What everyone wants to know is – ‘What does it take to succeed in business? Is it a great product or service, or perhaps plenty of money or even modern premises and dedicated staff?’

All of these are great but what you really need is – Customers! Whether you want a small business or a big business, you need more customers. And do you know why? Because you will lose some through no fault of your own.

I hate to tell you – but no matter how good your product or service is, you will lose customers. They’ll either leave the area; they’ll die, they’ll go out of business themselves, or just decide to deal with somebody else. So, you need to find new customers just to stand still.

You might not like cold calling and selling your product or service, but you do need new customers and lots of them. Every day you need to allocate time to marketing and selling your product or service.

There are many failed businesses that had a fantastic product or service. However, the majority failed because they didn’t spend enough time marketing and selling. Few people are naturally comfortable with selling, and not everyone has been trained to do so.

This book is primarily directed at self-employed and small business owners.

It contains practical information on how to do it right, and how to do it better if you are already doing it. You will learn how to develop your skills from scratch, attract customers, make a cold call and schedule an appointment. Motivate customers to buy using four simple sales steps, and develop related networking and referral skills.