One of the most valuable skills for an entrepreneur to posses would have to be the ability to sell. A brilliant idea and a well-written and well-researched business plan are important; however, would render useless without that certain flair it takes to get your product/service out the door. I had a chance to ask an experienced entrepreneur, Dr. Bruce Firestone, about his opinion on how we can all improve our selling skills, here’s what he had to say:  

 

Question:

I’ve learned that selling is a big part in the success of a business. Why, in your opinion, is selling a challenge among people? And how can one successfully conquer this “fear”?

 

Answer:

“Selling is telling”. It is about telling an honest story and providing timely information to the right people.

 

Know there are only 3 possibilities to each selling scenario: Yes, No, or

Maybe.

 

Wherein, Yes > No > Maybe

 

Maybes can hurt a business, more than a “No”. Maybes can lead to assumptions which can ultimately hold up a business. The best way to get a definite answer from a “maybe” is to give people a deadline to reply. For example, “If you don’t reply by X day, it will be considered a NO”. Don’t take a “no” personally; take it as an opportunity to do something else.

 

And, ABC – Always Be Closing

 

 

 

 

Copyright © Esha Abrol, Canada. 2008.