The BizSmarts Newsletter, Issue 46 17 January 2008

Laws Tighten on Close Corporations
A new law has been established by the Cape high court in which members and officers of a close corporation can be held personally liable for the corporation's debts.

SARS to Improve PAYE Tax
The South African Revenue Service (SARS) is planning to sharpen its focus on pay-as-you-earn tax (PAYE) audits to improve employers' compliance with the employees' tax legislation, according to a new payroll questionnaire that has been released by the taxman.

Small Firms made a mark on JSE
IT companies and construction companies were among the JSE's top performers in 2007. It was easy to make money on the stock exchange in a year in which the AltX – the board for small businesses – listed 39 companies.

Taking the Plunge
Owning a successful business is very ideal indeed. But getting there? Everyone knows it is quite a different story.

99 SALES TIPS FOR SME'S

16 of 99: How can I stop making cold calls and still make appointments?
No one likes cold calls, not the salesperson who makes them and certainly not the prospect who receives them. It's a way to sell – just not the best way to sell.

17 of 99: How can I get around a lower-level person?
Never go to the lower-level person to begin with. The higher you start, the easier it is to get to a real decision maker.

18 of 99: What is the best way to get information to a prospect?
The BEST way to get information to a prospect is to make the information a “must read” once it is in the door. Bring them an idea that helps them build their business.

19 of 99: What is the best way to get past the gatekeeper?
The gatekeeper, a person everyone in sales needs to “get past” in order to enter a company and potentially find a decision maker, is one of the biggest barriers in sales. And the reason is, salespeople think they are smarter than the gatekeeper – when actually the reverse is true.

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TODAY'S SME RESOURCE

Selling on value
- It's the only way to win

There is theory that I have heard of that buyers have wallpaper on their walls with all the pictures of the salesmen that they have ever seen on it. If a new sales person walks in they either blend into the wallpaper or stand out. The way in which you present yourself and your product/service is so vital and can't be stressed enough.