If you are good at selling and pretty average at all the other business skills, your enterprise will prosper. However, if you are outstanding at everything, but poor at selling, your business will soon go under or at best struggle continuously for survival, but never prosper and grow.

Successful sales people offer prospective customers compelling value and collect buying decisions. This is the essence of selling. It is not about persuading or convincing. The description of the sales process that you learn here may be different from the way you had been thinking about it before.

The new salesperson often finds himself or herself in emotional overload. For this reason, you will be learning to sell in an easy step-by-step way. Clients in the Emerging Entrepreneur Consulting Program gain step-by-step, one-on-one guidance in applying these sales methods with their own prospective clients.

There seems to be widespread popular misconception about what it takes to succeed at sales. In the Help Wanted section of your Sunday newspaper, you'll find many listings looking for salespeople. Quite often there is emphasis on the word "aggressive". Certainly you would avoid any sales person that was aggressive with you and so would most people. It is not necessary or even desirable for you to be aggressive when you sell. However, if you are in the habit of taking what you are given and not asking for more, then the simple act of asking the customer to buy what you have may seem to be aggressive to you.

Customers buy for their own reasons, not for yours.
The effective salesperson knows how to find out the customer's reasons.

see Part 2 of 2 of this article