The Required Skill
There are many skills business owners must possess or develop in order for their new businesses to succeed but none is more important then the ability to sell.
Just saying the word "sell" is often enough to get the butterflies going and probably one of the questions I am asked most frequently during a business review...ie "How much selling am I going to have to do for this business to succeed?" My typical response... a lot, all the time, non-stop, 24/7 etc. Businesses do not succeed if they are not generating revenue and revenue does get created unless someone is selling a product or service.
There are two types of selling that businesses will require and it is important to match yourself to the style you will be most comfortable performing.
Soft Selling - The activities in a soft selling business are most frequently referred to as PR and Networking. These would include actively participating in local chambers, community groups, church groups, volunteerism and of course participating in networking (leads) groups like AmSpirit Business Connections, BNI, LeTip etc. At these groups you will need to be able to proactively build relationships and trust while effectively promoting the value of your product and service. You most likely will find this type of selling activity when your main customer is local consumers.
Direct Selling - The activities in a direct selling business are most frequently referred to as Face To Face Selling. This type of business would include the soft selling activities above and would add prospecting (cold calling) and direct one on one meetings, presentations and proposals as the means to generate business. You will most frequently find this type of selling activity when your main customer is other local businesses.
Considering the type of selling you are willing to engage in will help you begin to narrow in on the industries you should be considering in your business search.
Looking for some great books to help with your sales skills? Suggested Books
Have a great week!
Rob
Just saying the word "sell" is often enough to get the butterflies going and probably one of the questions I am asked most frequently during a business review...ie "How much selling am I going to have to do for this business to succeed?" My typical response... a lot, all the time, non-stop, 24/7 etc. Businesses do not succeed if they are not generating revenue and revenue does get created unless someone is selling a product or service.
There are two types of selling that businesses will require and it is important to match yourself to the style you will be most comfortable performing.
Soft Selling - The activities in a soft selling business are most frequently referred to as PR and Networking. These would include actively participating in local chambers, community groups, church groups, volunteerism and of course participating in networking (leads) groups like AmSpirit Business Connections, BNI, LeTip etc. At these groups you will need to be able to proactively build relationships and trust while effectively promoting the value of your product and service. You most likely will find this type of selling activity when your main customer is local consumers.
Direct Selling - The activities in a direct selling business are most frequently referred to as Face To Face Selling. This type of business would include the soft selling activities above and would add prospecting (cold calling) and direct one on one meetings, presentations and proposals as the means to generate business. You will most frequently find this type of selling activity when your main customer is other local businesses.
Considering the type of selling you are willing to engage in will help you begin to narrow in on the industries you should be considering in your business search.
Looking for some great books to help with your sales skills? Suggested Books
Have a great week!
Rob
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