20 Jan '11, 10pm

[New Post] Turning Fool's Gold into Gold: Sales Tips for Small Business Owners and Entrepreneurs

[New Post] Turning Fool's Gold into Gold: Sales Tips for Small Business Owners and Entrepreneurs

At a recent Chamber of Commerce social gathering, I ran into my website manager, John, whose company also offers services such as website redesign and pay-per-click management. “Kevin,” he said, “how do I sell to some of these people I’m talking to? I’ve met two people tonight, both of whom own successful small businesses and could benefit from my services.” I asked him to tell me about his experiences. “They ask me what I do, and I start talking about my company,” he replied. “I can literally see their eyes glaze over. But I can tell from what they say that they could use my services. It’s very frustrating.” John is obviously very enthusiastic about what he does. Being enthusiastic is surely an important asset for a small business owner. But becoming better at selling is even more important. The key, I told John, is that he has to understand more about how customers buy. ...

Full article: http://www.youngupstarts.com/2011/01/21/turning-fools-gol...

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