HOW DOES AN ENTREPRENEUR START SELLING?

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There is a cliché that says that we are all salesmen and we are selling all the time to our family, co-workers or friends. Also, it is said that the entrepreneur sells when he pitches to investors, for example. It is true that we are all engaged in a process of permanent value exchange.

However, when we talk about selling in this case, we refer to a systematic function of exchange between a supplier of products and services and a demanding customer willing to pay for them. It is a function that starts from the moment a product or service is conceived in order to satisfy a need.

The answer to how an entrepreneur starts to sell is very simple

The entrepreneur starts selling the moment he validates his product and guarantees that it has the necessary attributes for someone to satisfy a need with it.

Therefore, we can affirm that the entrepreneur begins to sell at the moment in which he provides his offer with the advantages or benefits that the customer demands. The sales function, therefore, is a fundamental ingredient in any successful venture and entrepreneurs must be well equipped to sell.

In other words, Every entrepreneur has to know that what is important in his project is not technology, finance, or production, but sales. They must take care of their sales training and familiarise themselves with all the techniques and technologies available to them to sell. 

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It is therefore essential to allocate time and resources to make the sales function work effectively from the outset. The entrepreneurial salesperson has to be able to identify the needs of his customers, he prepares himself to make a good presentation.

It has to be a person proactive and market-oriented and convinced of the benefits of its product. He must also know that he has an advantage.

In general, vendors place products on the market that they had no hand in designing. The entrepreneur has been an essential part of the product development and validation process, and this gives him an extra dose of conviction because he believes more than anyone else in his product.

Finally, a word of advice

The sales function is the one that allows, like no other, to maintain direct contact with the market. This is an important asset for any entrepreneur. That is why, when the company starts to grow, it must never lose its finger on the pulse of the market.

LINKS OF INTEREST:

• PERSONAL SELLING IN ENTREPRENEURSHIP (+).

• CONSTRUCTION OF SOLID ARGUMENTS (+).

• APPROACH AND CONTACT STAGE (+).

• SALES PRESENTATION STAGE (+).

• CLOSING OF THE SALE (+).

To start selling as an entrepreneur, you need to validate the product or service you want to offer. This involves conducting thorough research into the needs and wants of the target market, and ensuring that the product or service meets those needs effectively. It is important that the entrepreneur has a clear vision of the value that his product or service brings to the customer, as this is what will ultimately differentiate him from the competition.

Once the product has been validated, the entrepreneur must start working on creating an effective sales strategy. This includes identifying the most appropriate sales channels, defining key sales messages and preparing a strong and convincing presentation to potential customers.

The entrepreneur must also be proactive and market-oriented, and be convinced of the advantages of his product. It is important to be able to identify the needs and desires of customers and be prepared to present customised solutions to meet those needs.

It is critical for the entrepreneur to understand that the sales function is essential to the success of his business. They must be willing to dedicate time and resources to ensure that their sales strategy is effective from the outset. It is also important for the entrepreneur to be trained in sales skills and to be familiar with the latest sales techniques and technologies.

IN GENERAL

Entrepreneurs have an advantage over traditional salespeople because they have been an integral part of the process of developing the product or service they offer. This gives them an extra dose of conviction and allows them to sell more effectively.

In a nutshell, To start selling as an entrepreneur, you need to validate your product, create an effective sales strategy, be proactive and market-driven, and be willing to dedicate time and resources to the sales function. Remember that the sales function is essential to the success of the business, and maintaining direct contact with the market is an important asset for any entrepreneur.

• What do you think of your sales skills?

In this question, the entrepreneur is asked to make an honest assessment of his or her selling skills and to recognise if he or she needs to improve in any aspect. It is important to be self-critical and analyse whether they feel comfortable presenting their product or service, whether they know how to identify customer needs and whether they have the skills to close sales.

• What steps will you take to optimise your selling skills?

This question seeks to get the entrepreneur to take action to improve his or her sales skills. It is important that they train in sales techniques, practice their sales pitch and familiarise themselves with the tools and technologies available to sell effectively. They can also seek mentors or coaches to help them improve in this area.

