Passion Power

Many small business owners I’ve come across in my 25 years of experience are scared safe and stuck. They are tired of reaching into their pockets and getting no results. They’ve always done things a certain way and they aren’t going to risk spending money trying anything new for fear they might have to come grovelling back to where they started. I worked inside a company once and you could cut the tension with a knife. Customer’s felt it the minute they walked in the store. It was a toxic environment and frighteningly quiet. The employees were competing against each other and they disrespected the owner. They had their cushy little jobs and felt they were indispensable after 8 and 10 years of employment. I don’t have to tell you what happened next. No sales-no business. The company ran out of money. They went on knowledge and low prices. My lesson here was – that’s not enough. Here are a few do’s and don’ts for running a successful sales organization. DO’s Follow ...

Sales is really quite simple and not nearly as frightening as some people think. If you’re a new business owner or just starting out in sales you may be feeling a little intimidated by the sales activities involved in promoting your product or service but don’t sweat the sales stuff.  You just have to get a list together of why your service or product is of value to your prospect and be willing to promote it.  Always be willing to answer this question; what’s in it for them?  You need a straight forward and honest approach when prospecting. You have to be naturally confident.  Pull it off something like this, “Here’s what we offer. This is what we do really well.  Here’s what’s excellent about our products. Here’s the value for you and this is how much it costs.”  Everyone can relax when there are no games being played. I like to teach salespeople 3 things.  Establish Key Players . If you don’t talk to the decision maker you’ll waste a lot of t...