How to Sell to Small Businesses in Seconds

Learn how to Close More Deals!

Selling to small business establishments requires dedication, confidence, and patience. However, selling isn't hard. 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.

Things You'll Need

• Heart
• Confidence
• Patience

Instructions

1. 

   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 in the restaurant industry that may need them.

2. 

   Approach the person manning the front counter with confidence. In most small business establishments, the secretary is what most seasoned telemarketers call a "gatekeeper." In other words, this person screens all visitors and phone calls. If the "gatekeeper" thinks you're not an asset to their company, a rejection will occur.

   Smile when you first open the door to a 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 asking for the "owner" of the small business. Be prepared to offer your product or service.

3. 

   Push the product into the customer's hands. This way you have created ownership for that prospective customer holding the product. If you're selling a service, show testimonials from your customers. This well develop trust of your service.

   For example, a salesman at an auto dealership 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. Your product/service testimonials can be looked over as you start your presentation. A product or service information in a customer's hands is something tangible allowing them to see themselves actually buying and using it.

4. Be confident in closing the deal by making the 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 the wholesale price of $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! Not everyone will purchase after the first presentation. By listening to what the customer is saying, you can effectively answer any objection that 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 may not 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.