Making sales calls

Making sales calls

There are a few aspects of running a small business are as intimidating as actually making sales calls. Nevertheless, making sales is a vital part of any business.

Regardless of whether or not a business has a salesperson or sales team it is important for the business owner, to make sales from time to time — not just to make money, but to learn from customers and prospects. Sales calls keep you close to the market and give you a reality check.

Here are seven tips on keys to successful small business sales:

Know what is being sold: What differentiates you from your competition? What are its features and benefits? A good salesperson has to be able to present their product/service clearly and concisely.

Make a sales plan: Determine who the key prospects are, identify decision makers, and come up with a six-month or annual plan of action.

Set a quota: Set a goal of how many key customers you’re going to call on in a day, week, month.

Create a database: A record of who is being called is critical.

Listen: Once the prospect has been reached, spend most of the time listening. Customers have to tell you what they want and need.

Build relationships: People buy from other people. Develop relationships with your customers, don’t just make a one-time sale.

Be persistent rather than insistent: Most people think you have to be “pushy” to be a successful salesperson. That is not the case.


If you believe the matters discussed above are relevant to your business, please contact Darren Smith of our office to discuss further.

Darren is a Chartered Accountant with extensive experience, including working in the big 4 and medium sized firms before becoming a partner of a city based firm in 2000.

He has gained much experience and has extensive knowledge in providing business and taxation advice, superannuation planning, negotiation of sales and acquisitions of businesses and property development. His client base covers a wide range of industry groups.

Darren works with business owners to grow their businesses and create personal wealth within and outside of their business.

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