Join Dave Crenshaw for an in-depth discussion in this video Foundations of small business sales, part of Sales Secrets for Small Business.
- In a moment we'll cover the simple system for sales. But first, let's talk about some principles that are universal regardless of where you are in the sales process. First is keeping customer focus. Sales is about them, not you. Yet it's all too easy to fall into the trap of thinking about I need to make the sale, I need to get a conversion. The more that we can focus on them and what they want, the easier it is to make that conversion. Second is listening.
If we're going to keep the focus on the customer then we want to listen to them. Often, customers are telling us already what they want and what they need. So, let's listen more than we speak. Which leads to the third principle, asking questions. Questions are a powerful tool in your arsenal and you want to be prepared to ask people lots of questions and then listen to the answers you get. Fourth is what I call anti-sales guy. Now, there's a stereotype that we're all familiar with.
It's the salesperson that makes us uncomfortable that we don't want to work with. Whatever that stereotype does, do the opposite. This will actually help you make more sales because your customers will be surprised that you're not like that. So, for instance, rather than being a pushy salesperson, be relaxed and casual in everything that you do. Fifth is just time-management. Have good time-management skills. Surprisingly, many salespeople lack these skills. So I recommend that you complete the Time Management Fundamentals course here on Lynda.
Sixth is follow up. People are going to make commitments of what they're going to do, and you're going to make commitments to them. Follow up with them and follow through on those commitments. And finally, simply have fun. Sales is occasionally about failure. So, take breaks. Relax. Someone once told me, wisely, that funny is money. And if you can incorporate a little humor and be relaxed in the sales process, you're more likely to make sales.
These are simple principles and I recommend that you review them regularly. Use them on a regular basis and you'll see how important they are in making sales.