#1: Ask for the business. If you have any fear about sales—get over it. If your new business is going to survive, learn to sell your product or service without hesitating to ask for the order. Most successful sales, marketing and promotional activities are based on the premise of "asking for the order." To quote the noted sales consultant, Red Motley, "Nothing happens until someone sells something." Ask yourself, are you sales-minded? It can affect your attitude. Don't fall for the myth that sales persons are born not made. Sales training, motivation and your leadership skills are important to your survival. Failing to sell is failing to succeed. Much of your success will depend on your sales skills. In reality, salesmanship is persuading others to your viewpoint. Nothing more. There is no mystery to it; only hard work and a lot of rejection. Just think of selling as successfully asking someone to do something. It can be learned. It is a skill that comes from practice and positive thinking. If your product or service is competitive and you believe in its value, you can sell it. As an entrepreneur, you will begin your sales career the moment you give birth to the idea of your company. You will need to sell your idea to your spouse, your sources of money, your suppliers, your landlord, and your new employees. You may not call it selling, but that is what it is. You have a message and you want others to buy it. In your enthusiasm, you do not question your sales ability. You just do it. #2: Learn to deal with rejection. Rejection is a way of life for salespeople. Why? Not every prospect needs our product, nor, can everyone afford it. But, no one likes to be told no. No one likes rejection regardless of the reason. We take it personally—we get hurt from the rejection. We internalize it. Why do we get hurt over rejection? Perhaps, we are too quick to fault ourselves with feelings of failure and personal rejection. In business, it is inappropriate to do so. #3: Follow up. Another major mistake, is the lack of follow-up. How do you feel when someone promises to call you or send you something and they don't? When a salesperson follows up, a strong message of caring and customer interest is being sent. A salesperson, who is diligent in keeping commitments, and by showing interest in their customer's well being, will be a successful one. #4: Persistence pays off. If you are new at selling, it is easy to become discouraged and question your sales ability. Rejection and less than polite behavior can be unsettling and even intimidating. Don't make the common mistake of quitting too soon. If you stop asking for the business, you won't get any. Remember, when a customer says no, it may only mean "no" for today. And, every new potential customer is a potential sale. Even if it takes 25 calls to get a yes, that means every rejection brings you closer to a sale.