Making Your Business Better: Small Business Training for Entrepreneurs

Knowing What You Sell You know what you sell — or do you? Selling your product or service is the reason you started your business, and sales generate the revenue that feeds your company's survival and growth. That concept is simple. But truly knowing what you sell goes much deeper than naming your sector. Selling requires an intimate relationship with your product or service — knowledge beyond the name, and familiarity deeper than a few facts and figures. This is because selling is fundamentally about **relationships**: with your employees, your suppliers, and your customers. A customer may consider a purchase based on need, specifications, and availability, but they will ultimately be swayed by the relationship. When you and a competitor are both vying for the same client, the supplier with the stronger relationship will usually win. The 'relationship' referred to here is both professional and compassionate — a setting where all parties feel respected, listened to, and valued. The healthier the relationship, the more sustainable it will be. Relationships can take time and financial investment to build, but once established, they can sustain your company far longer than a one-off sale. Digging Deeper Into Your Offerings To fully understand what you sell, consider each product or service from multiple angles: **Keywords** that describe the product or service clearly and concisely