Optimizing Sales Effectiveness

As an entrepreneur, it's important to sell yourself and your product or service well. Strong sales skills mean more people skills. Developing good sales habits and mastering a few creative closing techniques will not only help you increase profits, it will boost your confidence and make selling more

Here are some tips to becoming a better salesperson:

• Become a student of selling. Let's face it, learning something new is not always enjoyable. Selling can be uncomfortable even when you know what you're doing. Approach sales as you would approach any new skill or proficiency. Read about how other salespeople close sales and overcome their prospects' objections. For some good advice, read Grab Your Propect's Attention by Crafting a "Compelling Reason". Experiment with new techniques. Relax and have a little fun while you exercise new sales muscles.
  
• Devote productive time to learning, practicing, and selling. Professional salespeople know that certain times of the day — usually the morning — are the most productive selling times. It could be tempting to let this time slip by while you concentrate on other, more familiar tasks. Set aside at least one productive hour each day to call on prospects and customers.
  
• Use expertise to your advantage. No doubt you have some expertise in what you sell. Take advantage of your knowledge throughout the selling process — especially when closing. Doctors, for example, close deals all day but their patients never know it. Establish yourself as an authority, and rely on your reputation. People will not only buy from you; they'll recommend you to others.
  
• Lighten up. Rejection is hard to take. Don't make the mistake of getting down on yourself. Be patient, and remember to laugh when you make mistakes — sometimes they're the only way to learn. Your attitude about selling greatly influences your success. And a rejection doesn't necessarily mean it's over with a prospect. Read Turn Rejection Into a Sale for sound advice on how to prospect your prospects.