants I moved into events and found my calling. I loved selling venues and catering. Instead of getting people to choose the entrée I wanted it now became a game of selling dates and spaces. But then the Great Recession hit and things got hard.
I wanted help but couldn’t find a sales or growth coach specific to the wedding industry. So I got an education through distance learning, workshops and experts outside the industry.
I read everything I could find on compliance, buyer psychology, decision-making, game theory, and behavioral economics.
Then I applied what I learned to the hundreds of inquiries I received each year. My training paid off.
During the worst economy in decades we grew sales by 400% and profited wildly while others couldn’t even survive.
The methods I use today are based on hands-on success and have been honed through work directing others in all fields, all markets, all levels of weddings (from mass-market to premium to luxury).
Sure, I’ve spent years doing direct sales work with wedding couples, but I’ve led event and hospitality teams for much longer.
Real growth comes when you scale your sales and operations beyond yourself. But that’s hard work. Getting others to do what you can do better and quicker is often the biggest professional challenge you’ll face.
Setting up the organization to run without your constant monitoring takes vision and foresight, which doesn’t come easily if you’re new to leading a company.
Are you getting ready to scale intentionally? Or did you get a bit over your skis and need help stabilizing?
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In the coming weeks, we'll be rolling out the online sales courses for your to move through at your own pace.