Forums: Discussions for entrepreneurs and small business.

OK group, let`s get the new Sales forum started!

I`ll pose this open question to get a dialogue going:

What are the biggest challenges you face today related to increasing revenue for your business?

I`m sure there are lots of sales and marketing types here that would be happy to offer some advice and relate personal experiences.

Kregg,

Great question. I work with many organizations with sales staff. Your question is a big one. One of the biggest challenges I see in increasing revenues with companies I work with is teaching sales people how to negotiate. They don`t listen well. They don`t know how to ask the right questions. They need to master the art of negotiating. They bargain with themselves way too much. They need to understand this statement thoroughly:

Anytime two or more people are exchanging information with the intent of changing the relationship they are involved in a negotiation.

It`s sad, but the truth is many salespeople do not understand the above statement. I`ve met a lot of professional order takers

R@

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Richard Arnold · Key Concept Writers · Business Communication: The "Key" To Success· Law of Attraction Blog · Life Ain`t Brain Surgery Blog

For me, in week 2 of my actual opening marketing efforts, its a balance between my j.o.b. that pays the bills and spending time marketing.  Trying to make calls and do mailings on one`s lunch break (in your car) can be frustrating yet I can`t afford to alienate my employer.  I plan on taking a couple days off soon to strictly focus on developing my business.  The faster I can get clients, the faster my business becomes more than a hobby!  The security of a paycheck is nice but it can also be like a ball & chain.

I`ve spent almost a year getting to the launch point and I have now stepped off that cliff. I am sure that my experiences are not that unusual, or at least I hope not...

The biggest challenge I face to increasing revenues for my business is maintaining a steady stream of quality leads within a fiercly competitive market.

 

 

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Nicole Champagne
Email: influencialexpectations@gmail.com
Cell: (734) 262-3730
Soar With Influencial Expectations!

keycon - I agree with you - I have found listening skills to be one of the rarest traits in the sales profession and one that is almost impossible to teach. The best sales reps I have worked with `hear` things that are never said, the worst don`t hear things that are said repeatedly.

ericefmayo - I also feel your pain. I was working my j.o.b. and starting my current business at the same time for about 7 months before it got to be too much and I had to take the plunge into uncertainty. All I can say is keep the paycheck coming in as long as you can and use those funds wisely to develop your venture, or pack them away for personal use to extend your ramp until you get a consistent flow of revenue.

RealtorNicole - I have no personal experience in the real estate profession but I know it is tough to develop a consistent flow of well qualified leads. Many of our customers are realtors and I hear this complaint all the time. The most successful realtors seem to enter the profession with a deep and broad personal network of friends and family that can deliver referrals. Have you tried some of the online resources like HomeGain? I heard from one of my real estate customers recently that 80% of all home purchases now start with an online search.

Kregg,

Thank you for responding.  It is true that 80% of all home purchases start with online searches.  Not having any experience with Home Gain, I can`t comment on their services.  However, I have investigated a few services which have contacted me; but after speaking with local realtors who had used their services I didn`t sign up with them.  I have found it is difficult to distinguish between online services which provide qualified leads to those who capture email addresses through cookies and forward unqualified, dead leads.  The risk to using those services is they charge a flat fee or % per each lead regardless if the lead converts to a closing or not.  Ultimately the cost outweights the potential benefits. 

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Nicole Champagne
Email: influencialexpectations@gmail.com
Cell: (734) 262-3730
Soar With Influencial Expectations!