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The Art of Selling: Essential Strategies for Entrepreneurs

By: Keith Orlean

Sales Basics

As early as I can remember, I loved the art of selling. It gave me a feeling of control and freedom from earning money—the ability to read people and communicate made selling a much easier task.

Growing up, I shoveled snow in the winter and sold baseball cards in the summer to earn money to become less dependent on an allowance. But, as I got older, I realized that selling was more than a hobby. It was a skill that, when applied, could benefit various businesses I created.

Understanding Your Customers in the Art of Selling

One of the many lessons I learned about the art of selling is that it's about more than just the product or service you're offering. It's about the people you're selling to. Understanding your customers' needs, wants, and pain points is crucial to successful sales. According to a HubSpot study, 69% of buyers feel that listening to their needs is the most important part of a sales conversation. Listening actively to your customers can help you provide a solution that fits their needs.

Building Trust

Another important aspect of selling is building trust with your customers. Creating trust is the foundation of any successful business relationship. According to Edelman’s Trust Barometer, 81% of consumers say that trust in a brand is a deciding factor in their purchase decisions. You build trust by being transparent, honest, and reliable. Delivering on your promises and being responsive to your customers' needs will help you establish a reputation as a trustworthy salesperson.

Effective Communication

In addition to building trust, clear and concise communication skills are essential in marketing and selling. Clearly and concisely communicating your product or service's value proposition can help close more deals and at a greater speed. According to a Salesforce report, high-performing sales teams are 1.5 times more likely to base forecasts on data-driven insights. Understanding your customers' communication style and adjusting your approach can also significantly affect the selling process. For me, selling is similar to acting, where the role you play is geared towards the audience you're addressing.

The Inherent Skill of Selling

Selling is a skill that is usually inherent in one's personality and rarely taught but can be honed and applied to various business opportunities. Understanding your customer's needs, building trust, effectively communicating, and the ability to persevere are all essential components of successful selling. So, if you love the art of selling, continue to perfect your craft and reap the rewards that come with it.

The Power of Perseverance

Finally, perseverance is critical in the sales journey. Not every sale comes easily, and rejection is a part of the process. However, learning from failures and persisting through setbacks can help you become a more successful salesperson. A study by Harvard Business Review found that persistence is a key trait of successful salespeople, highlighting the importance of resilience in sales.


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