Do we really need to tell you that sales are the lifeline of your business?
Thought not. It really doesn’t take an expert on entrepreneurship to realize that the key to building a business is steadily growing sales. Unfortunately, some individuals, while born business owners and managers, really don’t like the idea of approaching prospects and taking the time to sell them on what they do.
Fortunately, however, the Intuit Small Business Blog has some suggestions for those a little less inclined to get out there and sell with a recent article they published entitled Hate Sales? Try These 4 Tactics.
These tips don’t go for the reinvent-the-wheel approach – they’re simply a set of techniques that business owners can consider to make the idea of selling a little more appealing, helping them see that it doesn’t take a full-time, fully dedicated salesperson to make a decent pitch. Here’s a look at one of their tactics:
2. Sell naturally and honestly. A common reason that entrepreneurs feel uncomfortable selling is they think they can’t be themselves. They feel they must couch their pitch in hyperbolic terms, de-emphasize or gloss over certain aspects of their product or service, catch prospects in “a buying mood,” and so forth.
Forget all that. When you have a product or service that you’re passionate about, “selling” is simply a matter of sharing your heartfelt beliefs and enthusiasm with others. Just give people a clear, concise explanation of the benefits your product or service provides and then ask if they’re interested. After that, “salesmanship” boils down to addressing any concerns or barriers to purchasing they may have.
The industry of sales has become so muddled over the years, with the assumption that we need to maximize the charm and lay it on thick when we list the benefits customers will receive if they do business with us, that it’s almost an automatic instinct for salespeople to turn on a different version of their personality entirely.
As I run a smaller business that firmly believes in a personalized approach, I sincerely agree with the points put forth by this particular tactic. It’s not necessary to take on the role of the overly enthusiastic, pitch-pushing salesperson whenever you’re trying to sell someone – it’s best to simply share the passion you have for your business and working with others. Don’t oversell the benefits – make it clear what they are, but don’t act like you’ve got the be-all end-all of your industry. Try to think of it as a casual conversation where you’re offering some insight into what you do and how it can help, rather than shoving it down the throats of whoever you’re pitching.
If you’re not a fan of sales, we’d recommend giving this article a read for the three additional tactics it recommends. It offers some basic but good strategies and might help you take a step back and realize, hey, selling’s not so bad.
What do you think? Are you not a fan of selling? Did you find these tactics useful? Your thoughts are always welcome, so let us know!