Because Small Business is Big Business

Posts by Jill Slupe

Sales Process

Sales ProcessThe sales process, or the steps of the sale, should complement the channel you have
selected.  You are at the pinnacle of the sales process and the most fun- deciding how to sell the product or service.

Before we create your sales process, let’s review how something is purchased.  We will assume for this chapter that when something is purchased there is an exchange of money for the product or service. READ MORE »

 

Six Words

Six WordsHemmingway was once challenged to compose a novel in six words.  As the story goes he
wrote “For sale: baby shoes, never worn.”  The challenge is a provocative one and could also be applied to every business.  In 2006, Smith Magazine asked its readers to write a story about their own lives in six words.  It was called Six Word Memoir Project.  READ MORE »

 

Sales Strategy – Don’t Count on Hope

A client cancelled this week, a day before our start date, so I have too much free time and an empty work funnel. I am frustrated, because I did not plan for this delay of work. I, like many other business owners, was not ready for the unexpected. I kept hoping a past client or referral would call with a small project to fill the void. However, we are behind on our sales calls. Hope is not a good sales strategy.

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Four Minute Mile

four minute mileFor centuries people believed a man could not run a four minute mile. Doctors and scientists said the body could not achieve this feat because of man’s bone structure and design.  Everyone agreed the four minute mile was impossible to achieve – until, on May 6, 1954, Roger Bannister accomplished the feat in Oxford, England with the time of 3.59.4 sec. He believed.  That same year, 37 other people ran the mile in less than four minutes – they too believed.

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Sales Myths – Don’t Fall For

sales mythsWe live in a world full of myths: False information that many believe to be true. In the business world, and sales specifically, there are many common sales myths. I have outlined three and explain why they are incorrect.

Sales Myths #1: Only A Smooth Talker Can Be Successful In Sales

Being successful in sales involves so much more than just spitting a good game. An exceptional salesperson is knowledgeable, a good listener, focuses on building a relationship with the client and delivers superior results. You don’t have to be a fast talker to be a good salesperson.

Sales Myths #2: You Must Always Be Focused On Closing

Closing the sale is very important. It’s what gets you the deal and brings in your revenue. However, you shouldn’t focus on closing at all times of the sale. At the beginning, it’s about building the relationship: Listening to your potential client to see what he or she wants and figuring out how you can deliver that. Later on is when you can concentrate on closing. Don’t be so focused on closing the sale that you forget to first build the relationship.

Sales Myths #3: Sales Is All About the Numbers

Sales is not just a numbers game. There’s more to this business than making a certain amount of phone calls, following up on a specific amount of leads or going to a set number of meetings. Although an incredibly important aspect of selling, there’s more to sales than number. Selling is also about people. Relationship building is incredibly important in sales, and something salespeople should focus on. For example, instead of making ten cold calls, it is more important to complete five and actually connect and begin a relationship with those potential customers. Quality over quantity because it’s not all about the numbers.

So there you have it, three common misconceptions in the world of sales. You don’t have to be a fast talker to succeed in this business and it’s not all about closing or the numbers. In addition, take a look at this video by sales guru, Jordan Belfort, to hear about a common sales myth dealing with referrals.

Check out the book A Guide to Sales Strategy