Small Business Sales: The Practicalities

Written by Ben Botes

Continued from page 1

Focus on customers' needs. Listen to your customer.

Why should anybody buy your product or service? What isrepparttar benefit or improvement in their condition? Whose life will be enriched? Who will getrepparttar 150902 greatest improvement from your product or service? With which customers does your competitive advantage make a difference? With which customers does your competitive advantage makerepparttar 150903 biggest difference?

Customers want to be more, have more, do more. People buy for ego needs, status needs, self-actualization needs, etc. People buy for safety, security, admiration, social status, recognition, prestige, respect, to increase sales, lower costs, increase profits, self-improvement, excitement, popularity, greater health, self-expression, influence, power, financial success, more knowledge, greater skills, companionship, self-esteem, fear of loss, desire for gain.

Step 3 Consider our tips

Get pastrepparttar 150904 receptionist and on torepparttar 150905 decision-maker. Be cheerful and polite, have – and show – a good knowledge ofrepparttar 150906 target company. Explain that what you offer will need to be assessed by an appropriate manager. Where possible make appointments. Different businesses will have different ‘best times’ to see them. You’ll struggle to catch a builder or farmer whenrepparttar 150907 weather is good and remember that most people still adoptrepparttar 150908 traditional lunchtime. When arranging appointments always offer a choice. Asking ‘Which is better for you?’ makes them choose, and is better than an open-ended ‘When would be good for you?’ which can elicit a negative response. I f you’re selling a product that needs demonstrating, make absolutely certain that it’s working perfectly before you leave forrepparttar 150909 appointment. Know exactly what you want, but try to think, talk and respond formrepparttar 150910 buyer’s point of view. Sellrepparttar 150911 benefits and notrepparttar 150912 features of your products or service. Remember thatrepparttar 150913 likes of Kodak don’t sell films, they sell memories. Try to ask, early on inrepparttar 150914 conversation, questions which cannot be answered with simple ‘yes’ or ‘no’ responses. Open questions lead to improved discussions, and if you’re listening closely torepparttar 150915 answers you should be able to work out any problemsrepparttar 150916 buyer may have. You need to know these if you are going to sell solutions. Take objections seriously, but try to turn them to your advantage. Think creatively about how you can offer to overcome objections and make sure you fully understand each objection before addressing it. Recognize buying signals – questions like ‘Will it take unleaded?’ and ‘What guarantees do you give?’ W hen you begin to hear these closerepparttar 150917 sale quickly. Never forget to go forrepparttar 150918 close and don’t be embarrassed about asking forrepparttar 150919 order – that is what you’re there for, after all.

Step 4 Follow up

The sale is justrepparttar 150920 beginning. Following uprepparttar 150921 deal will strengthenrepparttar 150922 relationship with your new customer, and could provide opportunities for additional sales. And finally don’t forget that continually evaluating your sales process is vital if you’re hoping to refine and improve it – few things are ever perfect.

Learn more at Ben Botes MSc. MBA, is an Entrepreneur, Speaker, Writer, Coach and academic. He is the founder of, South African Business Hubs Join the Reseller Program and earn 40% referral commission

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Three Keys to a Great PowerPoint!

Written by Rob J. Graves

Continued from page 1

Just as you would never show up to an important presentation dressed in torn jeans and a plain t-shirt, your presentation needs to make a professional impression. Back inrepparttar 90’s it was perfectly acceptable to use a free template that came with PowerPoint. But, today your PowerPoint is an integral part of your sales and marketing collateral. If you don’t think of your PowerPoint in this way then you truly need to shift your thinking.

Key: Dress your PowerPoint for success.

Today, there are many sites that sell pre-made professional PowerPoint templates. You can simply choose one (from amongrepparttar 150614 hundreds) that best matches your company’s look, feel and color scheme. Once you purchase and downloadrepparttar 150615 template, you can customize it to your liking.

Another option- If you don’t haverepparttar 150616 time or expertise to do it yourself, you can hire an outside firm to dorepparttar 150617 PowerPoint creation and customization for you. This can truly make your presentation stand apart fromrepparttar 150618 rest of your competitors, through professional-quality images, advanced charts and by utilizing appropriate animations that enhance and compliment your message.

But, whether you decide to do it yourself or hire a professional, it is definitely worthrepparttar 150619 investment to maximizerepparttar 150620 professionalism and effectiveness of your PowerPoint presentation. You’ll not only be doing your audience a favor, butrepparttar 150621 high return on investment will greatly benefit your company and you.

Rob J. Graves is the Owner and Senior Creative Specialist for Graves Creative Services GCS has created award-winning PowerPoint presentations for companies throughout the US and abroad. GCS also provides Meet By Web, an affordable web conferencing service that allows customers to present their PowerPoint to audiences small or large from the comfort of their offices.

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