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How to become motivated to sell

One thing that scares me when I talk to customers who want to start their own business is that they don't think about the most important thing - to sell.

And it's easy to understand why - people are often so engrossed in their ideas that they forget that there is competition out there. They turn their back on the issue because it's much more fun to plan buildings, arrange the business and lease a car than to think about how to actually make money.

But this is where ”pesky Stefan” pops up and asks:
• How will you sell?
• Have you learned everything you can learn about your future prospects?
• Have you found out that the need for what you offer exists for real?
• Do you like to meet customer requirements and exceed their expectations?
• Will you be able to get back up on your feet when business fails?
If my client can respond thoroughly to these questions, I can sit back and relax. But if the answers are stumbling and fumbling, the alarm bells will go off and I will take a deep breath and unleash a one hour lecture. (The talk is about how money is the oxygen of all businesses and about the need to think about how to make money. It doesn't matter if you're going to renovate old furniture, wash dogs or help businesses creating fantastic websites - you have to think about money first).

Take a test - what is a seller to you?
1. A sleazy person with a lousy fitted suit and cheap tie? A person who talks a lot and fast and seems slippery like an eel?
2. A person who can deliver something that I want to pay for and that gives me confidence enough to open my wallets?

If you answered # 2, you don't have to read any further. You already know what it takes to sell in the new millennium. However, if you went for option 1, you need to learn to think differently about sales so you won't start acting like the #1 sales person to your own customers.  

Here's the solution:

Step 1 A - Make yourself motivated for sales jobs
Anyone who wants to influence someone else to do something, to buy something or think about something needs to be good at selling. But the secret that most people who aren't comfortable with selling miss, is getting a strong personal motive to get the urge to sell. Did you hear that: STRONG PERSONAL REASONS.

So, what does it say at the bottom of your specifications for your job? (It tends to be under the section “Why do you go to work every day”). Does it say what you get out of being good at selling? Does it say that you earn money, have a great time, gain experience for a better job or what is it that makes you go to work every day? If the line is empty - fill it! A good bottom line is the foundation for a pro - and it soothes better than Valium when it's hard to sell, because it's a tough job if you have the wrong motives or if you dislike it.

Allow me to give you some suggestions as to why you should develop an interest in learning how to sell more:
1. You will have your own functioning business.
2. You don't have to be an employee. You can control your own life.
3. You can purchase a summer home.
4. You can shop till you drop more often.
5. You can create financial security for your family.

And I can also tell you why I make sure to be a good seller:
1. In order to continue to keep doing what I love the most, I focus on running a company that helps small business move forward. Small business owners are ”my kind of people”.
2. To be able to go abroad with my family a few times a year.
3. In order to create resources that allow me to take risks.
4. Because life is short and challenges makes it longer.

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.