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The Sales Buzz Issue 29-Small business sales and how to make sales skill training work
June 04, 2009
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In this week's issue:

Small business sales and how to make sales skill training effective

You make small business sales. You’ve got a small business, or you’re working for yourself, and you’re selling your services or your product.

Many people start a small business or take the plunge and go self employed because they have a good skill, or make a great product. But often they have no, or little, sales experience. They learn sales skills from books, training courses, or the Internet, but don’t know the sale secret to making those sales skills work.

Read this week's edition and follow the sales tips to get the best from sales training...



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Small business sales and how to make sales skill training work to grow your business

You make small business sales. You’ve got a small business, or you’re working for yourself, and you’re selling your services or your product.

Many people start a small business or take the plunge and go self employed because they have a good skill, or make a great product.

But often they have no, or little, sales experience. They learn sales skills from books, training courses, or the Internet, but don’t know the sale secret to making those sales skills work.

There are two actions you can take today to increase your small business sales and get them to work I real sales situations.

I’ve seen this work for all kinds of small businesses and self employed people that need to sell to make their business profitable.

It works for all types of sales, direct sales to the public, B2B sales, retail and showroom businesses, field sales and telesales.


1st step: Find the right sales skill training for you and your small business sales.

Look at the small business sales you are trying to make and decide what type of sales process you want to use.

The sales process is the path the sale follows. How you and the buyer get from your initial sales introduction to closing the deal.

If your sales are high volume and low value you probably want a short sales process.

If you sell high end expensive goods, then the buying process of your clients will probably be longer.

In both cases the sale will go through the same sales stages.

An introduction, fact finding and questions, a sales presentation of your proposal and then you ask for the sale. This may be followed by handling sales objections.

High value expensive item sellers will want sales skill training that gives great detail of how to build a sales process. How to present a professional sale that is customer friendly. Low value item sellers may want a sales process that allows them to use the sales skills with their own words and phrases. This is so they can work with the buyer’s emotions and move quickly to the sales closing skills.

Even a retail market stall seller can benefit from using a sales process. Keep the type of sales process you want in mind, and click around the Internet looking for sales skill training that will match your small business sales.



2nd step: Narrow down your selections of sales skill training to two or three that sound like they could work for you.

All good sales training should give you a free sales training course as an example, or show you the main features of the sales skill training. Whether it’s a book, a sales training course, or an online sales course download, you want to know what’s in it. You want to know how it will work for you.

The great thing about courses on the Internet is that you can see examples of the style of the training on the author’s website before you buy.



3rd step: Now make the sales skill training work for you.

When you have looked at the sales skill training and considered which one will work for you, get it. Don’t put it off, don’t make excuses, and don’t start looking for a better sales training course, because you have already done that. You’re a business owner, you are used to making decisions, and you know making a decision and taking action is better than procrastinating.

Once you’ve bought the right sales skill training, you have to use it to gain the rewards from your investment. It’s no good just looking at it. You have to turn the sales training on the screen into actions. Take the sales skill training, and transfer it into actions.



Learn sales skills then use the One Action a Day Plan to put the training into action. Break down the sales training into daily actions. Have one sales action for each day. Let each action build upon the one from the previous day, and the effects of the actions will soon stack up.

Write the actions in your diary and plan one week in front. Remember the actions are daily actions. One action every day.


For example, you start sales skill training to build a new sales presentation. The sales training says your first line should be to gain agreement from the buyer that you have all their needs and requirements from the fact finding sales stage.

This is your first action for day one. Write the question you will use with your buyers this week. Then day two could be to note all the features of your product and then write down as many benefits as you can for each feature. If you sell a wide range of products with a large number of features, then break that action down into daily chunks. Write the features and benefits for one product each day.

The idea is to make sure you have the time to complete one action every day.


If I gave you the sales training course I use with my sales teams, and asked you to complete it without a plan, you would probably stop after day one. Other priorities would need your time and attention.

But you know from building your business that taking daily actions soon builds up and generates change. The difference between successful sales people and the rest is not the sales skill training they receive, and it’s not even their level of sales ability. It’s whether they take actions and put the sales training to work for them. Taking one action a day means you have no excuses, you have the time, and you will get the results.

So take that first action now, and start clicking to find the right sales skill training to grow your small business sales. If you want to see the type of sales training I present to people that want to make small business sales, open Sales Skill Training and click around the free sales training available.



How Would You Answer These Sales questions

These are questions asked by sales people around the world that want to increase their sales skills.

Take a look at the questions and think about how you would answer the questions and help others like you.


Help making sales appointments

I run a small printing business and have a hard working sales team of 3 really good and knowledgeable people.

They make their own sales appointments, using their own cold calling scripts, and it can get really frustrating. The businesses they are phoning get call after call from all kind of sales appointment callers. I know, I get them myslef.

It's really hard to get the business people we phone to listen to what we have to say. most calls we don't get past the first minute.

I pride myself on the business we have built up. We give a great service and our prices are competitive.

But what do we have to do to get prospects we phone to listen to us?

If they would just hear us out I'm sure we could get more sales appointments. I'm open to suggestions, in fact I'm asking for help to make sales appointments.

So how would you answer this request?

If you have a good answer, perhaps you have faced the same problems, and you can help by sharing your experience open the comments page for sales questions and simply click in the comments box and type your answer.



Starting a sales career

Hi , I Have Found a job in Qatar as a Laptop sales person.

I have no experience in selling any product. Can anyone guide me on how to start this career and how to increase my knowledge on sales and the product which I am going to sell!

Asked by A.Mark from Sri Lanka

What advice would you offer?

What advice and suggestions would you offer this newcomer to sales. Make a comment by opening the comments page for this question and simply click in the comments box and type your answer.




Short and to the point - Easy to read - Simple to put into action

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

Easy to learn sales skills
Short and to the point
Simple to put into action

To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site.

The Sales Buzz

The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.

Wishing you the very best with your sales career.

Stephen Craine
Sales-Training-Sales-Tips

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