11 Small Business Sales Strategies

by | Jul 2, 2014 | Sales Incentives

Small business doesn’t have to mean small sales revenue! Use these small business sales strategies to motivate salespeople and conquer your niche market!

Be confident:

It’s very important, when discussing an opportunity with a potential client, to be confident in yourself and your abilities, and also in your company, products, and services. Clients want to see that you are proud of and believe in your products or services. Your voice and expressions play a big role in showing your confidence and clients can read your confidence in more than just your choice of words. If you are not confident in the product you are selling, you should probably sell something else.

Be different:

It’s always a breath of fresh air when a salesman comes at you with a tactic you were not expecting. Don’t be a ‘used car salesman’ and push straight for the sale. Grow your repertoire of interesting and different sales tactics. Also, find new or different ways to position your product or service, both to open up new markets and also to drive customer interest.

Don’t be afraid to talk to the CEO or a lower level employee:

Be prepared to talk to anyone about your product or service. It’s important to know that talking straight to the CEO or any other employee can produce the same results. The key is in how you discuss your company with the potential customer. You might find that altering the way you position yourself or your product will help with different levels of employees.

You’re a small company and that’s wonderful:

Don’t lose confidence just because there are much larger companies out there to compete with. You are a small business and you can use this to your advantage; you’re more nimble, you can complete projects much quicker, and give much more personalized service than your competition.

Find out if your prospect is willing and able to make a commitment early on:

This one is pretty self-explanatory. Don’t waste valuable time in drawn out discussions with a prospect who is never going to use your services. Learn to qualify your leads.

Be prepared to move on:

If it’s not going to work out, graciously move on to your next prospect. Make sure all your prospects know, like, and respect you. Move on graciously.

Gain clear verbal agreements and commitments on the next steps:

Before you go out and celebrate your most recent big sale, make sure you have a clear outline of both your, and the new client’s, commitments, as well as next steps. They say don’t celebrate until the ink dries and there’s a good reason for that.

Time management.

Your time is valuable. As a salesman your time is literally your money, so it’s important to set and manage your time well. Take advantage of various time management tools that exist.

Don’t let your clients push you into doing more work than agreed upon:

It’s important to set the limits on your work from the outset. Don’t get caught with an open-ended contract that allows your clients to continuously ask for more and more. Perform the work agreed upon with utmost care, but stick to the letter of your agreement and don’t let yourself be taken advantage of.

Constantly and consistently hone your techniques/skills:

You’re never perfect. Even if you close 9 out of 10 prospects and even if you close them after cold calling them, you can always do better. Be constantly learning and refining your sales techniques.

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<strong>About </strong>Nichole Gunn

About Nichole Gunn

Nichole Gunn is the VP of Marketing at Incentive Solutions, an Atlanta-based incentive company that delivers advanced, agile B2B customer loyalty and channel sales incentives programs.

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