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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.

By Ben Casnocha

Opinions expressed by Entrepreneur contributors are their own.

Too often, sales books and seminars do not bother covering thesmall, seemingly trivial sales techniques that make a bigdifference. These sales techniques mustn't be passed over andare as important as ever for the teen entrepreneur trying to gaintraction in tough economictimes. Let us touch on a few of these strategies that will helpaccelerate your sales endeavors:

  • Exude professionalism at every contact. During a slowsales season, many businesspeople try to double the number ofpitches they make, looking to make the numbers or objectives.Consequently, as the salesperson works extra hard to make new callsand close existing leads, the small bits and pieces may fall off.Don't let professionalism be one of them. Your prospects aremore risk-adverse than ever in these times--any lack ofprofessionalism (be it in an e-mail, meeting or invoice) at anycontact can lead to lugubrious sales success and lostopportunities.
  • Pitch to anyone who can help, not just buyers. Limitingyourself to meeting only with the folks who will directly purchaseyour product or service is a mistake. Pitching to the tradeassociations, retired C-level executives and anyone who influencesthe active buyers can make getting over the hump of accessing thebuyer a little easier.

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