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Fit to Pitch

Does selling stress you out? Banish your fears and get in the game.

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This story appears in the February 2007 issue of Start Up.

Never sold before? Fear not. For those of you who are new to the world of sales, we've got some great advice. "Know one thing, rookie: Get out there," says Don Farrell, founder of Signature Worldwide, a customer service and sales training provider in Dublin, Ohio. Being a business owner gives you a sales edge: "People love to see owners and key individuals [selling]," Farrell says. The most important part of sales is getting started, and even as a newcomer, you shouldn't be afraid to make some mistakes.

As far as cold calling, Farrell suggests you simply "jump in the water. Try some smaller accounts first." Cold calls are a critical part of sales success--Farrell still spends 30 per-cent to 40 percent of his time making cold calls. "It's sometimes the only way you can find out what's going on out there," he says.

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