The Uniqueness of Entrepreneurial Sales:
Entrepreneurial sales present unique challenges that are different from frontline sales. When you’re a frontline seller or in professional sales, all you do is sell, 8 hours a day, 5 days a week. As an entrepreneurial salesperson, you have so many different hats. Sometimes you’re CEO, or accounting, or marketing, and you have to learn how to sell your product and service in different territories amongst different markets. If you’re an entrepreneur working for yourself, you have to sell in order to make revenue, of course, but you also have to deliver it, prospect it, build your pipeline, pay your bills, and a host of other things in order to be successful. It becomes hard to find the time to do these things well, but it can be done, and it can bring success. Patti Pokorchack explains how to make this happen in this expert sales interview, hosted by John Golden.
This expert sales interview explores:
- Overcoming fear
- The SALES acronym
How to Overcome Fear in Selling:
Fear gets in the way for a lot of different people amongst various different professions, and sales is no exception. Especially in entrepreneurial sales, where there are more risks, more at stake, and fewer people to fall back on, it can be a very scary process. But, overcoming fear is mandatory if you want to continue doing this work and being successful. There are four things to do in order to overcome the fear of selling and being an entrepreneurial seller. The first thing is to stop hating on sales. If you’re an entrepreneur, if you don’t have sales, you don’t have a business, so it’s important to embrace sales for what it is and reframe the hate that might be in your mind surrounding sales. The second thing is to have a skillset. Sales processes require discipline, and sticking to that process and having discipline for your craft will help you overcome fear by giving you a specific procedure. The third thing is to always be prospecting so that you don’t have to worry about feast or famine, you can always have a steady stream of contacts being added to your pipeline.
There is a specific acronym that can guide you through entrepreneurial sales. The acronym, fittingly so, is “SALES.” S stands for service to others. As salespeople, especially entrepreneurial salespeople, you’re not there to just sell anything. You’re there to sell a product or service to someone that will actually help them. Focusing on service to others will help you close more business, ask better questions, and do better for the world. A stands for adventure. Sales can be quite an adventure, one that is fun, tricky, sometimes scary, but always rewarding. L stands for leadership. You can show your leadership through confident responses and intelligent questions. E stands for entrepreneurial. As you go about your business, make sure to consider the uniqueness that comes with being an entrepreneurial salesperson. And finally, S stands for success, which is what you will have by embracing the uniqueness of entrepreneurial sales.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.