5 Key Selling Tips Every Small Business Owner Should Know

Does this sound like you?

Many small business owners thrive on the challenge of selling their services, products and ideas. Many of them come from sales backgrounds themselves. However, it is not unusual for a business owner to be a technical or subject matter expert and not a sales person. This creates interesting situations when trying to get a company off the ground.

Just because we're convinced that our products and services are great doesn't mean that others will feel the same way, too. We need to be able to sell not only our product line but ourselves as well.

Stand up straight! Think about your selling posture. A selling posture is not physical. It is, however, the stance you take in order to be closing from the beginning of your sales call. Are you ready to sell? Are you "standing" tall and alert - ready to begin the closing process from the beginning of the process? 

Have you done your research? You know you whether you are speaking with prospects and not suspects. A prospect is a potential customer whom you've identified as having a need or want for your product. A suspect.... well, that's just a warm body. Although we'll always have our share of suspects, the more you do to qualify and sell directly to people who want and/need your product or service, the more sales you'll make (and with less hassle and in less time).

Distance yourself from your products. It is true that part of selling is the ability to sell yourself. For example, being able to make people trust you, rely on you; knowing that your solutions are best suited for their needs all require that you sell yourself. However, you must be able to distance your personal self from your professional persona. Often people will seem to reject you when it's really your product... and sometimes it's not even about a rejection, it may be a bad fit or the timing is wrong. When selling you need to think as though you are selling someone else's products. Give yourself the necessary distance so that you can see clearly.

Fake it 'til you make it. Not sure you know what you're doing? That's OK, most other people don't either. If you're uncomfortable in your role as a salesperson, learn everything you can. Practice often. It gets easier.

Learn, learn, learn. Any work/job/career activity requires ongoing learning. Being able to sell your products and services is no different. Seek out opportunities to learn new selling skills and effective interpersonal behaviors.

You are the person with the most vested in your company. Being able to sell your products and services helps convince others that you believe in what you are doing. Acquire the correct skill sets and you will find that increasing your business becomes easier every day.