Like It Or Not Entrepreneurs Are Sales People Too

So, you are an entrepreneur, you thought you were going to be able to do your special craft whether it is massage, or law or car mechanic

. Surprise surprise, you are also the chief sales person! Fortunately, believe or not, you are an experienced sales person. You life is comprised of many sales presentations, you just didn't realize it. Sales may not be your favorite activity but if you are an entrepreneur your life is full of sales presentations every single day. You have "pitched" your ideas to your family, your spouse, your staff, perhaps your board and now you have to figure out the sales process so that you can effectively "sell" your service.

Being present and being prepared are two keys to succeeding.

Before your meeting be sure that you do the research you need to do. It is the step most often skipped in the sales process. The successful sales person is one that looks over prepared and has a wealth of information at their finger tips if they need it. That information comes from their preparation in advance and their research. Be ready to use the information that you have gathered. Have it in an easy accessible and organized format. This gives you the statistics, stories etc to back up your proposal.

Use resources such as articles, photographs and reports to provide additional support of your sales presentation. The masterful sales person accesses the information they need at the moment that they need it. If during your presentation you assess the situation and the articles are not needed don't pull them out just because you have them. Using resources inappropriately can totally derail your sales process.

The most powerful part of any sales presentation is the "WIIFM" or the "What's in it for me?" This has to be the focus of your sales presentation. You are serving the client. You have to meet their needs and solve their problem. Telling them the features, bells and whistles of your product or service will only bore them and possibly lose you the sale. But focusing on their needs, their problems and how you solve them answers their "WIIFM" questions. Now they are listening and interested. This is the "why of your presentation and while it does not guarantee a "yes" to your proposal it does open the door and give you the possibility of "yes" rather than a closed door.

We are each sales people. From childhood through adulthood we are selling our ideas to each other. Somehow when you are actually "selling" a product or service the feeling shifts to one of sales person and your product becomes "snake oil" and you start feeling uncomfortable. Recognizing your life long sales person skill can help you to shift into the positive flow of serving your prospects, providing them real world solutions to the problems they are facing. Congratulations you are one of the great sales people!

by: Donna Price

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