Launch & run my business

Selling: turning prospects into your first customers

Do you have a product or service that meets your market's needs? Then it's time to present it to your potential customers, convince them... and sell! To ensure your business's future, you must win paying customers.

Defining your sales approach

Selling can't be improvised: you need to define your sales approach and sharpen your sales technique. Here are a few points to explore before you start:

• Where can I find potential customers and how should I approach them?
• How do I get a first appointment over the phone?
• Why talk about benefits rather than features and functions?
• What are the best answers to possible objections?
• How do I convert my prospects into first customers?

The mindset of a good salesperson

Before techniques comes attitude: take a genuine interest in your customer. Make them want to buy your product or service by conveying your enthusiasm and confidence, and by presenting the benefits they can gain from it — rather than a list of technical features.

Selling is above all about listening: understanding the real need of the person in front of you lets you adapt what you say and offer the right solution at the right time.

Going further

Fri Up offers a practical document with 12 tips for boosting your sales effectiveness, free to download.