Setting sale: is your business anchored down by a stale sales plan? Learn how to navigate the 5 biggest sales challenges facing entrepreneurs today, and get back on course

Entrepreneur,  August, 2004  by Chris Penttila

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IN CLOSING ...

WHAT DOES IT TAKE TO MAKE A SALE RIGHT NOW? WE ASKED THESE EXPERTS AND ENTREPRENEURS.

* Diane Hessan, CEO of Communispace, a software company in Watertown, Massachusetts: "Selling is all about earning the right to do business with someone. Put yourself in their shoes, and understand what their issues are. In today's business environment, the most critical element of any sale is trust. Ultimately, when someone says yes to you, they're saying 'I'm betting on what this person is telling me.'"

* Denis Pombriant, CRM industry analyst and founder and managing principal of Stoughton, Massachussetts-based research and consulting firm Beagle Research Group, which specializes in the CRM and Internet infrastructure markets: "I don't think things are [any] different than they've ever been. Selling is hard work. It requires preparation and diligence. It's simply getting to know the customer and understanding the customer's needs. You can't pin it down to saying three Hail Marys."

* Steve Johnson, founder and president of G2 Safety, a distributor of gear designed to protect against workplace hazards, in Anaheim, California: "I want our people to feel comfortable discussing price. You don't want to ignore it; you want to be confident about it. I'm training our guys to have a discussion [about price] right upfront."

* Sam Reese, CEO and president of sales consulting firm Miller Heiman in Reno, Nevada: "To close a deal today, it ultimately takes a clear understanding of how your solution clearly impacts what the customer is trying to fix, accomplish or avoid. It's all about the customer's concept. If you can satisfy their concept of what they're trying to fix, accomplish or avoid, then you can close business."

* Joe Galvin, vice president and research director of CRM Strategies for technology and consulting firm Gartner Inc. in Stamford, Connecticut: "It's being knowledgeable about your product, knowledgeable about the industries and markets into which you're selling. It's being aware of your competitive products and how to position yourself."

* Mike Robson, founder and CEO of ATA Services, a Salt Lake City-based firm that services and refurbishes existing AIM machines: "It's back to the basics. It's having a good value proposition, being in the right place at the right time, and not looking like a putz. The follow-up is very important. You have to chase the sale now. They're not asking me for business; I'm asking them for business."

RELATED ARTICLE: Can you relate?

CRM technologies help growing businesses sell more efficiently. And while no single application is the solution for all your business needs, here are three CRM applications that aim to help you and your sales force close more sales and manage those all-important relationships. All three offer a free online trial, so you can try before you buy.

CRM OnDemand., From Siebel

(866) 906-7878

www.crmondemand.com

Price: $70 per user, per month