Join Dave Crenshaw for an in-depth discussion in this video Customizing approach for small businesses, part of Sales Secrets for Small Business.
- You may have heard that cash is king. I like to think of cash in a small business as the lifeblood. It keeps things growing and moving. And sales is the heart of your business. It's what keeps the cash flow pumping through your business. Now, if we want to have a healthy heart, we want to exercise regularly to build up that muscle. It's the same thing with sales. By practicing and testing, we keep that heart healthy and keep the lifeblood flowing through your business.
There are three things we want to accomplish when it comes to sales in your business. Fast, simple, and flexible. First if fast. The shorter we can make the sale cycle, meaning the time from a new prospect to the point at which they become a customer, the faster we can help money flow into your business. So we want that sales process to be fast. Second is simple. Look, there are tens of thousands of books and decades of material designed to help you learn how to sell.
But in a small business, you're too busy for that. So what I want to do is give you a process that's so simple, you don't have to think about it. And it's based upon the distilled knowledge of all that's been written about sales. And third, we want it to be flexible. Now, early on in this process it may feel slow to you but the more experience you get with it, you'll realize how flexible it is and can be applied to new types of products and services, and situations. And lastly, there are great practices when it comes to sales in big business.
Let's make sure we look at that through the filter of small business. We need things to be fast, simple, and flexible to keep that lifeblood flowing through your business and keep your heart healthy and pumping.