Whether or not you have a dedicated sales team, you need to be prepared to launch and close a sale at any time.
Then there are all the other critical moments, like winning over a list of ghana whatsapp phone numbers potential employee or securing a business loan. The power of connecting with and persuading the people you meet will make you a better business owner.
That's why it's so important to keep your sales skills up to date.
I have been fortunate to work in sales for over 20 years, learning from both mentors and through a lot of trial and error.
Here, we'll share the 57 best practices that have helped us the most throughout our careers, from organization to speech preparation to closing deals.
The Small Business Sales Guide
Organize your focus
Focus on consistent, repeatable activities to build a solid strategy. Consider separating your “Plan” and “Act” time into different blocks on your calendar as a way to specialize your mindset for each type of activity. For example, designate 9 a.m. for “Plan” — identifying opportunities and organizing your contacts. Then designate 1 p.m. to 5 p.m. for “Act” — closing deals.
Always start the day or week prepared. Set time on your calendar to evaluate the next day, and time on your calendar at the end of each week to plan the week ahead so you can get to work on Monday morning.
Always know your priorities. Practice asking yourself, “If I only had 5 minutes to work today, who would I call?” It’s easy to get sidetracked when we have extra time, but nothing should divert your attention from your top priorities.
Ask for referrals. Never underestimate the value of a client referral. When your client goes out of their way to put in a good word with another potential client, they are more likely to close that deal. First-hand testimony is incredibly powerful. A large percentage of our clients at Open Digital have come to us through referrals.
Make sure every action leads you toward your goal. How much of your day do you spend on achieving your goals? If your answer is not 100%, it's time to evaluate productivity versus activity.
The Small Business Sales Guide
Prepare your tone
Do your research before you make the call. Never call a potential client and ask, “What’s new?” They should already know! Do your research so you can start the conversation in a relevant way.
Prequalify to protect time. Do your research first to defend your own time and theirs. Will your product or service really help them? Are they looking to buy now? Do they have a budget? If the answer is no to any of these questions, it may be best to avoid getting a call in the first place.
Refine your approach. Have you found a tactic or strategy that seems to work? Congratulations! How can you make it even better? Constantly refining your approach is the key to evolving and consistently achieving your sales goals.
Go the extra mile. Just remember that someone is willing to work harder than you to close that deal. Prepare accordingly.
Practice makes perfect. Don't be afraid to ask for help. This can be as simple as asking someone to look over a "document" to see if your tone is on point. Or just check to make sure you haven't left out any relevant details. You may feel silly practicing in front of a colleague, but you won't feel that way when it comes time to face that important client.
Prepare your tools. Create a list of all the tools you need to balance your presentation. Everything from your computer tabs to your notepad to your pencil should be open. Think ahead to all possible outcomes: What if they want to buy on the spot? What if they want to take your product for a test drive?
The Small Business Sales Guide
