Sales is the lifeblood of small business success.  You can have the best product, the best service in the world, but without closing a sale, it doesn’t mean anything.  Unfortunately it can be difficult to get that sale closed, people may like to buy, but they don’t like to be sold.

With that in mind, there is one thing that you can do that will greatly increase your chances for selling success.  It’s counterintuitive and it can be really difficult to pull off, especially if you have a lot riding on closing the deal.  But it will work for any industry and any selling situation and it doesn’t really matter what your sales technique might be.

What’s the one thing that can make such a big difference?

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Business growth can feel really challenging – you figure a few things out, you achieve some success and now you’ve got even bigger obstacles in front of you!

In fact one of the biggest mistakes made is when people talk about a growth curve.

Smooth Growth Curve

What does your growth curve look like?  If it’s not flat, then it’s probably like you’re on the uphill slope of a rollercoaster – sure it might be kind of steep but it’s smooth and if you just keep doing what you’re doing you’re going to move right on up the hill.

But here’s the secret – growth in the real world doesn’t look like that!  And if you’re working under the assumption that you just have to rev your engine a bit to get up the hill, then you’re going to be in trouble!

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  photo by KM photography 

I’ve written before that the secret ingredient to success is confidence.  A confident approach to things will open doors in ways that can seem almost amazing – you’ve heard people talk about ‘con men’…con is short for confidence, it can be magic.

However confidence doesn’t mean that you have to know it all.  In fact someone that doesn’t know it all, but has a strong Growth mindset and the confidence to figure it out (what ever it might be) is going to always out perform the know it all (let’s face it you never completely know what’s going on).

The point is, it’s okay, even expected that you don’t know everything!

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  photo by Striatic 

I came across a great video (thanks to My Venture Pad) by Jeff Bezos (founder of Amazon) that has some really impactful and timeless advice.  It’s only a short 8 minute video, but there are a lot of really important ideas that come out of this.

The first thing that stands out to me is the confidence and the credibility that someone like Jeff Bezos has.  The purpose of the video is to give some background on why the recent purchase of Zappos by Amazon makes sense – primarily based on a shared culture and values of customer service and creativity.  This is a guy that launched one of the biggest success stories of our time 15 years ago (it’s amazing that it’s been that long) and he comfortably admits that they made mistakes along the way.

That’s how real life and business work – you learn from your mistakes and you get better.

However even bigger than that is his clear belief that everything stems from giving the customers what they want!  It’s not a revolutionary idea, but I can think of only a handful of companies (Amazon and Zappos among them) that have really put the idea into tangible practice. 

See the rest of the post for a summary and the actual video:

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