Sales Episodes

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.

The How of Business
 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 ...
The How of Business

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 ...
Episode 435: Ryan Dohrn - Sales Strategies
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 ...
Episode 473: Oscar Subirats - Closing Intelligence

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 ...
Episode 450: Aaron Weiche - Text Lead Capture
Text Lead Capture with Aaron Weiche. How to use text messages to capture and convert leads with Aaron Weiche. Using SMS (texting) can eliminate friction in your sales process and deliver the responsiveness and speed that many customers expect. Aaron Weiche is the cofounder and CEO of Leadferno, a ...
Episode 448: Julian Treasure - Deadly Sins of Speaking
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 ...
The How of Business
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 ...
Episode 373: Elevator Pitch
 Your Small Business Elevator Pitch. How to create an effective Elevator Pitch to help you grow your small business, with Henry Lopez. Henry is a serial entrepreneur, small business coach, and host of The How of Business podcast. Every business owner should have an Elevator Pitch–a brief but ...
Episode 246: Andy Paul - B2B Sales
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 ...
The How of Business
Small Business Referrals. How to get more referrals, including when and how to ask for them, to grow your small business with serial entrepreneur Henry Lopez. On this episode of The How of Business podcast, Henry Lopez focuses on the topic of small business Referrals. Why are they so ...
Deb Calvert
Sales Leadership for Small Business Owners with Deb Calvert. Sales Leadership for Small Business Owners with Deb Calvert, an entrepreneur and the founder of People First Productivity Solutions. Deb shares stories about her transition from a successful corporate career to starting her own consulting business. We also focus our conversation on ...
Episode 341: Lisa McLeod - Selling with Noble Purpose
Selling with Noble Purpose with Lisa McLeod. How to start Selling with Noble Purpose to grow your small business with Lisa McLeod. She also shares her entrepreneur story. Lisa McLeod is a sales expert with a focus on purpose-driven business. She is the bestselling author of “Selling with Noble ...
David Fisher
Hyper-Connected Selling. Hyper-Connected Selling with David Fisher, an entrepreneur, speaker, business coach, and author. David shares his background and journey, and his advice on using hyper-connected selling to grow your small business. David is a speaker, coach, and best-selling author of “Networking in the 21st Century: Why Your Network ...
Episode 380: Bill McCormick - Social Selling on LinkedIn
Social Selling on LinkedIn with Bill McCormick. Social Selling on LinkedIn for B2B connections with Bill McCormick. How to connect and build authentic relationships on LinkedIn. If you are like most other B2B business owners, you are on LinkedIn. It has certainly become the dominate online platform for making ...
Episode 511: John Humphrey - Connect for Sales Success

Connect for Sales Success. How to connect for sales success with entrepreneur and sales expert John Humphrey. John explains why sales success is directly related to the depth and breadth of our relationships and our desire to help others. Connecting is more than just traditional networking.  John Humphrey ...

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

  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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.