Effective entrepreneurs are generally very good at selling their products or services and as an entrepreneur nearly everything you are doing is selling: your are selling customers on buying from you, you are selling suppliers on working with you, you are selling investor on investing in you, you are selling employees on joining your company, etc. And you will most likely find yourself saying the same things (like explaining your value proposition or explaining how to use your products or services) over and over again.
Entrepreneurs must develop and manage their sales pipelines given the direct impact of the sales pipeline on the health and growth of their company.
Here are a few helpful sales tips.
Fully understand your prospects pain.
Before listing off a product's or services's features and benefits, you should find out from the prospect what kind of pain points they have. If you can't find a problem your product/service solves, it's either the wrong market fit, it's not a good product/service or your sales pitch needs to be tweaked to focus on solving specific problems that companies face.
Always add value.
Don't think that once a customer hands over cash for your product, the selling process is complete. Check in with your clients on a regular basis and look for ways to keep supporting them, listen to their evolving needs and be ready to answer questions before problems arise. You don't necessarily need to be in selling mode but touching base helps keep the communication channels open. Also, if for some reason your solution is failing to meet their expectations, you need to hear feedback, as you want to improve or solve the situation before it's too late.
Respect your prospects.
Prospects get called by sales people all the time, and they can tell the difference between a sincere problem solver and an impatient sales person who doesn't really care about their problems. Be a part of the former group and listen to your prospect and address their problems. The better you listen to what they need and not what you want to sell, the better your sales relationships will be.
Make sure yours is the right solution.
Prospects know when someone is just trying to sell them something, regardless if it is the right fit or not. Don't be that person. Instead, provide a solution the prospect truly needs, based on their unique circumstances.
Entrepreneurs are often motivated by a sense of idealism: You're trying to do something better, faster or more efficiently. You're looking to create and innovate. You're bringing something into the world that hasn't been done before.Be sure to bring this spirit and passion into your sales conversations with customers.
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