As an entrepreneur (or if you work in a small business), you have to wear many hats. One of the most important is sales. You may not think of yourself as a sales person but at the end of the day, you are exactly that. We are all constantly selling—we sell our ideas, we sell our dreams, we sell our vision. When you recruit people to work for your company, you are “selling” your company’s vision. When we are looking for investors, we are “selling” how great our solutions are.
Do you know who the most important person you sell to is? Take a guess. I will give you a hint: go look in the mirror. It’s you. You are the most important person you sell to. You have to believe in yourself, your company and your products (or services). It’s important that you understand why you started your company in the first place. What are you passionate about? Why do you get up everyday?
Its important that you identify your self-limiting beliefs and acknowledge them. What is it that you think you can’t do? Find that and go do it. For many people, doing sales is terrifying. I think it is because most of us fear rejection. This is natural. We are exposed and vulnerable. It’s scary. It’s painful. I know. I have been there. But any type of growth is painful. There is a great quote by Mae West that I love: “I never said it was going to be easy, I only said it would be worth it.”
If we don’t practice on a consistent basis, we will never gain the confidence we need to close the sale. The greatest trait that the most successful sales people have is persistence. Keep moving forward no matter how many times a door gets closed. Don’t dismiss people that don’t buy from you either. Stop hearing “No,” start hearing “Not now.” The people that don’t buy from you may not be ready for you yet. Keep their email and drop them a note once in a while to see how they are. You might be surprised how many of those notes turn into sales.
Finally, don’t have a sales strategy. Have a “people” strategy. Treat your potential customers like human beings not sales objectives. What are they interested in? What do they love? This has been talked about in great detail by such luminaries as Dale Carnegie, Seth Godin and others. It’s quite simple and there is nothing earth shattering about it. However, few business people really do this. Get to know your potential customers and understand their needs. What do they care about? Figure out how your products/services can make their lives better. Focus on that. Focus passionately on improving people’s lives each and everyday. Soon, you will be the greatest sales person in the world J
What are some of the challenges you have encountered in selling? We want to hear from you so please comment!
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