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The Small Sales Techniques That Make a Big Difference

When the economy is slow, it's the little things that really count in your sales tactics.

This story appears in the May 2003 issue of Teen Startups.

Too often, sales books and seminars do not bother covering the small, seemingly trivial sales techniques that make a big difference. These sales techniques mustn't be passed over and are as important as ever for the teen entrepreneur trying to gain traction in tough economic times. Let us touch on a few of these strategies that will help accelerate your sales endeavors:

  • Exude professionalism at every contact. During a slow sales season, many businesspeople try to double the number of pitches they make, looking to make the numbers or objectives. Consequently, as the salesperson works extra hard to make new calls and close existing leads, the small bits and pieces may fall off. Don't let professionalism be one of them. Your prospects are more risk-adverse than ever in these times--any lack of professionalism (be it in an e-mail, meeting or invoice) at any contact can lead to lugubrious sales success and lost opportunities.
  • Pitch to anyone who can help, not just buyers. Limiting yourself to meeting only with the folks who will directly purchase your product or service is a mistake. Pitching to the trade associations, retired C-level executives and anyone who influences the active buyers can make getting over the hump of accessing the buyer a little easier.

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