The owner of a small business is known to be a jack of all trades. Among other titles, they can be managers, bookkeepers and marketers. No matter what role you take on as an entrepreneur, the role of a salesman is an inescapable necessity. Even if you have dedicated sales staff on hand, this position will still stay with you.
More business owners need to think like a salesperson to make sure their business keeps thriving and succeeding. But why is it really so important?
Well, it turns out there are a lot of reasons why you should. Here are some of them:
1. As a business owner, you are your own ambassador
You can be sure that your sales team will be the first to hear about a business problem, a product or service problem, or a competitor gaining market share.
Listening skills are an essential part of sales, and salespeople are excellent at gathering vital business intelligence. Every business owner should spend some time talking with customers and staying up-to-date in the industry. Just make sure not to get distracted by gossip, but also, don’t miss out on information your clients need to know.
A good reputation is also an asset. You will be more successful if you can generate favourable feelings and associations with your business. Moreover, your personal character and behaviour within the community can greatly affect how people will perceive your business as a whole.
2. You’ll see failure as a stepping stone
Your business will have its downs and its highs, but you shouldn’t let the highs and lows overwhelm you. Make sure you go in every day and do your job, serve your customers, and make a difference. Also, don’t get too caught up if that deal didn’t go through. You’ll find the right client eventually.
3. There’s more room for creativity
Salespeople are among the most creative people in the world. Especially if you work in B2B sales, your company needs to anticipate potential problems and be adept at resolving them. Sales professionals follow a set process to work with customers at every stage of the buying process.
Creating relationships and proactively providing the information that customers need to feel good about doing business with you require creativity. Each customer is different and there is no one size fits all. Despite their many years of experience, veteran salespeople will tell you that their customers are still capable of surprising them, both in a good and bad way.
No matter your rank or title in your company, you can still gain insight from the best practices and attitudes of salespeople. Talk with your customers and pay attention to what they say. Focus on results while remaining humble. When solving problems for your customers, be agile and adaptable. Keep your eyes and ears open for growth opportunities.
Each small business owner is ultimately in the sales business. Maintaining an awareness of the key fundamentals of sales success will boost the chances of your business thriving and prospering for many years to come.