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We hope the Lock Haven Express feature articles relating to start-up and small business affiliations has been helpful. These articles were intended to provide small business owners with a "treasure map" through the murky waters of business and offer strategies to generate profits, avoid problems and protect assets.
The characteristics of an entrepreneur, why investments fail, how to make money with Clinton County real estate and access to start-up funding may be helpful, but one of the most important learned skills is "How to Sell Your Way to Wealth."
As C. Grant Miller, former owner of the Central Pennsylvania Auto Auction once said, "only salespeople can write their own paycheck." To do that, one must master the art and science of selling. In fact, building sales skills will help with your first job interview, marriage proposal and car purchase as the whole world is selling everything to everybody every day. Whether you live in Los Angeles or Loganton, and whether you are 20 or 60, it is crucial to master the techniques of successful selling. And, selling should not be confused with marketing and advertising, which are designed to make customers aware of your brand, products and services. You will find information on sales, marketing advertising and negotiations in the Stephen Poorman Entrepreneurship, Business, Finance and Banking book section at The Ross Library.
Regardless of your industry, it is critical to say the right thing at the proper time because a prepared presentation gives you confidence in knowing what you are going to say in advance, and it allows you to make powerful points in the fewest words necessary. So, keep your nose to the grindstone and learn the art of persuasion.
Remember that customers do things for their reason, not yours. People are less interested in your products and services than in what you will do for them and accordingly, the business owner must be sincere as they sell and negotiate.
If you succeed in selling, you're now ready for the more complex world of negotiating. This learned skill is all about the process of achieving your goals, sometimes at the expense of the other party, and sometimes to the benefit of the other party.
One should never enter into a negotiation unprepared or without having thoroughly researched the topic of discussion, as well as other people involved. The talented entrepreneur will present their case clearly and forcibly. Negotiations should lead to a "win-win" arrangement.
Nothing ever happens in a small business or real estate project until someone sells something.
To learn more about successful sales techniques and the art of negotiations, you may also review "Navigating the Business Swamp" available on amazon.com.
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Stephen Poorman is an author-entrepreneur and consultant who is certified emeritus by the Institute of Management Consultants.