What Business Should I Start?. Rhonda Abrams

What Business Should I Start?

reps. In fact, the trend is for more-and-more outsourcing of sales positions, meaning more opportunities for self-employment.

Artist representative or sports agent: Creative or talented people and groups need sales-oriented individuals to generate business for them. Whether you represent sculptors, singers, or sports stars, there’s a world of people out there who need representation.

You may be this E-Type if . . .

1.You are outgoing and have strong people skills. Making sales is about making—and keeping—relationships. If you don’t like people, you’re probably not going to do well in sales.

2.You can ride the income roller-coaster. Lots of salespeople and brokers go through cycles where they are either flush with money or flat broke. You’ll need to be diligent about saving money during the good times so you’ll be able to pay the rent and feed your family when things are slower.

3.You know—or would enjoy learning—the detailed ins-and-outs of a specific area of interest.

4.You are able to keep track of many details, perhaps many deals, simultaneously.

5.You like to travel. Virtually every independent sales rep is on the road—whether in their home town or out-of-town. If you sell mostly in-town, you can have fairly regular business hours, but if you’ve got a bigger territory, you’ll need someone to cover the home front while you’re away.

6.You can deal with people when they go through high-stress times. Salespeople often work with clients when they are making costly, important decisions (e.g., buying real estate, investments, insurance, etc.), and they may be nervous and indecisive.

7.You can take rejection. A lot of people will say “No.” You have to be able to make cold calls, get turned down, and have prospects refuse to take your phone calls without getting completely discouraged.

8.You are a self-starter. Salespeople have to get out there and make things happen. You may have to find your own sales leads. You have to continually motivate yourself.

9.You have integrity. Contrary to stereotypes about salespeople, you have to be trustworthy. Successful salespeople are those who maintain relationships over time. That takes more than just being able to play golf; you’ve got to be a person of your word.

This E-Type’s secrets & strategies

Sell unexciting products, like industrial equipment or scientific supplies. There’s a huge world of chemicals, business machinery and supplies, raw materials, packaging goods, and on and on. Someone has to sell them. You may be surprised that you can learn to love—or at least enjoy selling—something you’ve never even heard of before. It may not be glamorous to sell drycleaning machines, test tubes, or restaurant uniforms, but selling these products often results in very good income.

Obvious (and Not-So-Obvious) Business Choices for This E-Type

Mortgage broker

Independent sales representative

Literary agent

Art dealer

Pharmaceutical sales

Real estate agent

Automobile broker

Advertising space salesperson

Mutual funds salesperson

Travel agent

Rock band promoter

Insurance salesperson

Business development consultant

Advertising specialty items sales

Stock broker

Telemarketer

Sporting events promoter

Or, choose an area in which you already have expertise or connections. Look for sales opportunities in fields that interest you. Since every interest and endeavor needs salespeople, you can be part of a field that excites you.

Set up a proper home office. Most independent salespeople work from home. You’re going to need to make phone calls without children yelling in the background, and you’re going to have to keep track of your samples, paperwork, and supplies.

Get sales training. Sales is a craft, and sales techniques can be learned. You will make a lot more money if you work on your sales skills. The company you sell for may provide free training and community colleges typically offer sales courses.

Get a reliable car. Many salespeople drive thousands of miles a month. Make sure you can depend on your transportation.

Watch out for . . .

Paperwork. Most salespeople like to be out making sales, not filling out order forms, sending off sales reports, completing client’s applications. It’s easy to let the paperwork stack up—but that often means dissatisfied customers, suppliers, or commissions that don’t get paid to you.

Laws regulating sales. To protect the public, many categories of sales and brokering require certification or licenses. A few regulated areas include real estate, stocks, and insurance/annuities. In some cases, getting this certification should not be overly intimidating or lengthy. For instance, many community colleges throughout the country offer courses to prepare for taking

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