The How of Business Podcast – Sales Episodes
These episodes of The How of Business podcast are on the topic of Sales. Helping you sell the products and services you offer your customers or clients.
Sales Fundamentals for Small Business Owners. The fundamentals of effective sales for small business owners, with host Henry Lopez. Henry shares his experiences and thoughts, and walks through the typical sales process, to help you overcome the fear of sales or to improve your sales skills. From the ...
Buyer-First Sales for Business Owners. Buyer-First Sales for Business Owners with sales coach and author Carole Mahoney. Do you dread sales conversations or feel like you’re forcing your product or service onto people? Carole Mahoney, renowned sales coach and author of Buyer First, joins Henry Lopez to change ...
Objection Handling. Objection Handling – how to handle objections when selling, although these tips can apply to any situation when you are handling or responding to objections in your small business. Effective objection handling is a critical skill in sales, customer service, and various forms of business negotiations ...
Sales Strategies for Small Business with Ryan Dohrn. Sales strategies for small business owners with sales and marketing advisor Ryan Dohrn. Ryan shares his experiences and tips on how to improve your sales capabilities and skills, so that you can grow your small business. If your small business depends ...
Closing Intelligence with Oscar Subirats. Closing Intelligence to help you increase sales close rates (starting at 17:56) with entrepreneur Oscar Subirats. Oscar shares his inspiring entrepreneur journey and how to improve your ability to close sales opportunities and get to yes so you can grow your small business ...
7 Deadly Sins of Speaking with Julian Treasure. The 7 Deadly Sins of Speaking and how to avoid them to help make you a better communicator, with Julian Treasure. Julian helps business leaders to listen more consciously, speak more powerfully and use sound more consciously for deeper connections with ...
Your Small Business Avatar. Henry Lopez, Host of The How of Business Podcast How to create your small business Avatar profile, a personification of your ideal client or customer, with Henry Lopez. Henry is a serial entrepreneur, small business coach, and host of The How of Business podcast. On this ...
B2B Sales for Entrepreneurs with Andy Paul. B2B Sales skills (14:23) for entrepreneurs and small business owners, with Andy Paul. Andy Paul is an author, speaker, sales acceleration strategist, podcaster and a highly experienced sales professional. Paul shares his interesting journey, from a History degree to a successful sales ...
Mastering Sales: A Guide for Small Business Owners
Sales are the lifeblood of any small business, whether you are a retailer or selling to other businesses, or even if you are selling online. But for small business owners, sales can be both exhilarating and nerve-wracking. And for some small business owner, Sales can be a four letter word!
The ability to sell your product or service effectively is crucial for the survival and growth of your business. However, many entrepreneurs dread the idea of selling due to fear of rejection or failure. Here’s a guide to help you improve your sales skills and overcome any apprehensions you may have about selling.
Top 5 Tips for Effective Sales
- Know Your Customer
Understanding your customer’s or client’s needs, pain points, and desires is the first step in effective selling. Conduct market research, customer interviews, or surveys to gain insights into what your target audience wants. Tailor your sales or elevator pitch to address these specific needs of your Avatar or Ideal Client. - Build Relationships
“People buy from people they know, like, and trust,” says Keap, a leading software company specializing in customer relationship management. Building a relationship with your potential customers can go a long way in securing a sale. Use social media, email newsletters, and face-to-face interactions to establish and maintain relationships. - Craft a Compelling Value Proposition
Your value proposition should clearly articulate why a customer should choose your product or service over a competitor’s. It should be concise, specific, and focused on the benefits that directly relate to the customer. Your Elevator Pitch is a great place to start with crafting your value proposition and marketing messages. - Utilize a Sales Funnel
A well-structured sales funnel can help you guide potential customers from the awareness stage to making a purchase. Each stage of the funnel should have specific strategies and tactics to move the customer closer to the sale. - Always Follow Up
HubSpot (a leading CRM platform) emphasizes the importance of follow-up, stating, “The best salespeople aren’t always the slickest talkers — they’re actually the most effective listeners. As a salesperson, your best friend is your ability to listen.” Following up is not just about pushing for a sale but also about listening to your customers and addressing their concerns.
Overcoming the Fear of Selling
According to Entrepreneur, “Fear of selling is often about fear of rejection, but remember that each ‘no’ brings you closer to a ‘yes.’ Use rejection as a learning experience.” Here are some tips to help you overcome your fear of sales and grow your small business:
- Re-frame Your Mindset
Instead of viewing sales as a daunting task, consider it as a way to solve a problem for your customer. You’re not just selling a product; you’re providing a solution and delivering value. - Practice Makes Perfect
The more you practice, the more comfortable you’ll become. Role-playing sales scenarios with a friend or colleague can help you become more confident in your selling abilities. - Learn from Rejection
Don’t be disheartened by rejection. Instead, use it as a learning opportunity. Ask for feedback and make the necessary adjustments to your approach and then try again. - Start Small
If the thought of making a sale terrifies you, start with smaller, less intimidating interactions. This could be as simple as asking a loyal customer for a testimonial or a referral. - Get Help
Joining a business network or finding a mentor or business coach can provide you with valuable insights and emotional support. Sometimes, just knowing that you’re not alone can make a significant difference.
Mastering sales is a journey that involves continuous learning and adaptation. By implementing these tips and overcoming your fears, you’ll be well on your way to becoming a sales pro and driving your small business to new heights.