Richard Palmer

Let’s be honest for a moment. Most small business owners didn't start their company because they had a burning desire to be a "salesperson". In fact, the word "sales" often conjures up images of cheap suits, aggressive follow-ups, and the uncomfortable feeling of trying to talk someone into something they don’t actually need. If the thought of a discovery call makes you want to hide under your desk, you aren't alone. You want to grow your business, but you want to do it with your integrity...

You started your business because you have a passion. Maybe you’re a consultant who loves solving puzzles. Maybe you’re a maker who creates something beautiful. Or maybe you’re a service provider who genuinely wants to make people’s lives easier. Whatever it is, you probably didn't start your business because you wanted to be a salesperson. In fact, for many small business owners, the word "sales" carries a bit of an ick factor. It brings up images of high-pressure tactics, manipulative...

Most small business owners I talk to share a common fear. It is not the fear of failure or the fear of hard work. It is the fear of being seen as "that person." You know the one. The pushy, overbearing salesperson who talks at you rather than with you. The one who uses scripts that feel like a cheap suit: stiff, uncomfortable, and clearly not made for you. When you start a business because you are passionate about a craft or a service, the last thing you want to do is compromise your...