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10 Tips to Help you WIN in Small Business Sales

James White Founder & Small Business Champion

August 2014

Why are we here?

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Whether its your family, a big house, big cars or just the thrill of winning, we all want to be

Successful

The common link

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If you’re a small business & you don’t win business, you won’t be in business for very long

New Sales are the Fuel of Growing Businesses

There is no silver bullet but

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Good Habits

Business Success

Good People & Products(i.e. You!)

Good Systems

Why Listen to me?

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Cried when I lost at football at the age of 5 and hate losing now!

Succeeding has continually driven me with InTouch

I want to see your small business succeed!

The world has changed

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Very few people want to be SOLD to

Service and Reputation count for as much as silky words

But…………………………

Tip Number 1 – Impressions Count

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Smile – It conveys the right impression Believe in yourself – If you don’t why should your customer believe in you?

Tip Number 2 – Create an extra hour in your day

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Attitude – Your attitude determines your altitudeHard Work – On the road to success there are very few people on the final mile

Tip Number 3 – Sow and Reap

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Be Organised – Keep plates spinning & be focusedBe Prepared – Do your research. Fail to plan and plan to fail

Make Hay While the Sun Shines – The best salespeople are only as good as their last sale….

Tip Number 4 – Seek first to understand

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Seek to Understand – The best advice for ANY sales person EVERSpot Barriers – Kipling's Rules and spotting the barriers

Tip Number 5 – Scratch their itch

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Its not about you! – Forget about what you want or offerScratch the Itch – Get inside the customers head! Where is their problem?

Tip Number 6 – Listen & Ask Questions

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Proportion – Listen and listen properly. Its key to successIf you don’t ask – Be interested in them. Do your research & ask with real empathy

Don’t be creepy – Know the limits and read the signs

Tip Number 7 – Remind, Deliver & Follow Up

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Be Organised – Use systems or write lists but do the basicsDo what you say you will – If you agree to deliver a proposal then deliver it

Follow up – Sales success is within the numbers

Tip Number 8 – Be Honest

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Be Honest – Wax Lyrical but honesty ALWAYS paysLive in the Present – Outline the future but always sell the present

Tip Number 9 – Know which base to run to

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Home run? – Know where to run to at the right time & mind the foul lineHandhold & Nurture – Take your ‘prospects’ on a journey with you

Tip Number 10 – Read the signs & learn to say no

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Read the Signs – Learn & know when to make your moveAre you a match? – Use your gut feel to say no to prevent future problems

In Summary

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1. Impressions count2.Create extra time in your day3.Sow and Reap4.Seek first to understand5.Scratch their itch6.Listen and ask questions7.Remind, deliver and Follow up8.Be honest & sell the present9.Know your bases and nurture 10.Read the signs and Learn to say no

Always Remember

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Stay Positive – With a strong belief in what you do you WILL succeedIf at first…………………….

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You can achieve this

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Thanks for listening & good luck!Contact us with any questions you have

@jijwhiteuk.linkedin.com/in/jijwhite

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