3 Things to Know: Success in Sales

In our 3 Things to Know series we explore a variety of topics popular on the Mind Your Business site. This month we’re focusing on what our experts think is important to know when it comes to being successful in sales.

When you own a small business, you are in the business of sales. Sometimes this is not a hat you like wearing, or a role that comes naturally. Luckily, our resident sales experts have thoroughly tackled this topic. Take a look at these three things they want you to know when it comes to having success in sales.

First thing to know: Every salesperson or company should adopt a selling system that works well for them. This is the process by which you develop an opportunity from start to finish. Whether that finish is closing the sale or closing the file, you must have a defined beginning and end. Check out the flow of the selling system that Sandler Training uses.

And, once you have a system that works for you and your company, it’s important that those involved in the process receive the necessary training. Proper sales training can mean the difference between keeping and losing a customer. Here’s what you should look for in a sales training program.

Second thing to know: You must make people feel confident about their decision to work with and buy from you and your company. From managing successful transitions to being engaging and innovative, here are five tips to being successful in sales.

Third thing to know: You don’t have to become a sell-out just to land the sale. Don’t roll over like a puppy dog; do keep in mind that the customer may not always be right. Don’t perform a “dog and pony show” every time you pitch your business; do subscribe to the line of thinking that sometimes less really is more. Keep the integrity of your business and your confidence high with these do’s and don’ts of selling.



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  • Next up: Apply for the 2020 Safety Innovation Awards

    Apply for the 2020 Safety Innovation Awards

    Has your company addressed a workplace safety or health risk in an innovative way? You could win a cash award for submitting your unique process or practice to the Ohio Bureau of Workers’ Compensation (BWC) 2020 Safety Innovation Awards.

    BWC established the Safety Innovation Awards to encourage and recognize innovative and creative solutions that reduce the risk of workplace injuries and illnesses. Showcasing the most successful innovations inspires other Ohio employers to develop innovative solutions of their own.

    BWC Division of Safety & Hygiene subject matter experts will select finalists at the Ohio Safety Congress & Expo on March 12, 2020. Cash awards range from $1,500 - $10,000.

    Apply here by September 30, 2019 and click here to learn more.


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  • Next up: Bill to Prohibit Bag Bans Clears House Committee

    Bill to Prohibit Bag Bans Clears House Committee


    On Wednesday, the Ohio House State & Local Government Committee approved Ohio House Bill 242 (HB 242), a bill to prohibit taxes, fees, or bans on auxiliary containers like plastic grocery bags.

    When Cuyahoga County introduced and later passed an ordinance that would ban single-use plastic bags countywide, GCP supported an amendment to delay the implementation of the ban pending further examination.  GCP recognizes plastic bags are harmful to the environment but bans like these have the potential to drive up use of paper bags, which are economically and environmentally costlier to produce. In the case of the Cuyahoga County ban, GCP was also concerned about the potential impact on retailers that make up our membership.  For example, Heinen’s, a Cleveland-based, family-owned grocery store, could see costs for bags increase by $2 million per year because of the switch to paper.

    The GCP submitted written testimony supporting HB 242 earlier in June, urging lawmakers to further study how to reduce the use of plastic bags while preserving the economic vitality of Ohio’s small businesses and retailers.  You can read more about GCP’s advocacy work regarding this issue here.


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  • Next up: Congressman Dave Joyce Joins GCP Members for a Morning Conversation

    Congressman Dave Joyce Joins GCP Members for a Morning Conversation

    Last Friday, Congressman Dave Joyce (OH-14) joined GCP members for a Morning Conversation—a series generously supported by PNC Bank. As a lifelong Ohioan, Congressman Joyce represents the 14th District of Ohio, which includes eastern Cuyahoga County and all of Ashtabula, Lake, and Geauga Counties. Prior to being elected to Congress, he served as the Geauga County Prosecutor and assisted in numerous counties throughout Ohio as a special prosecutor.

    Now, as a Congressman in his fourth term in office, he serves on the House Committee on Appropriations and as Ranking Member on the House Appropriations Subcommittee on Interior and Environment. Congressman Joyce has long been an advocate for bipartisan efforts to preserve and protect and Great Lakes, and most recently introduced the Great Lakes Restoration Initiative Act of 2019 in the House. In his conversation with GCP members, the Congressman covered everything from the Great Lakes to trade to workforce development.

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  • Next up: Energy Subsidy Bill Passes

    Energy Subsidy Bill Passes


    GCP has continued to encourage policies that provide incentives for utilities to offer businesses opportunities that leverage energy efficiency programming. GCP members did not take a formal position on all provisions within controversial legislation, House Bill 6 (HB 6), that aims to keep Ohio’s two nuclear power plants running.  GCP recognizes it is important utilities are provided a level of elasticity needed to meet state mandated energy benchmarks, but we also have strongly encouraged the continuation of those benchmarks to spur growth and economic development.

    On Tuesday and by a vote of 51-38, the Ohio House concurred with an Ohio Senate substitute version of the bill. And, the Governor signed the bill just hours after lawmakers sent the final version to him. Click here for a recap of the bill and the proceedings to this point.

    GCP businesses weighed-in on this initiative throughout the year and advocacy staff worked with high-level state officials to reinforce or position. Click here to read more on GCP’s consistent, pragmatic statement on the issue from last year.

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  • Next up: GCP, Partners Continue Urging Trade Stabilization, Modernization

    GCP, Partners Continue Urging Trade Stabilization, Modernization

    The Great Lakes Metro Chambers Coalition is a collective of chambers of commerce across the region that jointly advocate on core policy issues, including water quality, immigration reform, trade, and transportation and infrastructure. The National Small Business Association (NSBA) is a non-partisan organization with 65,000 members in every state and every industry in the country.

    And, the Greater Cleveland Partnership (GCP) is intimately involved with both organizations continuing to call for passage of the United States-Mexico-Canada Agreement (USMCA), which would replace the North American Free Trade Agreement (NAFTA).

    The USMCA modernizes NAFTA to be more compatible with today’s economic environment. In fact, and for the first time in a U.S. free trade agreement, the USMCA includes a stand-alone chapter on small and medium-sized enterprises (SMEs). This chapter of the USMCA aims to improve information-sharing, create a committee on SME issues, and develop a framework for ongoing stakeholder input.

    GCP calls on the small business community to urge federal policymakers to support passage of the USMCA. For the small business community, predictability on tariffs is key and any instability in this key policy area can impact a small business’ ability to plan for the future.  

    Click here to contact your lawmakers.


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