Although I research my customers and prepare my presentations in advance, I find it difficult to close the sale.  What am I doing wrong?

Tyler W., Bonita Springs

Trust is the basis of any meaningful and lasting relationship. It doesn’t matter how good your presentation may be; if the person you are trying to convince does not trust you, you won’t sell them anything. However, if you do have their trust, you can realistically expect a positive response more often than not. There are four basic steps a good salesperson should follow to build rapport and ensure a favorable outcome.

Question: I am in the process of applying for a business loan and was told I need a written business plan.  Can you provide some resources to help me get started?

Sheldon K., Naples

Answer: Sheldon, You're in luck!  SCORE Naples will present a free workshop "How to Prepare a Business Plan," Saturday, January 9 at the Naples Chamber of Commerce office, 2390 Tamiami Trail, N, from 9:00 AM until noon. To register, go to www.scorenaples.org and click on "workshops" or call 239-430-0081.

What’s the biggest obstacle to writing a sound business plan? For many aspiring entrepreneurs, it’s a matter of simply getting started—knowing what information is needed, where to find it, and then actually putting it down on paper.