What’s in an Effective Sales Strategy? A proposition of value...for starters You need to be two out of three…..best on price,service or product….chuck in market and an understanding of how you are better than your competitors and you are there! Take the Risk out the Process(guarantees etc) What am I really selling. Why am I uniquely placed to solve their problem? If you aren’t then change your business so you are. It might be geographic,demographic or sector specific but you will be unique somehow.e.g. I am the biggest supplier of widgets to pubs in The East of England… but make sure the market is bigger enough to sustain a profitable business. Remember people can buy with emotion so sell with feeling and understanding, get them to make the decision, suggest the solution but let them make the final leap. Measure everything, advertising to prospects to meetings and meetings to deals etc (not closes because you want to keep it openJ. Where did I find the prospects with the highest conversion rate, find more in the same area, follow what works, drop what doesn’t. Prospect all the time but in the right way, one glove does not fit all! Which way to the market? Have an Integrated sales strategy – don’t rely on one route. Having one route may mean you are only reaching ¼ of your market, why would you do that? The internet has changed the value and supply chains of many businesses so you need to adapt but if are going to change, believe in it and do it properly or your whole brand will suffer. A clear sales message, get one!
Think in terms of, ‘what problems can I solve’? Remember you are someone’s solution for a better business, if you aren’t then you don’t have a business. Enthusiasm, if you don’t have it, hire someone who does.
stonewall1
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