Perhaps the most daunting hat to wear for many new entrepreneurs is the Sales Hat. One reason is discomfort with the idea of selling one´s self. Even entrepreneurs who have been in sales before, selling someone else´s products or services, seem to find it a problem. I´ve heard a number of new entrepreneurs say they were raised not to "toot your own horn", and that somehow selling their own services feels awkward. Well, on this one, you just need to get over it. Who else knows better the value you can bring to customers?
The other barrier is the belief — true to some degree — that people have an unfavorable opinion of salespeople. Entrepreneur cites data from the Brooks Group that says that "85% of customers have a negative view of salespeople". Don´t let that stop you. If you´re new to selling — and perhaps even if you´re not — the Entrepreneur article offers 10 tips that will absolutely portray you positively in the minds of customers. There are two fundamental principles behinds these tips:
* Forget what you have been practicing saying, and listen to your prospects. If you ask questions and genuinely listen, they will tell you what will sell them.
* Don´t assume that if your arguments have been persuasive that will be enough to get the order. You´ll be amazed what asking the customer to take action will do. Either you´ll get a Yes, or they´ll tell you what they still need to know before making a decision.
Really! Give your customers a chance, and they will tell you what you need to know. Talk less and listen more, and you´ll have no more "dreaded sales calls". Just don´t forget to ask for the order.