A surprising number of startup entrepreneurs have little clue as to
why their targeted customers will buy or not buy their product or
service. Even if your sales jump quickly out of the starting gate, with
little buyer information to go on, your sales calls may soon go
unreturned and you’ll be spending excessive time on bids and proposals
that go nowhere.
Our sales training
lesson here - some startups suffer from “Tortoise & Hare Syndrome”
where sales start fast, but then the business owners get a little
overconfident, thinking it will all be easy. All too soon, the sales
effort starts to coast. That’s when the slow and steady tortoise (your
competition) passes you snoozing on the sidelines.
To improve your sales efforts, focus on the key building blocks to sales success and improving your sales “personality.”
Over time — even a small amount of time — little things you’ve done to
disappoint customers can build up. Maybe it’s something you said, or
didn’t say. Perhaps it’s a glitch in service that the customer never
bothers to mention or a piece of information they’re missing or an
appointment you had to cancel.
Whatever the reasons, the solution lies in acquiring the habits and attributes common to sales success.