Business selling – what is it?

Small business selling is what happens once we’re face to face with a prospect. This is where we have to convince someone to buy. There are two main reasons why small business selling isn’t popular: businesses don’t know how to and they hate doing it.

A common mistake business owners make in order to avoid selling, is hoping the product will sell itself. Unless you are selling a star product, for example an iPhone or iPod, it is unlikely the product will make enough of an impact for you to avoid selling completely.

Small business selling can drive your customers away. Overt selling puts customers off, destroys opportunities for premium pricing and shortens the time a client remains with you.