Salesmanship: Know when to shut it down


Most of us who are entrepreneurs are responsible for bringing in the revenues for our business.  Like any other part of our business, we need to develop a plan of action as to how we are going to go about reaching our sales goals. It is important to figure out what part of your business generates the most revenues.

Once you establish your money-makers; you then need to target your product or service to the people who are more likely to purchase what you have to offer. Then you need to figure out how to get those people to spend money with you.  What methods will you use to reach them and what is your marketing message?

If you are not comfortable, you are going to have to learn how to get comfortable making cold calls or doing email introductions. The bottom lines start with you. You are accountable for the financial success of your business.

Successful sales take persistence and determination. You have to follow-up on all calls and respond to all calls made to you. Following up and following through is extremely important.

What is also very important is to realize when you are wasting your time with prospective clients. In my experience, I have realized that most prospects know immediately if they are going to do business with you or not so try giving them a deadline in which to respond.

What is disturbing is that some clients or prospective clients don’t respond at all, and that can be very frustrating.  The best way to handle people who totally ignore you is to simply move on. You may establish a policy where you do a certain amount of follow-ups before you discontinue your pursuit. Whatever you do.

If you have made several attempts to close the deal, figure if that client is worth waiting for. DO NOT let people waste your time.

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