6.Questions and objections are a natural part of sales process. During your preparation compile a list of every possible question and objection that you might hear. Now spend some time creating a list of responses. Your responses should lead back to questions eliciting more information about your customer’s pain.

7.The issue of price. If first question they ask is “how much does it cost?” Don’t beat around bush, answer their question right away with a statement like, “depending on service plan you select our rates range from XX to XXX, I would like to spend a couple of minutes finding out specifically which plan is right for you.” If they are comfortable with your price range, they will continue conversation. Remember, part of qualifying is determining whether your potential customer has budget to buy from you.

BONUS TIP: By answering their question head-on you are making it clear that you are a ‘straight shooter,’ a great way to build trust!

8.Make it easy to buy from you. Has this ever happened to you? You find a great product on a website or in a store, and you are ready, willing and able to buy, only to find out a) you can’t find “purchase now” button on site, b) they need to find out if they still have item, or c) clerk is busy on phone? Depending on your mood and free time you may wait, but more than likely you leave without your purchase. Is it infinitely easy for your customers to buy your product first time? Make it even easier for them to make a repeat purchase!

9.Ask for Feedback. No matter how good at sales you become, you must keep your ‘edge.’ Ask questions to find out what you’re doing well, what your customers wish you did and why potential customers did not buy from you. Use what you learn in your preparation and goal setting process.

10.Have Fun. Running your own business should be fun. You’ve dedicated your career to something you love. Let your personality shine and make sure you find ways to include your customers and associates in your good time!

The Sales process does not have to be a dreaded part of running your business. It’s best way to watch your revenue grow. Evaluate your current process and implement any of missing tips to watch your sales success grow.

"Pish, posh. The plan is in place. All I need now are profits to share."

"Pish, posh?" he asked.

"Look, this employer offers on-site daycare."

"So it does," he noted.

"I offer onsite daycare...with a monitor so that I can hear my children cry and I can leave my desk to find out for myself exactly how it feels to have pickle juice spilled all over me in middle of a workday."

"That certainly is a benefit few companies would think to offer," Mountain Neighbor agreed.

"When you work in your pajamas, spills are easy to manage. Let's see Amex or Procter & Gamble match that!"

"I suspect you've outflanked them on fashion," Mountain Neighbor admitted.

"This one has opportunities in England, Japan and South Africa. Well I work in Australia, England, Florida, Minnesota, New York, California and all over place."

"You mean, you optimize websites from all over place," he pointed out.

"Look at this employer. They have an on-site all-you-can-eat cafeteria and a rooftop patio."

"So?" Mountain Neighbor asked.

"Well, I have a 24-hour cafeteria that makes everything to order, and I sometimes even have a wife spoil me with apple Betty. Yum."

"I guess you missed out on rooftop patio," he observed.

"Oooh...do you think that's why I didn't make list this year?"

"Actually, most of these employers offer four weeks vacation, or more, and many of them offer all sorts of other leaves and paid sabbaticals. You don't give yourself more than three weeks a year," he pointed out.

"Yes, I suppose that could be a problem."

"Slave driver," he admonished.

"So do you think that if I take more vacations and build a rooftop patio, I should be able to hang on to my best employees?"

"I don't know..." Mountain Neighbor shrugged. "But if you can't do it, nobody can."