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Business owners wear many hats and one of those hats is “Sales Person.” If you dreamed of becoming a business owner and not having to be involved in sales, chances are you received a rude awakening. In business, we are always selling if we want to grow and thrive.

Here are the steps I believe are involved in the life cycle of a sale:

  • The all important prospecting. If you’re not out meeting people and working to make connections and grow your business, it will perish. You need to go where your ideal clients gather, build relationships and begin the cycle of prospecting.
  • Identify the needs of the potential client. Remember, it’s not a one size fits all approach. You need to listen to what your potential client has to say, understand his or her pain points and see if you have a solution to them.
  • The better you understand the issues facing your client, the better you will be able to tailor a solution. You need to delve deep and understand how your mousetrap will help them and how it’s better than the mousetrap they’re using today.
  • Once you’ve decided to work together, you will need to make a commitment and that will likely involve a contract of understanding. “You will provide me this and I will provide you that.” Make sure everything is transparent so you will have a good working relationship from the onset.

The next time you put on your Sales Person hat, keep these steps in mind.