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Top 5 sales tips for small business owners

If you have a small business then effective selling is going to be an essential skill to acquire. This not only applies to actual sales but also being able to pitch your business to those who might be able to support it, from investors through to media. If selling is always something that you’ve struggled with there are plenty of ways that you can improve your ability in this area – starting with these top 5 sales tips for small business owners.


1. Get to know your sales cycle

Breaking down the sales cycle into a series of manageable steps can be incredibly helpful when it comes to improve sales performance. Understanding the sales cycle will give you the tools to begin better controlling it, and shortening it where possible. With in-depth understanding of the stages of the sales cycle it’s much simpler to start reducing the time it takes to get to the end of it.

2. Define your USP

“Unique Selling Point” is essentially what sets your business apart from the competition. This may be something that you’re already familiar with as a result of going through the process of setting the enterprise up but it’s helpful to define this in a single statement. The USP can feed into many different areas, from strategy to marketing and will be crucial for informing sales pitches and targeting sales strategy.

3. Craft an elevator pitch

An elevator pitch has a myriad of different uses – it’s essentially a short statement of what the business is and what it does. It comes from the idea that you should be able to pitch your business in the time it takes to ride the elevator. That means condensing down your statement of intent into somewhere around 30 seconds long. Once you become practiced at an elevator pitch you can use it for many different purposes when communicating about the business – crucially, it can be the foundation for opening a cold call or a sales pitch.

4. Become a smart negotiator

The best negotiators are not those who wipe the floor with the opposition but individuals who are able to make everyone feel like they have won when they walk away from the table. Good negotiation requires resilience and the ability to think quickly, to ask questions and understand what it is that is required to help close a sale. Smart negotiators are always well informed, about the products or services as well as the client or customer. They also understand the value of patience and compromise.

5. Learn how to deal with objections

Sales are not always easy to achieve and there may be a number of objections to overcome first. Identifying these in advance offers the opportunity to prepare responses to these objections so that they don’t derail the sale.

There are a number of different elements involved in improving sales performance for small business owners. Our Introduction to Sales course provides the ideal foundation for those who are looking to expand and develop this particular skill set.


In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.