Entrepreneurs are among the most challenging yet rewarding clients a salesperson can earn. Unlike casual buyers, they make decisions with long-term vision, weigh risks carefully, and look for partners who bring more than just a product or service to the table. To win their business, you need more than sales scripts—you need to train like a pro and develop sales behaviors that align with entrepreneurial expectations.
Here are 50 powerful sales behaviors that will help you build trust, demonstrate credibility, and position yourself as the go-to partner for entrepreneurs.
1. Do Your Homework First
Entrepreneurs value preparation. Research their business, market, and competition before engaging.
2. Speak Their Language
Use terms they understand—focus on results, growth, and scalability.
3. Show Confidence
Present yourself as an equal, not a subordinate.
4. Respect Their Time
Be concise, prepared, and avoid fluff.
5. Lead with Value
Always explain how your solution improves their bottom line or efficiency.
6. Listen More Than You Talk
Entrepreneurs will reveal what they truly need if you listen carefully.
7. Anticipate Objections
Be ready with thoughtful responses that show foresight.
8. Build Long-Term Vision
Frame your offer as a partnership that grows with them.
9. Provide Social Proof
Back up your claims with testimonials, case studies, or references.
10. Adapt Quickly
Flexibility shows you can evolve with their business.
11. Ask Strategic Questions
Go beyond surface-level needs to uncover hidden priorities.
12. Be Authentic
Entrepreneurs quickly detect insincerity.
13. Stay Calm Under Pressure
They will test your resilience—maintain composure.
14. Follow Up Consistently
Persistence without pushiness signals reliability.
15. Show Gratitude
A simple thank-you builds goodwill.
16. Share Market Insights
Position yourself as an advisor, not just a vendor.
17. Offer Solutions, Not Features
Translate features into measurable business benefits.
18. Respect Their Autonomy
Avoid being overly controlling in the decision-making process.
19. Demonstrate Reliability
Do what you say you’ll do—every time.
20. Keep Energy High
Entrepreneurs respect enthusiasm that matches their passion.
21. Develop Empathy
Understand the pressures of entrepreneurship and respond with care.
22. Stay Transparent
Honesty about challenges builds trust faster than empty promises.
23. Use Storytelling
Stories resonate more than statistics alone.
24. Avoid Overpromising
Entrepreneurs value realistic commitments over exaggerated claims.
25. Highlight ROI Clearly
Frame conversations around returns, not costs.
26. Stay Curious
Ask about their goals, challenges, and long-term vision.
27. Be a Problem-Solver
Show initiative in removing obstacles.
28. Maintain Professionalism
Be personable yet polished.
29. Encourage Collaboration
Position your relationship as a partnership, not a transaction.
30. Leverage Technology
Show how your solution integrates with their systems.
31. Be Consistent
Reliability strengthens trust over time.
32. Keep Communication Clear
Entrepreneurs dislike ambiguity—be direct and concise.
33. Be Patient
Some decisions take time—don’t push too hard.
34. Anticipate Needs
Proactively offer solutions before they ask.
35. Recognize Stress Points
Offer reassurance when they’re under pressure.
36. Deliver on Time
Timeliness proves professionalism.
37. Admit Mistakes Honestly
Owning errors earns respect.
38. Balance Confidence with Humility
Be sure of your value without arrogance.
39. Respect Boundaries
Don’t overstep into personal territory.
40. Offer Continued Support
Keep showing up after the deal closes.
41. Master Negotiation
Focus on win-win agreements.
42. Practice Emotional Intelligence
Respond to emotions, not just words.
43. Celebrate Their Success
Acknowledge milestones to build deeper bonds.
44. Remain Optimistic
Bring solutions, not complaints.
45. Ask for Feedback
Invite input to improve the relationship.
46. Pay Attention to Detail
Small errors erode credibility with entrepreneurs.
47. Stay Goal-Oriented
Always link discussions to their strategic objectives.
48. Be Resourceful
Offer connections, tools, or knowledge beyond your product.
49. Respect Diversity of Thought
Welcome differing viewpoints with openness.
50. Commit to Lifelong Learning
Entrepreneurs evolve—you should too.
Final Thoughts: Training Like a Pro in Sales
Winning entrepreneurial business is not about being the loudest voice in the room—it’s about being the most reliable partner. By practicing these 50 professional sales behaviors, you position yourself as more than a seller; you become a trusted ally in their growth journey.
Entrepreneurs invest in people who bring clarity, consistency, and value. If you want their business, don’t just sell—train like a pro, deliver like a partner, and grow like an entrepreneur.
