One Business Network

Sales are the lifeblood of your company, and you need to decide fairly early on which type of salesperson you are:

• Are you a ‘hunter’ – if you have no problem talking about money, you fall into this category and should be responsible for sales, which will bring in 15% of your revenue
• If you are a ‘farmer’, you should concentrate on the delivery aspects of your business; focusing on customer service.  This will play to your strengths and customer follow-up will produce up to 85% of your revenue
• If you’re a manager, stick to the finance areas and find someone else to negotiate the money.

Mike Southon, co-author of The Beermat Entrepreneur offers an idea for doubling sales immediately:

Write up case studies about all your favourite customers.  Start with the beginning; the pain or problem the customer had.  In the middle, detail what you did and how you provided the solution.  The end of the story is the result the customer enjoyed.

When it’s written, show it to your customers and ask if it’s true.  Ask them what other consequences there were, as there are likely to be some things you take for granted, or didn’t know.  Ask them what other problems or issues they have and how you might be able to help and then ask them for referrals – people love to give referrals and this will double your sales.

Leading economist Paul Zane Pilzer suggests there will be a resurgence of direct sales – the oldest form of selling – over the next decade.  This skill will be crucial to the success of your business and can be nurtured in most people.

For more help, visit ONE Education and search for sales books.