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Sales equal income.  If you want to stay alive in business, then you have to sell.  If you want to thrive in business, then you have to sell a lot.  In the new venture setting don’t expect anyone to make sales for your business.  YOU have to get out there and bring home the bacon.  So with that inspiring opening, here are a few areas to concentrate on before your next sales meeting:

Image – Your customer analyzes everything you do; so don’t make an ass out of yourself (and ultimately your company).  As a salesman, you are the touch point between the client and your company.  For best results, make sure you are CLEAN, CONFIDENT, RELAXED, and POSITIVE.  These external qualities are sure to bring you better results, but they can only be achieved by changing your internal SELF-IMAGE.  Those who ARE the best, think they are the best.

Knowledge – Knowledge is power.  Know your industry, know your product, but most of all know your customer.   Your robotic manufacturing company won’t sell ass if your client is Amish International.  Make sure the solution you are selling solves their problem.

Motivation – As a salesman you control your own destiny.  Obviously, that creates a firm pressure to perform.  But it also creates an equally large opportunity to succeed.  Have the drive to make contacts, do the research, practice your pitch, and read sales books. If you have the fire everyday, nothing will stop you.