So you've got your small business set up and ready to roll, but you're trying to figure out why you're not closing sales, or you're closing plenty...so many that you think it may be time to hire a full-time salesperson to take some of the load off your own shoulders. It's time to pop over to Wall Street Journal's StartupJournal.
Associate editor Sarah Needleman has interviewed Neil Platt, vice president of CashEdge Inc., to get some tips for grabbing those first necessary sales. Platt shares some excellent thoughts about establishing trust and building relationships, closing sales, and what to do if you think it's time to start building a sales team.
Personally I appreciate how he stresses the importance of three key issues:
- Always dig deeper and move forward (ask what the client wants; remain in control of the sales effort).
- Follow the steps of the sale and remember to close!
- It's your responsibility to find out why the customer isn't buying.
Pop on by and glean some wisdom from this piece. It's a good one!
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