CHAPTER SEVEN
Managing sales
Managing sales is an ongoing, continuous process. If it gets to the point where you urgently need to create more sales, it’s probably already too late.
In this chapter we’ll look at:
- CRM systems
- the sales funnel
- what you are really selling
- the emotion of buying
- sales conversations
- getting more sales per customer
- your pricing strategy
- how listening is an essential sales skill
- how to define your sales proposition
- social selling
- hiring sales people
- the fear of turning down a sale.
Small businesses often shy away from selling through fear of seeming pushy. Instead, they spend disproportionate amounts of time and money on marketing without following up on opportunities. The thing that makes a BIG difference to your ...
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