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Nine Random Thoughts About Selling in Small Business

Sales Trend2 As a business owner, you are going to have to ask people to buy from you. I know that is obvious, yet the truth is many businesses are started by people who are passionate about their product or services.

But they are not prepared emotionally, or organizationally, to sell.  Here are nine random thoughts about selling in small business.  

  1. Don't worry what people will think of you when you call to ask for a meeting.  People have too much to think about to sit around thinking about you.  So dial the phone and ask for a meeting.
  2. Make "no" OK.  First, if your prospects know that it is OK to no, they will be less defensive and more open to a conversation.  Open conversations generate solid ideas and improved sales results.  Second, when a prospect says no, instead of maybe, it saves you time and allows you to focus on others who might say yes.
  3. Plan.  Your sales activity may not be daily, but don't let it be random.  Plan what you are going to do, when, and how often.
  4. Prepare.  When you call or meet with a prospect, be prepared.  Script your phone calls and determine what outcomes you want from the meetings.  You don't want to spend 45 minutes of a 60 minute appointment in banter and then get to the "reason you are there."
  5. Rehearse. Your confidence will be much improved and things will go better if you practice with another person or rehearse in your head before phone calls and appointments.
  6. Track your activity and results. Know what you are doing, when you are doing it, and the outcomes. Keep the score, know the score, and the score will improve.
  7. Have realistic expectations. Know that sales can be hard. Rejection happens. Just say "next."
  8. Celebrate the execution of your plan regardless of results.  Too much planned sales activity does not get executed.  Executing the plan, when you planned to execute it, merits a little celebration.
  9. Be consistent.  Don't wait until you need business to go after business.  Plan and execute your sales activity to be done at lease weekly if not more.
What random thoughts would you add regarding selling in small business?
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