| The "Open for Business" sign is figuratively and, | | | | will truly start to enjoy as you move forward in |
| depending on your business, literally hanging on | | | | the process of relationship building and see |
| your door. You are all ready and excited to get | | | | yourself as a "solutions provider" rather than a |
| started in your new small local business venture. | | | | salesperson. It is genuinely a give-first, |
| Everything in place, books are in order, inventory | | | | take-second mindset and once you have acquired |
| supplies on hand. Seems like you have everything | | | | these skills, they will be skills you will use in your |
| covered. One small problem....there doesn't seem | | | | everyday life in all situations. |
| to be any customers/clients to whom you can | | | | Do you have to be an expert salesperson to sell? |
| sell your product or services. Gee, must have | | | | No, absolutely not. In fact, it is actually better that |
| forgotten to put in an order for those. Sounds a | | | | you have no previous sales experience when |
| little far-fetched but more often than not, most | | | | getting started in this type of selling. It leaves all |
| small local business owners start out with an | | | | of that old "pitchy" baggage behind and wipes the |
| excellent knowledge of their trade but absolutely | | | | slate clean. Creating and building these customer |
| no knowledge of one of the most critical skills: | | | | relationships will increase your credibility over time, |
| Selling. Relationship Selling and Relationship Building | | | | position you as an expert in your field, and create |
| are absolutely paramount for any small business | | | | repeat business and referrals from your existing |
| owner to learn when starting out; but yet so few | | | | customer base. Over time, your business will |
| have even the slightest idea where to start and | | | | grow exponentially simply because you offered |
| their fear of selling is holding them back from | | | | solutions and provided value to your customer |
| reaching the long term success they truly desire. | | | | above and beyond what your competitors offer. |
| Seems most small business owners don't know a | | | | These are the keys to truly being a successful |
| lick about selling and don't really care much about | | | | "salesperson" in today's market. There is no |
| it either. They think if they place a few ads, hang | | | | reason to fear selling because it no longer is about |
| a few signs, customers will come in droves. But if | | | | you but rather about your customer. This shift in |
| you dig deep enough, you more than often than | | | | thinking is what will create an atmosphere of trust |
| not find that most people are simply afraid or | | | | and make the selling process something you will |
| uncomfortable when it comes to that dreaded | | | | look forward to rather than dread. |
| word - "Selling". It doesn't have to be that way. | | | | Don't let the fear of selling hold you back from |
| Selling does not have to be a pitchfest any longer. | | | | reaching the long term success you deserve and |
| With relationship selling, the emphasis is on | | | | desire. If you are just starting out, it is imperative |
| relationship building. Building a relationship very | | | | that you develop these skills before you hang the |
| similar to the way you would have coffee and | | | | "open for business" sign on your door. |
| chat with an old friend. It should be a process, not | | | | Having an excellent knowledge of your trade is |
| a "one shot deal" where you try and convince | | | | the cake. Overcoming your fears of selling and |
| someone to buy from you. | | | | getting customers in the door and coming back |
| Done correctly, selling can be something that you | | | | for more is the icing. |