Mergers & Acquisitions Advisory

A Neumann & Associates, LLC

August 28, 2018

Tips for Taking Your Sales to A New Level

By Achim Neumann

At the very foundation of all successful entrepreneurs and CEOs are true sales people, who could sell just about everything to just about anyone. With this in mind, to follow in their footsteps and to become a success in the business world, in whatever industry and at whichever level, one must master the art of sales. If you want to find better and more improved selling practices to find the success which you are looking for, here are some of the essentials skills that that are needed.

It is Only a No

The biggest problem with many in sales is that they have the fear, that fear of offending people, of wasting their time, of interrupting them or the fear that they just might get yelled at. Here’s the thing about sales however, the worst thing that can happen is the customer says “no”. Most of us don’t like rejection but to really be a better seller, this is something which must be dealt with. Forget the fear, sell whatever it is your’e trying to, and don’t worry about being rejected, just keep going.

Be Direct

Although we live in a world of digital promise, there is nothing quite like speaking in person with a potential customer and trying sell your products the old fashioned way. Sure, you can canvass your products across websites, you could live chat with potential customers, but nothing makes the sale better than the human element, something which is lost in the digital world in which we live.

No Doesn’t Always Mean No

We mentioned before that the worst thing that can happen is that you are told “no,” but in most cases, that is not the end of a deal. You need to start tuning in to how people reject you, do they reject and then hang up? If so then you are definitely being told no, do they say “no” and then leave a small pause, or ask further questions? If so, then you have got your fish hooked. Don’t ever hear no and simply accept it, no usually just means “convince me more,” so go ahead and convince them.

Sell to the Right People

One issue many people make is trying to sell to the wrong types of customers. Before even picking up the phone or make a meeting with your potential client, you must ensure that you have done the background due-dilligence to make sure that you are at least in the right areja. If you are trying to sell fancy smartphones for example, then calling a farmer in Idaho is probably not going to be a smart move, in the same way that selling agriculture to a New York city lawyer is unlikely to work. Give yourself a head start and contact people who actually may be interested in your products.

Sales is like a game of chess, only you get to pick the opponent, it will then be up to you to convince them that your product is good enough for them to make their queen vulnerable.

About A Neumann & Associates, LLC

A Neumann & Associates, LLC is a professional mergers & acquisitions and business brokerage firm having assisted business owners and buyers in the business valuation and business transfer process through its affiliations for the past 30 years. With an A+ Better Business Bureau rating, the company has senior trusted professionals with a deep knowledge based in multiple field offices along the East Coast and has performed hundreds of business valuations in its history. The firm’s competitive transaction fees are based on successfully completing transactions. For more information, please contact A Neumann & Associates at 732-872-6777 or

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Client Testimonials

“I had been in touch with Karin and Gary from A Neumann & Associates regarding some opportunities and was looking forward to meeting with them. Hence, when they organized a seminar in Princeton, NJ, I was quick to sign up. The seminar was very informative as the team walked the attendees through various scenarios and referenced real life buying/selling situations they had been through. The sessions by Gary, Karin and Achim were crisp and focused and brought clarity to potential seller and buyers. I strongly recommend the team and look forward to continue working with them.”

Gaurav Tyagi

“Thank you for your Event on "How to value, Sell, and Buy A Business for Maximum Profit" and the insight into ANA’s approach on what is involved in the Business Exit for sellers. Garys Hervieiou's "Business Valuation", Achim's "Deal structure" presentation and Karin’s "Preparing the Package" are real street knowledge shared. They answered attendees questions which makes it more interesting for learning from others. Great for small businesses like us. The presentations were totally worth our time and travel for the event to Princeton, NJ from Rockville MD. Ravi Bhutani, President, CIPS”

Ravi Bhutani

“Gary, this is to thank you for an excellent job done in selling our business. We could never have done it without your professional expertise, dedication and time put in without reservation to make it happen. We will gladly and highly recommend you to anybody in our position.  It was a pleasure to work with you.”

Pat Iammatteo, Owner

“Your vetting is simply outstanding, among the best I've seen from a broker.”

Eric H., Investor

“I recently contacted A. Neumann and Associates about getting a valuation of my business done. I spoke with Marc, who explained the process in detail. After meeting with Marc in order to get a clear understanding of my business, and what I was hoping to accomplish. His patience in answering all my questions and his knowledge of the proper way to market my business gave me great confidence that this is the firm I will be using to sell my business for max value. Working with Marc at A Neumann & Associates was very easy and professional. I did not know all that was going to be involved in selling my business but they helped me through the process. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. I highly recommend this firm to anybody who wants to sell now or down the road. Marc not only knows his stuff, but actually is a real nice guy.”

Double Diamond

“Used A Neumann & Associates to sale my business. could not imagine having done it with out the patience and experience Gary provided. Thanks Gary,”

Dennis Frazier

“Working with Marc and his company was a pleasure. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. Marc handled most of the interaction and he has one of the greatest demeanors. Again, it was a pleasure working with him and his firm.”

Douglas DiCeglio

“I recently completed an acquisition using A Neumann & Associates. Tony Valentino was very helpful and accessible during the entire process. They do a thorough job vetting both parties and got us to the finish line.”

Srini Mudambi

“Claus out of Florida helped us with the sale of our business. We had never done anything like this and him and his team walked us through the process from start to finish. We had some challenges through the process and Claus continued to show up even in the difficult conversations.”

Colby Harris, Co-Owner, Del Mar Designs

“Claus Madsen thoroughly helped us with selling our company. From the 1st introductory meeting explaining to us what was possible, to providing us with resources to assist with the sale. Claus was invaluable throughout the whole sales process. Claus was with us every step of the journey and always made himself available for any questions or issues that came up along the way. If you are interested in selling your business, I encourage you to reach out to Claus and the ANA team so that they can let you know what’s achievable. These guys will make it happen!”

Ron Harris, Co-Owner and Vice President, Del Mar Designs
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If you are considering selling your business, please contact us to learn more about our comprehensive service spectrum. Our experienced professionals will answer all your questions about selling a privately held business in complete confidentiality. Please fill out our contact form, or call us at 732-872-6777. We will contact you directly and will never identify ourselves to your employees.

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