One of the evils that affect entrepreneurs is the lack of importance given to sales. Along with the lack of financial strength, the aversion to the sale is probably the biggest problem of all facing an entrepreneur.
Why is this? How should entrepreneurs deal with this problem?
The main problem is that most new business owners do not realize how important it is to sell, and in too many cases to perceive the sale as a minor issue.
is a grave error, which most often ends up being fatal.
A great contribution to this unfortunate perception comes from the approaches promoted by some (not all) university business schools and executive education institutions that have flourished in the last 10 or 20 years.
These "MBAs" and other courses in "management" and business management, spread the belief that business success is a result of effective learning skills "management" and that with a degree in management ensure the success of an enterprise is only a matter of "singing and dancing."
This concept can be severely damaging to a new venture.
The late entrepreneur and business author Mark McCormack explained it perfectly in his classic book "What they do not teach at Harvard Business School."
This is what the author says:
"Selling is what we do not teach you at Harvard Business School. The business schools admit that their purpose is to prepare managers, therefore most of them go completely overlook the fact that if there are no sales, there is nothing to run. This escapes many graduates These MBA, who in his desire to lead a venture itself may think that sales, the techniques involved, salesmanship, not for them. "
Unfortunately this is as true today as 20 years ago, when McCormack wrote his book.
But the worst thing is that this mentality is not limited only to graduates of business schools. It is a disease that too many entrepreneurs suffer, with or without a college degree.
So what can you do to improve their chances of surviving in business and succeed in their new venture?
Here let six ideas that you can write really big on a sheet paper, or print and stick on the wall beside his desk.
1. Sell \u200b\u200band increase sales are the highest priority of the owner of a small business.
2. Selling is not to impose or force people. Is to persuade and motivate people to take the decision to buy.
3. Selling involves patience, time and exact knowledge to persuade the potential customer.
4. Venda his passion for service. If you think of heart in your business, make sure your customers receive the message.
5. Sales rejection is warranted. So be prepared to fail often, and do not worry go ahead.
6. The most important attribute in sales is the ability to hear what the customer wants, he does not want and what you do not like.
If you're running your own business or are starting to develop the project, think about where your list daily and weekly "to do" places to find new customers, win more sales, or find new ways increase trade in your business, in the "real" world or the Internet. And if you're a small business consultant, think seriously if your client invests enough time to sell, or if they ignore the importance of sales and ignore it as if it were a sort of serious illness.
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