As a general rule, entrepreneurs tend to have skills which are not ideal for making sales to customers. This isn’t necessarily a bad thing, because the skills brought to the table by an entrepreneur are extremely valuable in themselves. However, if you are an entrepreneur who wants to know about how to close sales as well as create the possibility for them, you should never give up on learning how to become a decent salesperson.
Sales don’t automatically happen
Many entrepreneurs have the mistaken notion that sales somehow happen automatically, and that’s just not the case. In fact, the average time necessary to close a new account in B2B sales typically runs between six and 18 months. A key takeaway from this is to expect to be involved in the sales process for the long haul.
Learn about the sales process
Having an understanding of the sales process can be very important for an entrepreneur, so some significant time should be invested in learning about the sales process. This will involve reading the best books on the subject, as well as developing your own sales approach, for instance figuring out exactly what to say to a prospect when you happen to be on the phone with one.
Establish a sales process
Whatever the best sales process is for your company, you should establish it firmly and make it a uniform approach for your sales personnel. The entire process from acquiring leads, through initial contact with those leads, and on into closing a sale should be a clearly defined process in your company.
Learn how to build trust
Making sales is all about building trust between yourself and a potential customer. This is in fact why the sales cycle tends to be so long, especially for B2B companies. It will be necessary for you to infuse your confidence and know-how into your sales pitch, so as to establish mutual trust with your prospects.
Just as there are a good number of ups and downs in the entrepreneurial game, there are at least as many highs and lows in sales. Understand that there are always going to be obstacles and challenges, as well as disappointments. By developing business resilience, you’ll be able to roll with the punches and rise up again.
Establishing a good sales process
Before you can establish a really good sales process, it may be necessary to acquire business financing that will help you put the process in place. At Skybridge Capital Group, we specialize in helping small businesses implement important business practices, so they can become more successful. Contact us to find out how we can help you implement your company’s sales process.