So in an obscure comment the other day I wrote the following:
'And here is one of the places that Danny and I disagree just a little bit. I don't think our opportunity is best suited to domainers. We will get some. But we need hungry sales people and I see them all day long selling JUNK for peanuts and earning peas. I want to go to other industries where sales are much harder and less rewarding and then retrain them. Funny, I can get to a willing mind and have them understand domains in 60 minutes. That is why I chose March 1 as the cutoff for folks INSIDE the domain industry. I think we will get 6 at most. Danny thinks we will get 12. We'll see. But then I am going to get 6 that know nothing about domains but are willing to learn, hungry and KNOW how to sell. Could end up being a competition. Which side do you think will win?'
So with that let me explain a few things. I can't teach somebody the ART and SCIENCE of selling at this stage nor do I want to. So that means you have to come to me as a qualified sales pro. How will I know? Give me 3 minutes.
Sales is about one thing. Overcoming objections with solid and thoughtful answers that fit the questions and concerns a buyer has. That's it in a nutshell. If you just do that and nothing else, you will be in the top 20%. But if you are not a problem solver, if you can't adjust to understand the concerns of the buyer, if you can't stay focused on only this paragraph, then you lose. The only other things is asking for the order whatever it is you sell. After all questions are answered. Not bullshitted away. Answered. Need want and desire are already there unless you are spinning your wheels.
Now I have come to the conclusion that it is MUCH EASIER to teach a sales pro about domain names than it is for me to take a a person and teach him about sales even tho I just gave it my best shot. I can educate a willing mind about domain names in minutes. It takes YEARS to teach somebody to be an EFFECTIVE sales pro. However some are naturals.
So there are a lot of guys out there with talent but they no longer have a vehicle to sell. Real Estate may be good in Florida, New York City and a dozen other spots. But it still sucks in the majority of the country. Those real estate guys work hard for very little reward and zippo when it comes to recurring revenue.
For folks selling multi-million dollar properties, it is worth the paperwork, inspections, waiting 30-60 days for a deal to close and all the rest. What about the poor schlepers selling $50,000 properties and doing ALL the exact same work. Except they work 20x as hard and more. I see what we offer as something that is attractive to them.
That is just one sector. There are software sales people and their vehicle may be slow or no longer important to the marketplace. There are health-care sales people and they are questioning what the future holds for them. In industry after industry the earnings are going down not up. Folks are working more hours for less money. That makes our opportunity awfully appealing to the right candidate.
Avon, Mary Kay, Fuller Brush......can you spell saturation? You talk about not much left. The territory in upper North Dakota are already taken. So that is when I laugh the most when I hear all the good dot coms are gone. Come on!! You want a Mary Kay Territory in Miami? I am sure you can buy a small area there for a few million. Do you think you could lease that territory for $10,000/month? I highly doubt it.
At this moment, domains are still a bargain in the scheme of things. When compared to other sales producing outlets and advertising a BARGAIN. A permanent ad in a permanent magazine that you own and each and every day consistently provides many new sales and many new clients perhaps in perpetuity. I can see why a CEO with a Masters would want no part of that!
So after I have my 1 hour with a sales pro and I show that person what we see, MOST see it as well. The average person on the street understands what we do. Many of them better than domainers themselves. 90% of them better than the CEO's out there running the ship.
So I think our sales team will come from outside the industry and some are going to seize that opportunity right in front of everyone reading this. So on Friday we will close our program for sales people inside the industry and concentrate on those from the outside.
Have a GREAT Day!