How to Sell to Small Businesses in Seconds

The drive to sell to small business establishments require dedication, confidence, and patience. However, this doesn't mean the actual sell is any harder. It's more about being prepared to make the sale. You can substantially increase sales of your product or service by saying the right words in seconds.

Instructions

Difficulty: Moderately Easy

Things You’ll Need:

• Heart
• Confidence
• Patience

1. Courtesy of http://en.red-dot.org Target your market audience. This first step requires patient research on your part. By knowing your market, you won't find yourself selling something they don't need or can't afford.
   
   For instance, if you are selling kitchen knives, you wouldn't want to sell them inside a post office. It's better to sell the knives to a small business restaurant that may need them.
2. Courtesy of http://www.designclassics.net Approach the person manning the front counter with confidence. In most small business establishment, the secretary is what most seasoned telemarketers call a "gatekeeper." In other words, this person screens all visitors and phone calls. If the "gatekeeper" think you're not an asset to the company, a rejection will occur.
   
   Smile when you first open the door to the small business establishment. Speak with confidence and authority but don't sound too pushy. Ask for the person you need to talk to by their name instead of the owner of the small business. Be prepared to offer your product or service.
3. Courtesy of http://www.affordablehousinginstitute.org Push the product into the customer's hands. If you're selling a service, show testimonials from your customers (you do have some, right). This create ownership of the product or develop trust for the service.
   
   For example, a salesman at an auto dealerships will get you to test drive a car. The reason for this is, after driving the car, you'll want to keep driving it.
   
   After telling the person your name and who you represent, either hand over the product or give them information for your service. They can be looked over as you start your presentation. A product or service information in a customer's hands is something tangible where they can see themselves actually buying and using it.
4. Be confident in closing the deal by making a sale. After you told the customer what your product or service is all about, end your sales pitch by giving the price and asking for the sale.
   
   For instance, "Mr. Jackson, this widget is selling in retail stores for $10. However, I can sell this to you at wholesale prices for $5. With this in mind, how many will your business need?"
   
   Here's a quick tip. It's always best to give a high and low price. This shows that you are selling a product or service at a price that they can't refuse.
5. Listen intently to what the customer is saying. This step is crucial because not everyone will purchase after the first presentation. By listening to what the customer is saying, you can effectively answer what objection is holding the customer back from completing the sell.
   
   The customer will tell you, in so many words, whether they like the product or service or not. However, not all rejections are so concrete. They may be busy or don't have the funds at the present moment. You will just have to listen and respond appropriately.

Tips & Warnings

• There's a fine line between customer service and harassment. It's best to schedule another time to present what you're selling at a later date if the customer is busy.