Declining Sales are Top Concern

Nearly three-quarters of small business owners are most worried about declining sales in their business, according to a recent NY Report survey. To help combat this fear, international sales consultant, trainer, coach, and author, Jeff Goldberg of Long Beach, NY says business owners should get back to the basics.

“Go back to the fundamentals because that’s what works!” he says. “Prospect constantly, ask questions instead of dumping lots of unwanted information on them, and always be there to help. A salesperson’s job is to help prospects become customers by offering outstanding solutions to their situations, challenges and problems.”

Craig James, president of Sales Solutions in Westwood, MA, a productivity improvement business, advises entrepreneurs to “counter your customers’ reasons not to buy with reasons to buy, for example, by offering favorable terms, coupons, and limited-time offers.” James adds, “resist the urge to stop marketing, and in fact, redouble your effort to keep your name in front of your customers and continue building a pipeline full of prospective business.”

For how-to guides on marketing and advertising, visit nyreport.com/howto/ improve_marketing