The art of selling and the five principles that every entrepreneur needs to possess

One of the greatest skills that every entrepreneur needs to have is the skill of selling. This is the skill that most entrepreneurs, including me, also frightens them the most.

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What do successful entrepreneurs say about selling?

Most successful entrepreneurs will tell you that they succeed because of overcoming the fear of selling. If you speak to Les Brown, he will tell you that he started selling at a very young age and whilst his colleagues and friends could not stand nos and the doors banged at their faces, he kept going on. If you speak to Robert Kiyosaki, he will tell you that his all-time number one seller, Rich Dad Poor Dad" became a success because he was good at selling. Imagine if you could master selling. How can that improve your revenue and how that can make many of your dreams a success!

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How I got introduced to selling?

Whilst I am still learning the art of selling, I count myself as one of the kids that were privileged enough to be introduced to selling at a very young age. To be precise, I started selling when I was 10 years old, while I was doing standard 3. Thanks to my Aunty, Aunty Zodwa Mlotshwa, who introduced me to this amazing skill! She introduced me to entrepreneurship at a very young age. I was selling fried fish, from door to door in the township of KwaMashu, in KwaZulu Natal. I did not know at the time that she was coaching me and mentoring me to become an entrepreneur. The words "coaching" and "mentorship" were not fashionable at the time, but that is exactly what she was doing for me, she mentored and coached me. She made me fall in love with entrepreneurship. I can say without a shadow of doubt that Aunty Zodwa Mlotshwa laid a firm foundation for the entrepreneur that I am today.

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The five principles of selling that I learnt at very young age

1.????? The ability to embrace no

Not everyone or household that I sold to welcomed me with warm hands. Many of them said no and they were not willing to listen to my story. I learnt not to take no personally. I learnt that the people who said no, had nothing against me. I learnt to understand that for some reason, they were not ready to buy my fish. Many a times, when someone says no, we feel offended. It is human nature. As entrepreneurs we need to understand that a no is an opportunity to reflect and perhaps improve our service offering or approach.

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2.????? The importance of timing

When I was selling fish in KwaMashu, I had to be early and to get people before they went to work or before they go to bed. I had to time my clients and know the right time to visit them with my fish. Today I understand even more the importance of timing. I understand the importance of getting my story right before I approach my clients. Obviously, clients are busy people, and we may not be a priority in their busy schedule. They are not always willing to give us hearing. However, with the right approach and the right timing, we can make more sales. At times we get rejected not because our product or service is bad or is not desirable. It may be because of our timing and approach. Change your approach and your timing and you will change your fortunes.

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3.????? Understanding your product or service and your clients

When I was selling fried fish, I had to understand my product. I used to motivate by saying that my fish was warm. Obviously, I had learnt that my clients preferred warm fish than cold fish. So, I had to speak their language and go where they were. I had to make sure that I bring it to their attention that my fish was warm. I did not have to assume that they will know.

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4.????? The importance of focus

As a young boy, I learnt to focus and pay attention to detail. Some of my clients would complain that there was too much flour in my fish. I had to take that feedback to my Aunty and next time we would improve my putting less flour. I had to pay attention to detail and listen to my clients’ complaints and compliments. It is vital to listen. Not only to what clients say, but also to what they do not say. Both verbal and non-verbal communication are important in our engagements with clients.

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5.????? Resilience

With a firm entrepreneurship foundation that Aunty Zodwa Mlotshwa laid on my, I pushed forward with my entrepreneurship spirit. It kept growing all the time. When I was doing standard 4, I started buying and selling sweets. I remember one day when I had just bought a stock of sweets and I had just left the shop at Umlazi township. I was about 300 meters from where I had bought my stock when a group of young boys came and robed me of al my stock. That did not deter me from going back when I had money to buy the stock again. Entrepreneurs face a lot of hardship. They face theft, sabotage, rejection, loneliness, and many difficult moments. These should not deter you in your entrepreneurship journey. They are part of being an entrepreneur. Keep pushing and keep going on. You cannot afford to give up! Many people look up to you! Many people have their trust in you! Whether you know it or not, many people have invested in you! You need to be resilient in this journey.

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Conclusion

I have shared my early journey as an entrepreneur. I have shared the five critical qualities that every entrepreneur needs. Develop, cultivate, and embrace these qualities and improve your entrepreneurship success. Many entrepreneurs are caring individuals. They are motivated by the need to make this world a better place. In your entrepreneurship journey, I encourage you to share. Remember to give. Share your recourses. Share your story. You may never know who may benefit from the story that you think is not so important.