Summary: Business is entirely driven by sales. At the end of the day, if you are not selling something, you are not making money.<br> However, not everyone is a natural-born sales person. You may lack confidence, have self-esteem issues, or be afraid that you will be turned down. But you have to learn to sell without fear!<br> Successful sales people have the following qualities:<br> <br> * Able to sell yourself and your idea/products<br> * Articulate: Be able to communicate what you want to achieve without feeling like you are trying to sell something to someone.<br> * Confident and comfortable in meetings<br> * Passionate about your products.<br> * Stand out from the crowd<br> <br> Also, there are techniques outstanding sales people utilize when conducting business:<br> <br> * Share your story. This will help to generate excitement and purpose.<br> * Prepare: Determine what you want; know what you are going to stay; etc.<br> * Build relationships: How can you help each other?<br> * Follow Up: Ask about the next steps. Put the ball in the client’s court and make them feel like they are making the decisions. Also, send an email to express thanks for their time.<br> * Apologise or Walk Away: If necessary, apologize if something is your fault. It is OK. You are human, you make mistakes. Also, know when to walk away from a deal, and don’t be afraid to say ‘No’ sometimes.<br> <br> Now you are prepared to go out there and sell! Good luck!<br> About Ben:<br> Ben runs the National Enterprise Challenge, a not-for-profit organisation aimed at improving enterprise and employability skills of young people.<br> Issue Challenged in this Small Business Podcast Episode:<br> In this small business podcast, we challenge the issue of how to sell without fear.<br> Ben’s Actionable Tips:<br> <br> * Empathy and Preparation: Research the company/customers. Determine what is in it for them – have an agenda and goal in mind to identify how that can work.<br> * Haggle, and then haggle some more. Push back or walk away if necessary and know what you are worth.<br> * Reflection: The deal does not always need to be done immediately. Take some thinking time if necessary. <br> <br> <br> Top Quotes:<br> <br> * “It’s all about sales. You’ve still got to be a commercial enterprise in the way you think.”<br> * “If you are passionate about what you’ve actually got or what you are selling…”<br> * “I think everyone has a bit of self-doubt now and again.”<br> * “Don’t do that again, you idiot. That’s not how you do things.”<br> * “You can’t just walk in to a sales meeting and assume that you are going to nail it every time.”<br> * “At the end of the day, there are so many people who sell to the script.”<br> * “What can I do to get this closed today? What can I do to follow up? When should I follow up?”<br> * “What’s the worst that can happen if you apologise?”<br> * “People are just people.”<br> * “If you can get that passion, you’ll look like you know what you are doing.”<br> * “It’s all about being professional and delivering on your promises.”<br> <br> Guest Links:<br> <br> * National Enterprise Challenge (<a href="http://www.nationalenterprisechallenge.co.uk/">http://www.nationalenterprisechallenge.co.uk/</a>)<br> * LinkedIn (<a href="https://uk.linkedin.com/pub/ben-dyer/7/9b7/a22">https://uk.linkedin.com/pub/ben-dyer/7/9b7/a22</a>)<br> <br> Resources:<br> <br> * Jordan Belfort (<a href="http://jordanbelfort.com/">http://jordanbelfort.com/</a>)<br> * Judy Robinett (<a href="http://www.excellence-expected.com/episode57/">http://www.excellence-expected.com/episode57/</a>)<br> * The Essential 14–Day Guide to Cutting Your Working Hours and Increasing Your Impact (<a href="http://www.excellence-expected.com/cwh/">http://www.excellence-expected.com/cwh/</a>)<br> <br> Key Timestamps:<br> <br> * 1:00 Challenged issue<br> * 1:07 Introduction of guest<br>