• What do you plan to do to maintain contact with the market?

This question aims to make the entrepreneur understand the importance of maintaining constant contact with the market in order to identify opportunities and customer needs. They can implement digital marketing strategies, conduct customer surveys, attend industry events and trade fairs, and maintain constant feedback with their customers.

WRITE DOWN 3 OR 4 ATTRIBUTES OR BENEFITS OF YOUR PRODUCTS OR SERVICES:

This question seeks to ensure that the entrepreneur is clear about the benefits that his product or service offers to the customer and that he keeps them in mind when presenting his offer. It is important to identify the unique attributes or characteristics that differentiate you from the competition.

• Improved productivity: If your products or services help your customers to be more efficient and save time, this is a great benefit to highlight.
• Increased quality: If your product or service helps to improve the quality of life or work of your customers, this is an attribute you should highlight.
• Cost reduction: If your products or services help your customers save money, this is a benefit you should highlight.
• Troubleshooting: If your products or services help solve specific problems your customers have, this is a benefit you should highlight.

WRITE DOWN 3 OR 4 POSSIBLE OBJECTIONS YOUR CUSTOMERS MIGHT HAVE TO YOUR SALES PRESENTATION:

This question is intended to help the entrepreneur anticipate possible objections that the customer may have about his product or service. It is important to bear in mind that not all objections are the same, some are easier to deal with than others. 

• "It is very expensive: This is one of the most common objections. Customers may consider the price of your product or service too high compared to the competition.
• "I don't need it: Customers may consider that your product or service is not essential to them and that they can live without it.
• "I don't trust the brand: If your brand is not well known or has a bad reputation, customers may not trust your products or services.
• "I'm not sure it will work: If your products or services are new or unfamiliar, customers may doubt their effectiveness.

PREPARES A TREATMENT FOR EACH OF THE OBJECTIONS:

In this question, the entrepreneur is expected to have a plan in place to deal with objections that may arise during his sales presentation. It is important to have strong arguments and a problem-solving approach in order to overcome customer objections.

• "It is very expensive: Highlight the benefits and attributes of your product or service that justify its price and show them how it can help them save money in the long run.
• "I don't need it: Highlight the benefits and attributes of your product or service and show them how it can improve their life or work.
• "I don't trust the brand: Show them the quality of your product or service and the satisfaction of your previous customers.
• "I'm not sure it will work: Provide evidence and examples of how your product or service has worked for other customers and offer them guarantees.

WRITE DOWN EACH OF THE REASONS WHY YOU THINK YOUR PROSPECTS WOULD NOT AGREE TO CLOSE THE SALE:

In this question, the entrepreneur seeks to identify the possible reasons why a client may refuse to close a sale. It may be due to lack of budget, lack of confidence in the product or service, or because it does not fit their needs.

• Lack of confidence in the brand or in you as a seller.
• Lack of perceived need for the product or service.
• Lack of understanding of the benefits or attributes of the product or service.
• Lack of budget or considering the price too high.
• Lack of evidence or examples of how the product or service has worked for other customers.

PREPARES TO DEAL WITH YOUR OBJECTIONS TO CLOSE:

In this question, the entrepreneur is expected to have a plan in place to deal with objections that may arise when closing a sale. It is important to have solid arguments and a problem-solving approach to overcome customer objections.

• Lack of confidence in the brand or in you as a seller: Show them the quality of your product or service and the satisfaction of your previous customers.
• Lack of perceived need for the product or service: Highlight the benefits and attributes of your product or service and show them how it can improve their life or work.
• Lack of understanding of the benefits or attributes of the product or service: Provide examples and demos that demonstrate how your product or service can help them.
• Lack of budget or consider that the price

NOW ANALYSE WHETHER IT IS IN YOUR INTEREST TO CONTINUE WITH YOUR SALES PRESENTATIONS AS YOU ARE DOING THEM NOW, OR WHETHER IT IS IN YOUR INTEREST TO MODIFY THEM IN ANTICIPATION OF CUSTOMER OBJECTIONS AND REFUSALS:

This question asks the entrepreneur to assess whether his sales presentation is being.