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10 Tips to Help You Win in Small Business Sales


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• Approach sales if you haven’t got much experience as a salesperson
• Better understand the sales process
• Create useful habits and behaviours
• Strengthen your own abilities as a salesperson
• And much more!

Published in: Business
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10 Tips to Help You Win in Small Business Sales

  1. 1. 10 Tips to Help you WIN in Small Business Sales James White Founder & Small Business Champion August 2014
  2. 2. Why are we here? Whether its your family, a big house, big cars or just the thrill of winning, we all want to be
  3. 3. The common link If you’re a small business & you don’t win business, you won’t be in business for very long
  4. 4. There is no silver bullet but Good People & Products Good Habits (i.e. You!) Business Success Good Systems
  5. 5. Why Listen to me? Cried when I lost at football at the age of 5 and hate losing now! Succeeding has continually driven me with InTouch
  6. 6. The world has changed Very few people want to be SOLD to Service and Reputation count for as much as silky words
  7. 7. Tip Number 1 – Impressions Count Smile – It conveys the right impression Believe in yourself – If you don’t why should your customer believe in you?
  8. 8. Tip Number 2 – Create an extra hour in your day Attitude – Your attitude determines your altitude Hard Work – On the road to success there are very few people on the final mile
  9. 9. Tip Number 3 – Sow and Reap Be Organised – Keep plates spinning & be focused Be Prepared – Do your research. Fail to plan and plan to fail Make Hay While the Sun Shines – The best salespeople are only as good as their last sale….
  10. 10. Tip Number 4 – Seek first to understand Seek to Understand – The best advice for ANY sales person EVER Spot Barriers – Kipling's Rules and spotting the barriers
  11. 11. Tip Number 5 – Scratch their itch Its not about you! – Forget about what you want or offer Scratch the Itch – Get inside the customers head! Where is their problem?
  12. 12. Tip Number 6 – Listen & Ask Questions Proportion – Listen and listen properly. Its key to success If you don’t ask – Be interested in them. Do your research & ask with real empathy Don’t be creepy – Know the limits and read the signs
  13. 13. Tip Number 7 – Remind, Deliver & Follow Up Be Organised – Use systems or write lists but do the basics Do what you say you will – If you agree to deliver a proposal then deliver it Follow up – Sales success is within the numbers
  14. 14. Tip Number 8 – Be Honest Be Honest – Wax Lyrical but honesty ALWAYS pays Live in the Present – Outline the future but always sell the present
  15. 15. Tip Number 9 – Know which base to run to Home run? – Know where to run to at the right time & mind the foul line Handhold & Nurture – Take your ‘prospects’ on a journey with you
  16. 16. Tip Number 10 – Read the signs & learn to say no Read the Signs – Learn & know when to make your move Are you a match? – Use your gut feel to say no to prevent future problems
  17. 17. In Summary 1. Impressions count 2.Create extra time in your day 3.Sow and Reap 4. Seek first to understand 5. Scratch their itch 6. Listen and ask questions 7.Remind, deliver and Follow up 8. Be honest & sell the present 9.Know your bases and nurture 10.Read the signs and Learn to say no
  18. 18. Always Remember Stay Positive – With a strong belief in what you do you WILL succeed If at first…………………….
  19. 19. You can achieve this
  20. 20. Thanks for listening & good luck! Contact us with any questions you have @jijwhite