| Sales training for self employed and small business | | | | decision makers. At her home you can do a really |
| sales people is often not available or overlooked. | | | | effective sales presentation and secure the sale. |
| You can be an expert at what you do or know | | | | This is basic sales training on how to close a sale. |
| everything about what you sell, but do you really | | | | One of the other thoughts I had was, ask her |
| know how to use that knowledge when selling. | | | | some questions. Get her to tell you about her |
| Let me give you a real example that I recently | | | | house, her windows, how she made her last |
| experienced. | | | | decision on home improvements. Get her to build |
| I had new windows fitted in my house by two | | | | a picture of how great her house will be with |
| very good and experienced window fitters. | | | | bright new windows. She has come to you and |
| Throughout the day I saw many people that | | | | she's a red hot prospect that wants your help. |
| were passing my house stop and ask them | | | | This is the advantage small business owners and |
| questions. They wanted prices, information, and | | | | skilled trades professionals have over the average |
| the benefit of their knowledge on windows and | | | | sales person, they know their product, trade, or |
| having them fitted. For a salesman these passing | | | | service better than anyone. The buyer wants |
| sales prospects would have been like winning the | | | | that knowledge and experience. They see it as a |
| lottery. To actually have sales prospects queuing | | | | benefit and will pay for it. Think about it, who |
| up to talk to you is every sales person's dream. | | | | would you ask about which new windows you |
| To the window guys these people were just | | | | should have fitted, a salesperson in an expensive |
| getting in the way. This is where small business | | | | suit and a flashy car, or a guy in overalls that |
| owners and trades people can learn a lot from | | | | actually fits them for a living? |
| sales training by learning to see people as sales | | | | Self employed and small business owners can |
| prospects and opportunities not distractions. | | | | take advantage of how they are viewed by |
| I overheard one lady ask the guys for a price to | | | | potential customers. The customer sees them as |
| do the same job on a house similar to mine. I | | | | a benefit to them, the buyer. Often buyers see |
| wanted to yell, stop! But it was too late, without | | | | sales people as wanting a benefit only for |
| further questions the window guy gave her an | | | | themselves or the company. To make the most |
| approximate price and then said nothing. There | | | | of this great advantage you self employed trades |
| was a short silence and he gave her a business | | | | professionals and small business sales people need |
| card. She said she would call him and she walked | | | | to do two things. |
| away. Will she contact them, who knows, and I | | | | 1. Maintain your image as a working professional |
| didn't see him take any information to follow up | | | | that knows your products and services. |
| this red hot sales lead. As a sales manager and | | | | 2. Invest in effective sales training that you can |
| trainer several thoughts rushed into my mind. | | | | use to increase sales, grow your business, and |
| Firstly, don't give her a price. Arrange an | | | | earn more money while maintaining your friendly |
| appointment and get round to her house. You | | | | non-sales image. |
| want to make sure you are talking to all the | | | | |