Butch Bellah is a business owner. He is also a speaker, sales trainer and author working for B2 Training and Development. According to his website, “he works with salespeople and organizations to gain more appointments, win more business and retain more customers.” Bellah specializes in sales training and coaching individuals and organizations through in-person training or virtual sessions. He is author of “The 10 Essential Habits of Sales Superstars and Sales Management For Dummies”.
Bellah has more than 30 years of experience in sales and sales management. He spent 16 years in the wholesale distribution industry growing a company from a $35 million a year small-local wholesaler to a $250 million a year large, regional distributor.
Bellah shares his expertise and knowledge in sales and business. He shares the top five things business owners can do to succeed in sales.
(Photo courtesy of Butch Bellah)
- Understand sales is something you must do. Nobody can simply throw a sign out front and expect the world to beat a path to their door. Sales must not only be a part, but a crucial part of what you do on a daily basis. Everyone is in sales.
- Always be prospecting. Too many times, salespeople and businesses want to simply get better at closing sales. But, if you aren’t prospecting and finding potential new customers, you won’t have anyone to close.
- Know your top ten prospects and review them daily. Who are the top ten prospects who should become your next new customers? You should know who they are and review the list daily. What can you do today to make them a customer? If you don’t have ten good prospects today, that’s okay. If you don’t have them a month from now, it’s your own fault.
- Know how to overcome your most frequent objections. Never be in a position of thinking, ‘I hope they don’t say…’ If you know they are going to say it, you have to know how to overcome it. If you will learn how to overcome the most common objections you hear, you will immediately begin to add new customers.
- Hire hard and manage easy. When adding salespeople to your team, make the process as difficult as possible for your potential hires. I see companies constantly shift into the mode of selling the interviewee on taking the job instead of having the potential hire sell the employer on why they should be hired. If you will work to find the true superstars, it will take more time initially, but save you time and money in the long run.
This article was written by Michelle Guilbeau of Examiner.com for CBS Small Business Pulse.