Business Owners Must Have a Sales Mindset

Posted by: Rod Kurtz on October 5, 2009

All the operational expertise doesn’t mean a thing to a small business owner if there are no customers. Business owners must bring a sales mindset to any new or existing venture if it’s going to grow to the next level.

Customers aren’t just going to walk through a new business’s front door. Cutthroat competition exists in every industry. Word of mouth is great and used by most businesses to at least some extent, but small business owners shouldn’t fool themselves that this will drive revenues substantially, especially when a customer base is small.

Business owners don’t have to be good in sales to have a sales mindset. The right mindset recognizes the importance of sales and supports it properly through training and materials. Entrepreneurs who lack sales skills need to take sales training classes themselves. After all, employees need to know that it’s valued by the company founder. Think about it: Would you buy from or work for a person who isn’t able to promote their own business at networking events or on sales calls?

The sales mentality is not just for products. As the leader of a company, it’s important to sell the firm to prospective employees, business partners, and even bankers when capital is needed.

If all businesspeople had a sales mindset, they’d all have successful businesses.

Jerry Carter
CEO
Carter & Consultants
Hoboken, N.J.

Reader Comments

Michael Pedone

October 5, 2009 1:27 PM

Nice article Jerry. The problem is, most people have a high rejection / sales call failure rate that prevents them from obtaining the extra business they would earn if they knew how to sell by phone.

Many could benefit from an online workshop to help them:

http://www.salesuzz.com

Nick Newman

October 7, 2009 10:23 AM

You are absolutely right Jerry.When I was head of a large broker operation I insisted that everyone in the company think "sales"especially anyone who had any client contact.Selling the company and our services was not only the responsibility of the marketing people.

John Hunter

October 9, 2009 1:19 AM

Whether its B2C or B2b, any owner or senior nanager who doesn't "get" the marketing concept...and is ignorant of the rudiments of salesmanship, is a disaster waiting to happen. As a consultant and business professor, I am constantly amazed at this weakness in many of my MBA students, and clients. Anyway...the article is dead on...but I suggest outsourcing a sales team if the expertise is lacking in house.

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